Markkula wrote his principles in a one-page paper titled “The Apple Marketing Philosophy” that stressed three points. The first was empathy, an intimate connection with the feelings of the customer: “We will truly understand their needs better than any other company.” The second was focus: “In order to do a good job of those things that we decide to do, we must eliminate all of the unimportant opportunities.” The third and equally important principle, awkwardly named, was impute. It emphasized that people form an opinion about a company or product based on the signals that it conveys. “People DO judge a book by its cover,” he wrote. “We may have the best product, the highest quality, the most useful software etc.; if we present them in a slipshod manner, they will be perceived as slipshod; if we present them in a creative, professional manner, we will impute the desired qualities.”
For the rest of his career, Jobs would understand the needs and desires of customers better than any other business leader, he would focus on a handful of core products, and he would care, sometimes obsessively, about marketing and image and even the details of packaging. “When you open the box of an iPhone or iPad, we want that tactile experience to set the tone for how you perceive the product,” he said. “Mike taught me that.”
Regis McKenna
The first step in this process was convincing the Valley’s premier publicist, Regis McKenna, to take on Apple as a client. McKenna was from a large working-class Pittsburgh family, and bred into his bones was a steeliness that he cloaked with charm. A college dropout, he had worked for Fairchild and National Semiconductor before starting his own PR and advertising firm. His two specialties were doling out exclusive interviews with his clients to journalists he had cultivated and coming up with memorable ad campaigns that created brand awareness for products such as microchips. One of these was a series of colorful magazine ads for Intel that featured racing cars and poker chips rather than the usual dull performance charts. These caught Jobs’s eye. He called Intel and asked who created them. “Regis McKenna,” he was told. “I asked them what Regis McKenna was,” Jobs recalled, “and they told me he was a person.” When Jobs phoned, he couldn’t get through to McKenna. Instead he was transferred to Frank Burge, an account executive, who tried to put him off. Jobs called back almost every day.
Burge finally agreed to drive out to the Jobs garage. “Holy Christ, this guy is going to be something else,” he recalled thinking. “What’s the least amount of time I can spend with this clown without being rude.” Then, when he was confronted with the unwashed and shaggy Jobs, two things hit him: “First, he was an incredibly smart young man. Second, I didn’t understand a fiftieth of what he was talking about.”
So Jobs and Wozniak were invited to have a meeting with, as his impish business cards read, “Regis McKenna, himself.” This time it was the normally shy Wozniak who became prickly. McKenna glanced at an article Wozniak was writing about Apple and suggested that it was too technical and needed to be livened up. “I don’t want any PR man touching my copy,” Wozniak snapped. McKenna suggested it was time for them to leave his office. “But Steve called me back right away and said he wanted to meet again,” McKenna recalled. “This time he came without Woz, and we hit it off.”
McKenna had his team get to work on brochures for the Apple II. The first thing they did was to replace Ron Wayne’s ornate Victorian woodcut-style logo, which ran counter to McKenna’s colorful and playful advertising style. So an art director, Rob Janoff, was assigned to create a new one. “Don’t make it cute,” Jobs ordered. Janoff came up with a simple apple shape in two versions, one whole and the other with a bite taken out of it. The first looked too much like a cherry, so Jobs chose the one with a bite. He also picked a version that was striped in six colors, with psychedelic hues sandwiched between whole-earth green and sky blue, even though that made printing the logo significantly more expensive. Atop the brochure McKenna put a maxim, often attributed to Leonardo da Vinci, that would become the defining precept of Jobs’s design philosophy: “Simplicity is the ultimate sophistication.”
The First Launch Event
The introduction of the Apple II was scheduled to coincide with the first West Coast Computer Faire, to be held in April 1977 in San Francisco, organized by a Homebrew stalwart, Jim Warren. Jobs signed Apple up for a booth as soon as he got the information packet. He wanted to secure a location right at the front of the hall as a dramatic way to launch the Apple II, and so he shocked Wozniak by paying $5,000 in advance. “Steve decided that this was our big launch,” said Wozniak. “We would show the world we had a great machine and a great company.”
It was an application of Markkula’s admonition that it was important to “impute” your greatness by making a memorable impression on people, especially when launching a new product. That was reflected in the care that Jobs took with Apple’s display area. Other exhibitors had card tables and poster board signs. Apple had a counter draped in black velvet and a large pane of backlit Plexiglas with Janoff’s new logo. They put on display the only three Apple IIs that had been finished, but empty boxes were piled up to give the impression that there were many more on hand.
Jobs was furious that the computer cases had arrived with tiny blemishes on them, so he had his handful of employees sand and polish them. The imputing even extended to gussying up Jobs and Wozniak. Markkula sent them to a San Francisco tailor for three-piece suits, which looked faintly ridiculous on them, like tuxes on teenagers. “Markkula explained how we would all have to dress up nicely, how we should appear and look, how we should act,” Wozniak recalled.
It was worth the effort. The Apple II looked solid yet friendly in its sleek beige case, unlike the intimidating metal-clad machines and naked boards on the other tables. Apple got three hundred orders at the show, and Jobs met a Japanese textile maker, Mizushima Satoshi, who became Apple’s first dealer in Japan.
The fancy clothes and Markkula’s injunctions could not, however, stop the irrepressible Wozniak from playing some practical jokes. One program that he displayed tried to guess people’s nationality from their last name and then produced the relevant ethnic jokes. He also created and distributed a hoax brochure for a new computer called the “Zaltair,” with all sorts of fake ad-copy superlatives like “Imagine a car with five wheels.” Jobs briefly fell for the joke and even took pride that the Apple II stacked up well against the Zaltair in the comparison chart. He didn’t realize who had pulled the prank until eight years later, when Woz gave him a framed copy of the brochure as a birthday gift.