As a Virginian, I’ve always been proud of my state’s motto: “Virginia is for Lovers.”
The iconic slogan first appeared in a 1969 ad campaign for what is now Virginia Tourism Corporation. It was created by Martin and Woltz Inc., which later evolved into The Martin Agency, and has been in use ever since.
Initially positioning the state as a destination for romance, “Virginia is for Lovers” soon gave way to various interpretations. With so much to experience, Virginia has become a welcoming place for history lovers, food lovers, nature lovers—all kinds of lovers. That’s the premise behind a new national campaign, “Virginia is for…”, developed by The Martin Agency, that launched this spring.
“Virginia is for Lovers” resonates deeply with many—myself included. It’s an example of the power that emotionally driven branding can have on our psyche. In an interview earlier this year, Virginia Tourism brand director Lindsey Norment said the slogan’s popularity remains because “it allows Virginians to make it their own and feel prideful of that.”
Indeed, love is a powerful driver when it comes to persuading people. Love is inherently welcoming, positive and inclusive.
Love is also apolitical, which is why I was disheartened to see a new Virginia Tourism video prominently featuring Republican Governor Glenn Youngkin.
The stand-alone 60-second promotional piece, titled “Welcome to Virginia,” seems to take cues from The Martin Agency’s flagship campaign, but the format and overall tone are entirely different. More anthemic in feel, it highlights different people speaking directly to camera. The sole elected official, Gov. Youngkin, is a central figure in the video and its primary narrator.
Not long after it begins, Youngkin makes his appearance on camera. Dressed in a crisp white shirt, sleeves rolled up and navy slacks, he walks with a confident stride along the track of the Richmond Raceway. Looking directly at camera, he smiles as he introduces himself.
“In Virginia, there’s a million different ways to say welcome,” he declares. “I’m Governor Glenn Youngkin, and I want to be one of the first.” The words “Governor Glenn Youngkin” accompany him on screen.
The video continues as Youngkin provides the voiceover for a series of lifestyle shots featuring an impressively diverse cast of characters. We’re welcomed by different types of Virginians: a long-haired surfer dude with his pals, an edgy millennial bartender serving up a cocktail, and a varied group of barbecue lovers, all ages and races, sitting at the same table. “Bievenido!” a Latino boy exclaims.
Youngkin appears on camera again—this time in the driver’s seat of a race car, looking cool and confident. He offers one last welcome before the video ends, signed off by “Welcome to Virginia” and the “Virginia is for Lovers” logo.
On initial glance, the video might not seem like anything out of the ordinary. To many, it will come across as a fun, upbeat tourism piece for Virginia.
But is it just a feel-good piece promoting Virginia Tourism? Or did a politician leverage my beloved state’s brand for his own personal agenda?
Certainly it’s not a novel idea that a governor might be in a video to promote state tourism. Last year, Republican Gov. Mike Dunleavy of Alaska was featured in his state’s tourism marketing campaign. He touted Alaska as a Covid-safe state that was “leading the nation in all the important health metrics,” as an incentive for people to travel there. Later, though, it was revealed that when the ad ran, Alaska actually ranked 30th in the country for vaccination rates.
In 2020, Republican Gov. Kristi Noem of South Dakota appeared in, and narrated, a state tourism ad airing on Fox News. The 30-second ad, which ran for two weeks, cost taxpayers over $800,000. Noem received national publicity upwards of 85 million views, but it’s debatable if state tourism increased. AP News reported that while Google searches for “Kristi Noem” peaked, terms like “South Dakota tourism” and “visit South Dakota” remained stagnant.
But it’s a tourism campaign involving Republican Gov. Chris Christie of New Jersey that’s particularly noteworthy.
In 2013, coming out of the aftermath of Hurricane Sandy, Christie got star billing in his state’s tourism ads. The “Stronger Than the Storm” campaign ran leading up to the gubernatorial election in New Jersey. The campaign itself, along with where it aired and the timing of its release, gave Christie an unexpected platform to hone his brand image and gain greater exposure across key Northeast states.
His opponent, Democratic candidate Barbara Buono, said the ads gave him an unfair advantage, calling it both “supremely arrogant and wildly inappropriate.” Buono lost the election. Two years later, Christie announced his candidacy for the Republican nomination in the 2016 presidential election.
There are important parallels to draw here.
Last year, Youngkin became the first Republican to win a statewide election in Virginia in over a decade. The former businessman, who had never held elective office, ran a successful campaign by cultivating his own distinct brand, positioning himself as an enthusiastic, moderate candidate who appealed to both forever Trumpers and never Trumpers.
With his can-do attitude and signature red fleece vest, Youngkin portrayed an affable, everyman image—positive, charismatic and relatable.
He kept his messaging simple and concise, advocating for broad issues like safety, education and cost of living. But many claimed that two faces of Glenn Youngkin emerged once elected. Just 10 days into office, he began receiving blowback over new policies in his conservative agenda which didn’t appear to align with his calls for unity or moving the state forward.
Youngkin immediately signed an executive order to root out critical race theory in Virginia, which isn’t mentioned in the Virginia Department of Education’s curriculum (Politifact). Asserting protection of “parental rights,” he also supported measures to regulate explicit content in schools, force teachers to out their LGBTQ+ students, and most recently, restrict the rights of trans students.
Despite publicly distancing himself from Trump during his campaign, he has since hired many veterans of the Trump administration, including a former Trump EPA head who has repeatedly minimized the threat of climate change. Youngkin also plans to withdraw Virginia from a greenhouse gas initiative established to help fight climate change regionally.
And when the Supreme Court overturned Roe v. Wade, Youngkin reinforced his stance as a “pro-life” governor by pursuing a 15-week abortion ban in Virginia and headlining a pro-life gala in Washington, D.C., for a prominent anti-abortion group.
None of these policies seem to suggest Virginia is moving forward.
In fact, an opinion piece in The Washington Post states that Youngkin’s culture wars are good for him but bad for Virginia business, causing the state to be viewed as a less welcoming place—an insight that seems to be the antithesis to the “Virginia is for Lovers” brand.
I reached out to Virginia Tourism to get more information, which left me with more questions than answers.
For starters, the video was not created or produced by The Martin Agency, Virginia Tourism’s current agency of record. According to a spokesperson at Virginia Tourism, the concept for the video was developed by Virginia Tourism and produced by POOLHOUSE, the agency behind Youngkin’s winning brand campaign when he ran for governor.
On its website, POOLHOUSE says it creates “bold campaigns that win elections and move people to action.” A Google search reveals the agency has been referred to as a “GOP-focused political ad firm” and a “scrappy Republican ad agency.” Its Instagram feed includes congratulatory posts for Republican politician wins, a recap of its favorite ads for Youngkin, and a quote that speaks to its desire to be “the best political agency in the business.” This year, POOLHOUSE plans to open a D.C. office to pick up advocacy clients and more congressional business.
Officials at Virginia Tourism did not directly respond when asked if they were aware POOLHOUSE was the political ad agency behind Youngkin’s campaign.
Instead, they provided the following statement: “POOLHOUSE was selected because of their outstanding creative work and reputation, not only in Virginia but across the country, for producing beautiful videos.” Yet Virginia Tourism also said that when the project was put out to bid, they only received one offer, which resulted in the contract with POOLHOUSE.
POOLHOUSE did not respond to inquiry by phone or email by the time this article was published.
As for the purpose and timing of the video, Virginia Tourism said it is “an evergreen piece to showcase the beautiful state of Virginia and to welcome travelers to Virginia” and it launched on Labor Day weekend “to coincide with a high-impact travel weekend.”
However, its release also coincides with the lead-up to this year’s midterm elections on Nov. 8. Most of the country is holding state legislative elections and there are 36 gubernatorial seats on the ballot. A week after Youngkin shared the “Welcome to Virginia” video in a retweet, he posted a political ad in which he appears promoting Virginia Republican congressional candidate Yesli Vega. According to her website, she is working with POOLHOUSE as well.
While only in office a few months, Youngkin has been spending a lot of time outside of the state he’s supposed to be governing.
Many news outlets report that he’s actively endorsing Republican politicians running for office in key swing states. So far, he’s expressed support for GOP gubernatorial candidates Paul LePage of Maine, who has an extensive history of racist remarks; Kari Lake of Arizona, who has appeared with Nazi sympathizer and QAnon-linked activists; and Tudor Dixon of Michigan, who opposes abortion even in cases of rape because she believes there’s “healing through the baby.”
These candidates are all part of an alarming trend of election deniers running for governor this year as well.
In preparation to wade into national politics, Youngkin established two political organizations, America’s Spirit and Spirit of Virginia (the latter of which paid for Vega’s ad mentioned above). Both groups can accept contributions of any size to fund Youngkin’s political efforts, which include his campaigning for other GOP candidates, as well as his own self-promotion.
This summer, Youngkin met with Republican megadonors amid hints he’s mulling a White House bid. One of his midterm stops will include Nevada, a 2024 early state for presidential candidate nominations.
After the upset in Virginia, many believe Youngkin’s win gave the GOP a winning blueprint for 2022 and beyond. Part of his strategy included establishing an early media spend to introduce himself and begin building his brand in a campaign as soon as possible.
That campaign, into which Youngkin put $20 million of his own money, was fueled by a robust media buy including 40 TV videos and hundreds of radio, digital and design advertisements, including bumper stickers in multiple languages. Incidentally, Youngkin is considered one of the nation’s richest politicians, with a net worth of $470 million.
“One thing that Youngkin did very smartly was getting started earlier, particularly with media,” POOLHOUSE CEO Will Ritter said in an interview with Fox Business last year. “That means if you’re running in ’22, you need to be thinking how you’re going to get your message to people as soon as possible.”
Indeed, timing, placement and context are important components to launching a brand.
While the “Welcome to Virginia” video has no associated media buy, it will be seen extensively through state-owned platforms such as Virginia Welcome Centers and the state’s nine commercial airports, including major hubs like Dulles International Airport and Reagan National Airport, outside Washington, D.C. Combined, the foot traffic in these areas alone translates to millions of impressions, giving Youngkin unprecedented exposure to a broad, diverse audience made up of travelers from all over the country.
Because the video is intended to be an evergreen piece (meaning relevant for long-term purposes), it has the potential to run during the entire term of Youngkin’s office, as well as the time of his campaigning should he throw his hat (or fleece vest) into the ring in pursuit of the GOP presidential nomination. Like Christie’s “Stronger Than the Storm” campaign, the “Welcome to Virginia” video portrays Youngkin in a positive, heroic way that not only gets his name out, but bolsters his brand on the national stage.
Given all these factors, as well as continued press about Youngkin’s potential political aspirations (which are even making international headlines), it’s not implausible to think that the “Welcome to Virginia” video could be playing a role in a much larger agenda: a long game to establish Youngkin as a viable presidential candidate for 2024 or even 2028.
A recent article in Vanity Fair cautions us not to be fooled by the moderate “suburban dad vibe.” From traditional Republican to culture warrior, Youngkin has become a public advocate of Trump-backed election deniers, which not only normalizes extremists as credible representatives of this country but poses a serious threat to our democracy.
As a creative professional, it’s been horrifying to come to terms with the role branding is playing in our politics.
From misleading messaging to polished image-making, the strategies around crafting a politician’s brand are getting less transparent, more insidious, and farther from the truth.
I care deeply about my country, my home state of Virginia, and my local community in Richmond, which is why I felt compelled to dig deeper into the “Welcome to Virginia” video.
I don’t like feeling that people in the video may not have been aware of Youngkin’s involvement (or his political agency), or worse, were used for ulterior motives. I don’t want my state to be represented by a polarizing political figure whose brand has been referred to as Trump Light, Trump in a red vest, and Trumpism Without Trump.
And I don’t think it’s appropriate for what I perceive to be my tax dollars helping a politician to promote himself for his personal ambitions under the guise of a tourism video—particularly a governor actively working to roll back my rights as a woman and instill countless other antiquated policies that seem at odds with the values of many Virginians, as well as the “Virginia is for Lovers” brand.
When Youngkin was elected, the Human Rights Campaign issued a statement that vowed to fight against his regressive agenda: “Glenn Youngkin’s anti-equality, anti-choice, racist tactics sought to sow fear and confusion, turning Virginian against Virginian for political gain,” said interim president Joni Madison. “Anti-equality extremists will continue to use bigotry to score political points. But we know that history has proven hate-filled electoral strategies ultimately stir the conscience of the nation.”
President Joe Biden also had some choice remarks about Youngkin: “Extremism can come in many forms,” he said at a grassroots event. “It can come in the rage of a mob driven to assault the Capitol. It can come in a smile and a fleece vest.”
Over the years, I’ve written numerous essays about the power of branding. One of the most successful tactics of brand building is to infiltrate platforms that don’t obviously translate as advertising.
It’s why brands take advantage of product placement in popular movies and series television. The “soft sell” exposure not only increases awareness of a brand, it enables people to develop a deep connection to it in a much more organic, natural way.
In my essay “Canceling the Confederacy,” I explain how the United Daughters of the Confederacy found a way to shape the Confederacy brand by promoting the Lost Cause, a biased perspective of U.S. history, through an unassuming medium: school textbooks. It was an attempt at rewriting history, reinforced by the construction of Confederate monuments, and to this day, many still subscribe to its false narrative.
And therein lies the danger.
Branding, in all its nuance and subtlety, can distort our perception of what’s real.
It can skew or stretch the truth and influence our thoughts on a subliminal level. After all, there’s a fine line between the power of persuasion and the art of deception. And when politicians are involved, be assured it’s even more unclear.
To clarify, the issue at hand is not about a governor appearing in a state tourism video. It’s about Governor Youngkin appearing in a state tourism video produced by his own political agency. It’s about the timing of the video’s release during the lead-up to midterm elections in which he’s actively campaigning for other candidates. And it’s about the exposure this video gives Youngkin to millions of people from all over the country amid talks of his own potential presidential run.
Again, is it just a feel-good piece promoting Virginia Tourism? Or did a politician leverage my beloved state’s brand for his own personal agenda?
Everyone will draw their own conclusions, but it’s my hope that by raising awareness on the role branding plays in our politics, we can better understand the impact it has on our elections and the candidates who are running.
More than anything, I hope this knowledge empowers us all to make informed choices at the ballot box. The preservation of our democracy may very well depend on it.