Betty’s brother Kevin rang from Kiama last week, properly worked up. His daughter’s got a startup, a real one, the kind with late nights and not much sleep, and Kevin had just seen something online about the government coming after people exactly like her. “They’re punishing the ones having a crack,” he told Betty. “Did you see what they’re calling it? An aspiration ambush.” Betty hadn’t seen it. But she could hear that Kevin had already made up his mind, and that whatever he’d watched had done a very good job of helping him.
So she went and had a look. And what she found wasn’t really a tax story at all. It was one of the sharpest bits of marketing you’ll see all year.
We’ve spent two posts on GDP (See here and here). Your house doesn’t count, and the country keeps shoving its money through the housing door instead of the door where things actually get built. If you missed those, the short version is: money put into a business grows the country, money put into an existing house just makes the house dearer.
Well, this week a bunch of young business owners turned that exact argument into one of the sharpest marketing campaigns you’ll see all year. And whatever you think of the politics, the craft is worth a look, because it’s a masterclass in how to win an argument before anyone’s checked the facts.
Here’s the setup. The budget proposed changing capital gains tax, the tax you pay on the profit when you sell something for more than you bought it. The change makes sense for the housing door, taxing property investors harder so houses stop being such a one-way bet. The founders even say they’re fine with that bit. The trouble is the same change also hits people who sell a business they’ve built. Same swing of the door, and it caught the workshop along with the houses.
Now watch what they did with it.
First, the name. They didn’t call it “proposed CGT discount reform.”
They called it an aspiration ambush. Two words, and you already know whose side you’re meant to be on. “Aspiration” is the good thing, having a crack, building something. “Ambush” is the sneaky thing done to you from behind. Stick them together and you’ve got the whole grievance in a phrase a headline writer can’t resist. That’s not an accident, that’s branding.
Second, the line. The letter says, near enough, we work the hours, we carry the risk. You can’t argue with it. It doesn’t mention tax rates or indexation or any of the stuff that makes your eyes glaze. It just plants a flag: we’re the ones doing the hard yards. Try writing a reply that starts “well, actually” to we work the hours, we carry the risk and see how you sound.
Third, and this is the bit I’d frame and hang on the wall, the silent partner meme. Some of them made fake ads casting the Prime Minister as a 47% shareholder in their business. One posted that he’s a bloke who has never done a stocktake and somehow still gets 47 per cent of the business and takes zero risk. That’s the silent partner gag, and it’s perfect, because it takes an invisible, boring thing, a tax on a sale that might happen years from now, and turns it into a freeloading mate who turns up at payday having done nothing. Everyone’s had a version of that bloke. You feel it before you’ve thought about it. Region Canberra
No wonder Kevin shared it. That’s the gag working exactly as designed, it travels from a screen in Kiama to a phone call with his sister before anyone’s checked a single number.
Fourth, the messenger. They didn’t wheel out grey men from a lobby group. They badged it founders under 40. Young, building things, the future. It’s much harder to paint a 35-year-old who started a company as a greedy fat cat, so the campaign chose faces that don’t fit the villain costume.
Put it together and you’ve got a textbook job: a sticky name, a line you can’t argue with, a meme that does the thinking for you, and the right faces out front. It went everywhere. Sky, the papers, an open letter straight to the PM. That’s what good marketing looks like, it makes its point feel like common sense before the other side has finished clearing its throat.
Now, here’s where Betty keeps her wits about her, because clever marketing is exactly the thing you should be most careful around. Being well-sold isn’t the same as being right.
Albanese’s comeback is, frankly, not bad either, it’s just nowhere near as catchy. He says the campaign is being run by right-wing parties and their allies, and that the meme misses how the tax actually works: it’s only paid when a business is sold, not every year, and most small businesses pay little or no capital gains tax when they sell. If he’s right, the “47% silent partner” doesn’t apply to most of the people sharing it. But “it’s only realised on disposal and most SMEs fall under the threshold” will never, ever beat a funny picture of the PM stealing half your business. The truer claim is losing because the catchier claim is winning. That happens a lot, and it’s worth noticing when it’s happening to you. Western Advocate Region Canberra
So two things are true at the same time. The founders have a real point, the tax change really does seem to clip the productive door as well as the housing one, and that’s the exact problem these posts have been about. And they’ve dressed that point in such good marketing that you should slow down and check it rather than just nod along. Both can be true. Usually are.
That’s the lesson, and it’s a bigger one than capital gains tax. The side with the better slogan isn’t automatically the side that’s right. They’re just the side that hired the better wordsmith. Your job, Betty, is to enjoy the craft, and then go and find out whether the thing it’s selling you is actually true.
Funny old world. We started by working out why your house doesn’t count, and we’ve ended up watching the country’s smartest marketers fight over the door it should’ve been going through all along.
