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November 2008 Archives

November 5, 2008

Marketing Lessons from the Elections

The always informative retailwire.com directed me to an article in today's edition of Advertising Age titled What Marketers Can Learn From Obama's Campaign. In it columnist Al Ries outlines three things that the advertising/marketing community can learn from the campaign run by Barack Obama, who made history yesterday when he was elected President of the United States. They are:

1. Simplicity. "About 70% of the [US] population thinks the country is going in the wrong direction, hence Obama's focus on the word 'change'."
2. Consistency. "…Companies try to 'communicate' when they should be trying to 'position'…Mr. Obama's objective was not to communicate the fact that he was an agent of change… What Mr. Obama actually did was to repeat the 'change' message over and over again, so that potential voters identified Mr. Obama with the concept. In other words, he owns the 'change' idea in voters' minds…. Effective slogans need to be simple and grounded in reality.
3. Relevance. "…By his relentless focus on change, Mr. Obama shifted the political battlefield. He forced his opponents to devote much of their campaign time discussing changes they proposed for the country. And how their changes would differ from the changes that he proposed…. All the talk about 'change' distracted both Ms. Clinton and Mr. McCain from talking about their strengths: their track records, their experience and their relationships with world leaders."

Contrast that with what Stephane Dion and the Liberal Party of Canada did in the last election. They made the Green Shift, a complex piece of policy that contained the dreaded 'T' word (tax), the centerpiece of their platform. And, while there was consistency in delivering that message, they failed to make it relevant to the country's current economic challenges. Thus in marketing terms the Liberal-Dion campaign was the complete antithesis of the Obama campaign. And we all know the results. The Liberals are looking for a new leader and as Ries points out in his article, Barack Obama overcame being relatively unknown, younger than his opponents, black and having a "bad sounding name" and won the election.

As I read Ries' article this morning, it struck me that retailers would do well to follow in Obama's marketing footsteps and start delivering a simple, consistent, relevant message to their customers and potential customers. It's an approach that's appropriate for challenging times.

November 7, 2008

Obama Marketing Lessons Analyzed

Today's edition of Retailwire.com features a poll and discussion on the Advertising Age column I wrote about in Wednesday's post. Here is the link to the discussion and poll results. They're very interesting.


November 14, 2008

What Bugs Me About the Banks: Part One

I listened to CFRB1010 Talk Radio as I drove to work yesterday. The hosts of the morning show were fielding calls about over-spending by consumers and Visa's announcement that as of December 1st most of its card holders would face a five percent increase in the interest rate to an even more usurious 24.75%. This news had made the front pages of the newspapers and headlined the morning news shows here in southern Ontario, and I would imagine across the country.

A part of the Toronto Star's article on the issue--"Credit card costs soar for hard-hit consumers" by business reporters Rita Trichur and Ann Perry--related how over-spending had gotten a 25-year-old funeral director into considerable credit card debt. Clearly this young woman was imprudent and fiscally undisciplined--she was living a lifestyle she couldn't afford. Many of the callers to CFRB rightly cited this kind of overspending as contributing to the current economic woes of many people. And, it certainly does. There's no doubt that people buy things they don't need with money they don't have. But while I agree that individuals are ultimately responsible for their spending habits--good or bad--I think it's the banks that have driven average consumers into credit card debt. Unless you're borrowing for a big ticket item like a car or house (or have assets to secure a line of credit) banks are not interested in lending to individuals--particularly young people.


More than 20 years ago, when I was in my 20s, I went to the bank to ask for a $1,000 loan to pay for an unexpected repair to my car. The answer was "No, put it on your credit card." Reading through the comments attached to The Star article I discovered people were still being turned down by the banks for small loans. Here's the thing: Statistics Canada reported in its 2006 census results that the median income of all economic families of two or more people in Canada is $66,343. Considering the cost of living these days, I would bet that a lot of people are living from paycheque to paycheque and they aren't overspending on anything but food, heat, gas--in other words, necessities. If something goes awry in their lives--the water heater has to be replaced, there's a medical problem, one of the kids needs costly dentistry, the transmission in the car goes, etc.--they don't have any money to pay for the repair/treatment, etc. And the bank won't lend them the money to pay for it so they have to put it on a credit card.

Now chances are they aren't going to be able to pay the full amount back in the month and thanks to the interest charges they spiral into debt. And quite frankly, that an average person can't go to their bank and get a small loan at a reasonable interest rate makes me angry. Canadian banks make billions of dollars of profit each year. We'd have a very different economic landscape if they hadn't handed over the "small loan business" to credit card companies. And speaking of credit cards, if you haven't checked out the Retail Council of Canada's campaign against credit card fee increase at www.StopStickingItToUs.com, do it now.

November 24, 2008

Fear Mongering or Responsible Reporting: Is the media helping or hurting your business?

At the CGTA show in August, I spoke to a couple of retailers from Oshawa, Ontario, who said that traffic in their store reflected whatever news was running on the front page of their local paper. Oshawa is home to a General Motor's (GM) plant that is facing the prospect of being shut down. If news about the plant's chances for survival was bad, traffic to their store was down. If the news were more promising (successful union negotiations, etc.), traffic was up. This story and consumer reaction to the fall's economic news has me wondering two things: Where is the line between responsible reporting and fear mongering? And, are people media savvy or media soaked?

One evening last week, I arrived at my mother's home after she had watched CTV News' consumer affairs reporter, Pat Foran, offer advice on buying gift cards. What she took away from the report was that stores were going bankrupt and we shouldn't buy gift cards. I watched the piece myself on the CTV web site (click on "Pat Foran on Useless Gift Cards.) In fact, it is a fairly balanced assessment of the situation. Foran pointed out that big retailers like Linens N' Things and Circuit City had gone bankrupt and that the future of Circuit City's Canadian stores (The Source) was undecided. An expert explained that if a store goes bankrupt, gift card holders will join a long list of creditors. And, a woman related buying a $1,000 gift certificate for lessons at a dance studio that went bankrupt before her daughter had even taken her third lesson. Foran reported that business bankruptcies were up 9 percent. What he didn't mention was what percentage of those businesses were retailers. The piece also didn't point out that there are thousands of stores that will not go bankrupt.

So, where's the line? Does the media have a responsibility to report the good news along with the bad? What would be the psychological effect if the headline on the front page of the newspaper on your doorstep tomorrow morning read something like "87 Percent of Canadian Businesses Report Profitable Year; 13 Percent Seeing Red Ink"? Is reporting good news misleading? Is good news less valid than bad news? Or, is it just that good news doesn't sell newspapers or draw viewers to a website or newscast? Or, is there no good news?

It's a fact that people only absorb a portion of what they see and hear in the media. They also don't read between the lines of much of what is being reported. When the positive news isn't in the headline or the first paragraph, a lot of people miss it. And there's a lot of media out there repeating the same "doom and gloom" message, which is certainly true but not the only thing that's true. That's why I believe that most people are media soaked not media savvy. I also believe that people have to know what's going on and the media does have a responsibility to report what's happening on the economic front. There's no percentage in hiding from reality. I'd just like to see the media leaven its reporting with some equally true good news.

About November 2008

This page contains all entries posted to Editorial Blog in November 2008. They are listed from oldest to newest.

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