Archive for the ‘Automotive Marketing’ Category

Why You Should Understand Foursquare

If you don’t understand what Foursquare is, you’re just like 98% of all Americans. Feel better now? But you probably should know what it is and a bit about how it works, so you can understand its implications for the quickly emerging power of what we call geo-location and geo-targeting services.

Most people know what OnStar is. Or even Lo-Jack. They’re computer and satellite driven resources that know how to find your car in case of trouble. Take that concept and put it on your mobile phone. Then look at your phone as having the capability of being OnStar or Lo-Jack headquarters, where you can see where everyone in your network is. Real time.

But say you have a lot of friends. And you only want to know where those geographically closest to you are. Just use your phone to “check-in”, sharing where you are (i.e. Kung Pao China Buffet). The technology Foursquare offers lets your friends see that you’re there. You can also see which of your friends are there, or at another place close by. Like maybe within four square blocks of where you are. Get it?

Then get the restaurants, movie theaters and retail stores involved and allow them the opportunity to entice you in. They’ll offer free food, special coupons, and even ego-centric virtual power trips like making you the “Mayor of Kung Pao China Buffet” with extra little perks. All because you frequent that establishment more often (or just first). There’s more to it, but this is enough to give you what you should probably understand.

So, who cares you ask? For now, only about 2% of America. But think about the implications of this technology being at everyone’s fingertips. Very Big Brotherish, but also very convenient. Now, think about what will happen when Facebook takes it and runs with it, which they intend to do very, very soon.

Stand by. It’s only just begun.

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A New Way of Thinking About Marketing and Advertising Expenditures

Although it’s hard to say Southern California has a rainy season, what little rain we did have earlier this year included a couple of pretty good downpours. In the midst of one of them, I stopped by Kragen Auto Parts store to buy new windshield wiper inserts for my car. What I saw was an amazing example of customer service. As I pulled into their parking lot, I saw a half dozen or so Kragen employees helping customers replace their wiper blade inserts. Now, a set of wiper blade inserts usually costs under $10.00. It’s not a huge profit center for a store like Kragen. But the good will that was being made in that parking lot was priceless.

Good Will vs. Media DollarsGood Will vs. Media Dollars. Hmmmm…. So, I thought to myself, how can a business like Kragen take this concept and make it a home run online brand marketing success?

What if they had some local customers following them on Twitter and, when it started raining, they sent out a message offering FREE wiper blade inserts to the first 100 visitors. Do you think they’d have a huge line at the door? Marketing history says they would.

But wait, how can a store give out 100 sets of wiper blade inserts and justify the expense? At $10 a set that could add up to $1,000 in product! Yup. It sure could. But how much did it cost in media expenditures to get 100 people in the door? How much would it cost if they tried doing this on TV, or some other form of traditional media? And how could the message be distributed in such a timely manner, and thanks to Twitter, shared so quickly with friends, coworkers, family and other miscellaneous Twitter followers who get the offer re-tweeted to them? How much good will could be created by helping customers out, free of charge, at a time when they needed something pertinent to their immediate safety?

What’s the biggest challenge with this type of new marketing concept? Changing marketers ways of thinking. Getting out of the old mindset that you spend money on the media, and the creative, not on good will. That’s old thinking. And it’s really, really expensive thinking. Why not take just a tiny piece of all that money to be saved from expensive traditional media buys and instead use it to be helpful. Yes, even use it to give something away. With today’s consumer, being helpful can pay off ten-fold. Seeing those Kragen guys standing out in the pouring rain smiling and helping customers was enough to earn my loyalty.

By the way, did I happen to mention that almost every customer in the parking lot that day was holding a Kragen bag with other things they had purchased?

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5 Responses to “A New Way of Thinking About Marketing and Advertising Expenditures”

  1. OP: I might be daff (lord knows I have been told lol) but you made absolutely no sense…

  2. In your opinion is retail still affected by recession? December sale looked good, however it seems there is cautious optimism with many retail companies in the throes of recession. Wal-Mart has just fired close to 14,000 employees! What is your opinion?

  3. thanks !! very helpful post!

  4. Wonderful piece of writing! This will guide a lot of people find out more about this subject. Are you keen to include things like video clips coupled with these? It would surely help out. Your explanation was spot on and because of you; I will not have to explain everything to my buddies. I can simply point them in this article!

  5. Cheril says:

    I think it is still affected due to people’s cautiousness, and I doubt it will return to the excessive spending of the previous years for a long time. But that’s ok. We can’t survive in America just by consumerism. These tough times will force bigger changes, hopefully for the better, on our economy. Maybe we can actually become an export country again!

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Is Making Fun of Your Industry Smart Advertising?

There’s a relatively new retail automotive TV campaign making it’s viral way around the country. It’s a puppet badger acting as a sleezy car salesman. Granted, most of the spots are very funny. But why? Watch the clip below and then ask yourself why it makes you chuckle. Possibly because you’ve experienced it? Is that smart marketing?

I’ve never understood this strategy. According to sales reports, neither have most consumers. I think this is just one great example of incomplete thinking in the marketing process. Could a funny industry-degrading ad get attention? You bet. Could it win creative awards? Of course (that’s just a question of money). But does it really change the opinion of the consumer when the “alternative” solution is presented? RARELY.

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Consumer Behavior in a Post-Crisis Economy

It’s only Tuesday and it’s already been an interesting week. Depending on what news you listen to or read, the economy might be in store for a “good-but-not-great-and-certainly-cash-not-credit” holiday shopping season. With Black Friday just around the corner, this TED talk by John Gerzema of Young and Rubicam seemed like a timely 16-minute video to show my staff today. So I thought I’d pass it along here. John has a great background in consumer behavior and advertising, along with being co-author of a terrific new book, The Brand Bubble.


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You Must Have Humility to Stand Out

superwomanLook at this picture. What does it say to you? To me, it says there’s a woman out there with enough confidence to laugh at herself. That’s humility, and I admire the heck out of her.

I’ve met many people lately who are unwilling to submit to their lack of social media knowledge. They have the “I don’t understand Twitter therefore it is a joke” mentality. How sad. They will be last in the unemployment line in a few years.

Oh, I’m no poster child for humility. I didn’t really get Twitter until about 9 months ago. I thought it was stupid. Now I’m busy playing catch-up. So I speak as an equally flawed human being, which is why I can attest to the fact that businesses must embrace the power of social media whether they really understand it or not.

My message of hope to you is that you are not alone – MOST PEOPLE DO NOT YET UNDERSTAND SOCIAL MEDIA. But you can no longer ignore its marketing power.

These days, with technology changing so quickly, most of us need to trust and rely on others who know more than we do about these new business tools. The sooner we find them, trust them, and let them help us, the sooner we’ll gladly have our picture taken in a Wonder Woman costume. I look forward to it.

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Even Automotive Dinosaurs Can Evolve
Photo by Jordan Small

Photo by Jordan Small

I had the most fascinating meeting yesterday. It was with four men in the auto industry. One of them, an existing client, is more savvy than the other three. The other three were what I would have considered typical dinosaurs in the business. I know this because I had met with the same three men a year earlier. At the time I shared our agency’s belief that traditional advertising was becoming more and more ineffective, and that the poor quality of creative messages being delivered by most of the auto industry were only making things worse.

I made suggestions to move them toward more trust-based communications with car buyers, and noted that putting a little respect back into the selling process wouldn’t be a bad idea either. But my message fell on deaf ears. It was obvious to them that I didn’t know what I was talking about. They said this economic crisis was just causing a temporary hiccup in the automotive world. Things would get better, as they always did.

That was a year ago.

Fast forward 12 months, one humongous recession, a national Cash for Clunkers campaign, and a few million less car sales. I was invited back to “re-address” the situation. This time they listened, better yet, embraced what they heard. With God as my witness, I said the exact same things I had before. The only difference was a little more focus on TRUST. I referred to Chris Brogan and Julien Smith‘s book, Trust Agents, and walked them through how changes in media, marketing and creative will only succeed in today’s world if they have this foundation of truth, transparency and trust. They ate it up.

What’s the takeaway here? Some dinosaurs can evolve without becoming extinct. Make TRUST the goal of every marketing program and you might speed up the evolution process.

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