I was at a weekend course in digital marketing recently and the group were talking about various digital marketing communication tools.
When the subject of email marketing came up I looked at my course notes and it stated: 'one of the cheapest and easy to measure methods of communication'. However, the feeling in the room amongst marketers was somewhat different. Comments included:
Most young people avoid email and converse via social networks
Spam, spam, spam, spam... (and it even has a major carbon footprint according to MCafee.)
I spend too much of my time going through emails that are not relevant to my job.
The comments got me thinking about statistics I had heard from www.printpoweruk.co.uk (obviously with a point to make) that 83% of 18-24 year old surveyed believed that reading from paper is nicer than reading off a screen.
My mind also went back to a Management Diploma course I did when we reviewed different methods of communication in an office. I heard the horror stories of email rants and reactions that are possible due to the ease of access to email and the dreaded send button (and the remoteness of the recipient).
So are we experiencing the start of the decline of email as a communication tool for marketing? Possibly.
Its popularity is based on its ease of access and affordability - but its assets are also its greatest weaknesses resulting in many ill-thought out, poorly planned and ineffective communications that cause as much annoyance (and damage) as interest.
Its recent rise in popularity has meant hard times for those involved in traditional publishing and print based industries.
Yet there are interesting things happening in the world of printed communications.
QR codes are very effective at taking offline communications online and now are seen extensively on magazine advert, billboards and the like. The use of PURLs via cross media marketing do a very similar job and enable marketers to message across a number of different channels including print, email and social media. New digital technologies are reducing the cost of printed products and enhancing their effect by utilising improved visual effects, textile appeal and smell!! And the case for print as the environmentally sound messaging medium (www.twosides,.info) is being made after years of being the whipping boy for most environmental groups.
Yet the key answer sought by the modern day marketing communications professional is ROI.The channel choice is insignificant compared to the results that a campaign delivers.And an increasing number of campaigns now use more than one channel. Print has numerous USP's and can deliver these to the communications mix working alongside other traditional and new media.
After a torrid few years it could be that the printed medium may have found its feet.
Tuesday, 15 May 2012
Pricing in an economic recession
For organisations of all sizes, an economic recession usually results is a call for reduced prices by the customer/consumer. Reduced pricing leads to lower margins , lower profits and less investment. The end of this cycle can be the decline of the organisation and, possibly, its ultimate demise.
But not all organisations seem to suffer the same. Indeed some seem to prosper. Why is this so?
Well, the reasons are many, but maintaining a viable pricing strategy is one key component of successful organisations.
Simply put, you can base pricing on 'cost', 'competitors' or use a 'marketing based pricing' approach.
The former two are self explanatory. But it is the marketing based approach that is most likely to deliver your organisation the margins that will allow you survive and even prosper in tough economic times.
A marketing based pricing strategy can be summarised by this quote from Ries and Trout.
But not all organisations seem to suffer the same. Indeed some seem to prosper. Why is this so?
Well, the reasons are many, but maintaining a viable pricing strategy is one key component of successful organisations.
Simply put, you can base pricing on 'cost', 'competitors' or use a 'marketing based pricing' approach.
The former two are self explanatory. But it is the marketing based approach that is most likely to deliver your organisation the margins that will allow you survive and even prosper in tough economic times.
A marketing based pricing strategy can be summarised by this quote from Ries and Trout.
‘All that exists in the world of marketing
are perceptions in the mind of the customer or prospect. The perception is the
reality. Everything else is an illusion.’
Ries and Trout – The 22 Immutable Laws of
Marketing
The two largest expenditures most individuals make in their lives are on houses and on cars. Yet are these rational choices or emotive choices? Watch any of the many relocation programmes on the TV and you will see it is definitely the latter. Maslow's respected work on the 'Hierarchy of Needs' reinforces this.
Here are four things that any organisation can do to encourage emotive behavior in their customer and use this to maintain commercially viable pricing:
- Understand your customers wants and needs.
- Deliver a positive personal experience with the product/service.
- Communicate recommendations from respected others.
- Instigate and encourage positive press and peer review from independent source.
Wednesday, 12 January 2011
2011 – Finding those elusive business opportunities in 2011 through Marketing.
2011, according to many financial pundits, still holds a lot of uncertainty for the business and financial world. The UK economy is certainly not out of the woods yet, despite some encouraging recent statistics from www.riskdisk.com about 2010, including:
- CCJs were down 26%;
- Administration orders were down 34%;
- Winding-up petitions were down 21%;
- Liquidations were down 9%;
- Receiverships were down 35%;
- Dissolutions were down 33%.
Most SME’s may feel distinctly uneasy about the poor trading conditions, significant cuts to public sector spending and difficulties in accessing the necessary finance to trade effectively. Many commentators have spoken of the ‘structural’ nature of this recession, compared to previous cyclical recessions. This means that the business environment will be a significantly different place in three to five years.
Yet, where there is significant change, there are always opportunities.
Organisations identifying and capitalising on these opportunities will create wealth and enjoy success.
From a marketing perspective, FIVE FACTORS will strongly influence an organisations future success:
- AN EFFECTIVE MARKETING FUNCTION IS KEY: Marketing can be defined as ‘Identifying and satisfying customer needs profitably’. This has never been so crucial for organisations and businesses as it is today. The companies that have a strong, effective marketing function, in this context, are likely to be the winners coming out of the recession.
- KNOW WHERE YOU ARE GOING: An organisation requires a clear marketing strategy with ROI measured and achieved. If you don’t know where you are going, it is highly unlikely you will go anywhere.
- MEASURE AND INTERPRET: the latest digital marketing communication tools have the ability to measure response, especially when compared to traditional marketing techniques. However, remember, there are ’lies, damned lies and statistics’. There are significantly more young people going to University and attaining degrees today than there were twenty five years ago. But it does not mean that as a society, we are collectively more intelligent? Getting feedback from campaigns is important. Interpreting this data correctly and responding effectively is critical.
- COMMUNICATE EFFECTIVELY: Choose your communications tools because of their effectiveness, not necessarily because they are the latest technology. Tried and tested can often prove more useful than ‘new with huge potential’ – especially when budgets are tight.
- ADD VALUE: Learn what your customers value the most and supply it to them. This will differentiate yourself from your competitors, improve margins and provide you with your USP.
Friday, 4 September 2009
'Choice Editing' - the role of the retailer in sustainable development
'Choice editing' is the phrase used by the Sustainable Development Commission (http://www.sd-commission.org.uk/pages/you-are-what-you-sell.html) to describe how retailers restrict choice to consumers by only supplying environmentally sound goods. An example of this is with fridges, since it is argued that it is very difficult to buy a fridge that is not got a very high energy label because retailers won't stock them.
If you are shopping around the high street, or the Internet, you often come across retailers selling goods in a 'green' section of the store. In this sense the retailer is trying to offer attractive goods to those that buy on ethical lines without compromising their other goods they offer. This is an example of a retailer using the the potential of increased sales to label goods rather than taking an ethical or responsible attitude to what they stock and how they trade generally. I would consider them to be implementing a green marketing strategy rather than becoming a green business.
Of course it is not always easy to identify green retailers or green products. There are a large range of labels and standards which imply ethical, environmental or social standards are being met but it can be confusing to the consumer. The Sustainable Development Commission say that consumers should choose products that they think will ease poverty, reduce climate change and promote a one planet economy.
I think there is a stronger argument for not limiting oneself to the product but at looking at the policies of the organisation selling it. Are you convinced that the organisation is committed to sustainable practices? Does the organisation demonstrate knowledge of the issues that it needs to address? Does the organisation communicate to its customers accurately and effectively to help them make choices?
Green labels are fine. However, they can also be a smokescreen to promote a green image without necessarily understanding or acting on key sustainable issues within their business (energy, transport etc). A really green business will use its position in the market to influence suppliers and ensure that suppliers supplying goods of a dubious nature (child labour, climate damage and exploitation) are not traded with. There is a strong business argument for this and examples of successful companies who adopt these practices (Body Shop and animal testing). Organisations have a lot to gain commercially by being seen as sustainable and responsible.
At Greenhouse, we have adopted 'choice editing ' practices to support our 'sustainable printing' goals by ONLY supplying paper which is either recycled or has FSC certification. We also have ONLY used vegetable oil based inks as standard. ALL of our internally printed products are produced using our ecoprint-system4 process (www.ecoprint-system4.co.uk). We do not offer choice in these matters. There is no 'sustainable' option. And consequently we have customers that feel confident in the fact that when they are dealing with us, they will be getting an ethical and sustainable product, whatever they order.
If you are shopping around the high street, or the Internet, you often come across retailers selling goods in a 'green' section of the store. In this sense the retailer is trying to offer attractive goods to those that buy on ethical lines without compromising their other goods they offer. This is an example of a retailer using the the potential of increased sales to label goods rather than taking an ethical or responsible attitude to what they stock and how they trade generally. I would consider them to be implementing a green marketing strategy rather than becoming a green business.
Of course it is not always easy to identify green retailers or green products. There are a large range of labels and standards which imply ethical, environmental or social standards are being met but it can be confusing to the consumer. The Sustainable Development Commission say that consumers should choose products that they think will ease poverty, reduce climate change and promote a one planet economy.
I think there is a stronger argument for not limiting oneself to the product but at looking at the policies of the organisation selling it. Are you convinced that the organisation is committed to sustainable practices? Does the organisation demonstrate knowledge of the issues that it needs to address? Does the organisation communicate to its customers accurately and effectively to help them make choices?
Green labels are fine. However, they can also be a smokescreen to promote a green image without necessarily understanding or acting on key sustainable issues within their business (energy, transport etc). A really green business will use its position in the market to influence suppliers and ensure that suppliers supplying goods of a dubious nature (child labour, climate damage and exploitation) are not traded with. There is a strong business argument for this and examples of successful companies who adopt these practices (Body Shop and animal testing). Organisations have a lot to gain commercially by being seen as sustainable and responsible.
At Greenhouse, we have adopted 'choice editing ' practices to support our 'sustainable printing' goals by ONLY supplying paper which is either recycled or has FSC certification. We also have ONLY used vegetable oil based inks as standard. ALL of our internally printed products are produced using our ecoprint-system4 process (www.ecoprint-system4.co.uk). We do not offer choice in these matters. There is no 'sustainable' option. And consequently we have customers that feel confident in the fact that when they are dealing with us, they will be getting an ethical and sustainable product, whatever they order.
Monday, 6 July 2009
Carbon Offseting - the Marmite of the Green thinking world
Carbon Offsetting - as a environmentally conscious business, you will either love it or hate it. To borrow a question posed in a recent editorial feature in PrintWeek Magazine, is it cheque book environmentalism, or a legitimate means to achieving carbon reduction targets?
To cut to the core of it, Carbon Offsetting won't solve our climate problems.
To do this we need to significantly reduce the amount we consume as a society and to produce what we consume using as few resources as possible produced in as efficient manner as possible. And we need to control our population.
Can a market driven by materialism and money achieve this on its own? I very much doubt it. What is imperative will be strong leadership by our political institutions who see an opportunity for our society to lead the world in green thinking, living and technology. The concept of 'the polluters pays (not profits)' needs to be quickly enshrined in our legal and taxation systems. This is to some extent happening in the motor industry with the active encouragement of electric vehicles. On the contrary, the pathetic support for the solar renewables sector gives us an example of how established economic power bases, such as the motor industry, are still pulling the financial strings and steering the economic ship.
Yet, our society has grown rich on the exploitation of human and physical resources. This is deeply ingrained in our culture. The human race has proven itself to have very limited ability to deal with long term problems - usually we put our head in the sands, point the finger of blame at someone or something else or end up in denial (despite overwhelming scientific evidence to the contrary). We are all guilty of taking actions which deal with our immediate issues rather than putting our actions into a longer term context.
So what does Carbon offsetting bring to the table if not the answer to our problems? Well, it may help bring the message of resource depletion and exploitation to those who would normally only 'poo poo' the concept. And, of course, once you buy into Carbon Offsetting (literally) you are accepting the existence of the problem and the need for something to be done. If it can convert the hardened market driven minds in this way, it may help our society to collectively use our significant powers to make a real difference to the human races most pressing problem.
Carbon Offsetting won't provide us with the answer to our manmade problems, but it does have a role to play in winning the battle of the minds.
Thursday, 26 February 2009
The commercial benefits of sustainable print procurement
'Green' products are sold as an ethical choice and, because they have added value, often attract a price premium. Businesses create the idea that a 'green' product offers more than the standard version of this product. Therefore there must be a charge for this additional offering. In many cases there is no additional cost base to justify this pricing. It is based on what consumers will expect to pay.
The psychology of the consumer has been trained to expect this. Organic foods are sold on this basis. So when you are buying ethically you are often put into the predicament of having to pay more to satisfy your conscience.
In terms of print procurement this mindset is problematic. It is problematic because printing sustainably reduces your cost base and allows you products to be more price competitive. However, as most marketers will tell you, what individuals percieve to be true is the truth. When you advertise a greener printing choice you have to beware of the perception that this will create in the minds of print buyers as to what the implication is for your prices.
It is a battle we at Greenhouse Graphics fight on a daily basis. And it is a battle with an unknown, but potential client. We are trying educate our potential customers about the real commercial benefits of sustainable print procurement. Better pricing results from less waste produced, reduced waste disposal costs, reduced insurance risk (and therefore premiums), improved production efficiency, less resource usgae, reduced energy costs and improved staff morale and motivation.
In 2007 we launched our campaign 'make a choice, not a compromise' to project the commercial benefits of sustainable print procurement. It aimed to make people think about sustainable print procurement based on sound commercial decisions rather than purely ethical choices.
To a large extent our campaigns work and our business continues to grow with an ever expanding client base. Its great when you realise that buying sustainably will put money back in your pocket!!
The psychology of the consumer has been trained to expect this. Organic foods are sold on this basis. So when you are buying ethically you are often put into the predicament of having to pay more to satisfy your conscience.
In terms of print procurement this mindset is problematic. It is problematic because printing sustainably reduces your cost base and allows you products to be more price competitive. However, as most marketers will tell you, what individuals percieve to be true is the truth. When you advertise a greener printing choice you have to beware of the perception that this will create in the minds of print buyers as to what the implication is for your prices.
It is a battle we at Greenhouse Graphics fight on a daily basis. And it is a battle with an unknown, but potential client. We are trying educate our potential customers about the real commercial benefits of sustainable print procurement. Better pricing results from less waste produced, reduced waste disposal costs, reduced insurance risk (and therefore premiums), improved production efficiency, less resource usgae, reduced energy costs and improved staff morale and motivation.
In 2007 we launched our campaign 'make a choice, not a compromise' to project the commercial benefits of sustainable print procurement. It aimed to make people think about sustainable print procurement based on sound commercial decisions rather than purely ethical choices.
To a large extent our campaigns work and our business continues to grow with an ever expanding client base. Its great when you realise that buying sustainably will put money back in your pocket!!
Five things to ask your printer when buying sustainably.
Marketing departments the world over have cottoned on to the fact that 'green' sells. Just as a company always supplies 'quality' goods and services, companies the world over are now all 'green'.
So how do you know the company you are buying printing services from provides these in a 'sustainable' manner?
Q: Does the company have a green ethos or does is simply make generic and bland statements?
A: Many companies make meaningless and unconvincing statements to project a green image. Therefore ask to speak to the Directors of the company and feel convinced that they understand and are driven by sustainable goals. If they are reluctant to speak to you or try to pass you over to someone else within the organisation then tread carefully.
The web site www.ppe.net.uk has a number of examples of claims made by organisations that are marketing exercises with little validity. Make sure the sustainable goals of the company are generated and monitored by the owners of the business - not the marketing department!
Similary companies that have a 'green' range of products in additional to non green products can hardly have sustainability at their core.
Q: Does the company only refer to paper when making environmental claims?
A: The production of paper has significant environmental impacts and therefore the choice of paper used in a printed job is very important. However, printing companies that offer to print on recycled paper or FSC paper as a claim to being sustainable probably don't understand the issues of waste, VOC's, process efficiency and energy which are key internal indicators of a sustainable printing company. Simply printing on FSC or recycled paper means they have to do very little (or nothing) about the real issues. They will probably want to charge you more also!!
Q: Does the company have any environmental awards or accreditations?
A: Sustainability in business is a big issue. British business accounts for the same amount of carbon emmisions as does transport. In the last few years there have been numerous awards set up that reward businesses that make genuine commitments to a sustainable agenda. Has the printing company you use been recognised by sustainable business awards. If not, why not?
Accreditations such as ISO14001 are also good indicators of environmental status. However, with these accreditations it is important to note that they do not suggest an environmental standard. Rather, they suggest that the organisation is involved in a process of improvement. It is quite possible for a poor performing company to achieve ISO14001 accreditation as long as it presents some indication (no matter how little) of improvement. A criticism of the ISO accreditation system is that environmental status can be 'bought' rather than earned and many companies go through the process in order to qualify for tenders with little commitment to sustainability.
So how do you know the company you are buying printing services from provides these in a 'sustainable' manner?
Q: Does the company have a green ethos or does is simply make generic and bland statements?
A: Many companies make meaningless and unconvincing statements to project a green image. Therefore ask to speak to the Directors of the company and feel convinced that they understand and are driven by sustainable goals. If they are reluctant to speak to you or try to pass you over to someone else within the organisation then tread carefully.
The web site www.ppe.net.uk has a number of examples of claims made by organisations that are marketing exercises with little validity. Make sure the sustainable goals of the company are generated and monitored by the owners of the business - not the marketing department!
Similary companies that have a 'green' range of products in additional to non green products can hardly have sustainability at their core.
Q: Does the company only refer to paper when making environmental claims?
A: The production of paper has significant environmental impacts and therefore the choice of paper used in a printed job is very important. However, printing companies that offer to print on recycled paper or FSC paper as a claim to being sustainable probably don't understand the issues of waste, VOC's, process efficiency and energy which are key internal indicators of a sustainable printing company. Simply printing on FSC or recycled paper means they have to do very little (or nothing) about the real issues. They will probably want to charge you more also!!
Q: Does the company have any environmental awards or accreditations?
A: Sustainability in business is a big issue. British business accounts for the same amount of carbon emmisions as does transport. In the last few years there have been numerous awards set up that reward businesses that make genuine commitments to a sustainable agenda. Has the printing company you use been recognised by sustainable business awards. If not, why not?
Accreditations such as ISO14001 are also good indicators of environmental status. However, with these accreditations it is important to note that they do not suggest an environmental standard. Rather, they suggest that the organisation is involved in a process of improvement. It is quite possible for a poor performing company to achieve ISO14001 accreditation as long as it presents some indication (no matter how little) of improvement. A criticism of the ISO accreditation system is that environmental status can be 'bought' rather than earned and many companies go through the process in order to qualify for tenders with little commitment to sustainability.
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