Marketing strategies universally need to incorporate mechanisms to attract, upsell, and retain customers. Some companies focus more on one aspect than another but they’re all there somewhere. Loyalty programs are one of the mechanisms used to help with both upselling and retention and this Marketing Dive article takes a close look at some of the changes taking place with retail loyalty programs. Interestingly the article talks about conflicting strategies. Some stores are moving more toward inclusivity and trying to let as many customers join as possible. Others go the opposite direction. Amazon increased the price of Prime membership, Wayfair implemented a $29.99/year fee for their loyalty program, and Lululemon is testing a program that would cost $128/year. The article also talks about how services can impact loyalty as well. For instance, offering same-day delivery increases loyalty for 61% of shoppers. A significant benefit of loyalty programs is detailed information about the customer and their browsing/shopping history. Stores are using that information to try to foster a stronger emotional connection and thereby increase loyalty even further. The article is full of content that could be used for a great in-depth discussion with students debating the merits and drawbacks of different strategies.
Facebook has suffered a number of self-inflicted wounds over the past year. So much so that my students joke that they must have a calendar full of bad decisions and we’re just waiting to see which one they decide to roll out each month. Impressively, Facebook recently announced that as of the end of February, users will be able to see how their information is used for ad targeting. They are referring to the update as Custom Audience Transparency. Once launched, users will be able to click on the top right corner of a Facebook ad and see which business uploaded that user’s information and highlight audience sharing that might have taken place. This article from Wired covers the new update in detail. According to Facebook, this update should help improve transparency for themselves and their advertisers.
What do your students think? In my experience, students are relatively unconcerned about privacy and marketing students understand it is being used to help target ads that might be more relevant to their audience. However, targeting was also used to help influence voters in advance of multiple US elections. Is that still okay? What about business implications? How will Facebook’s financials be affected by the change?
In a move to make their brand appear more authentic, American Eagle’s spring campaign will feature photos and videos from customers in their own environments rather than professional studio locations. The 10 “cast members” selected were discovered through their social media posts. You can read more about this campaign and the #AExME cast from American Eagle’s press release. This is the next step in their #AExME campaign that started in Fall 2018 with actual customers and a store associate in musical and creative environments. Gen Z expects their brands to be more socially conscious, depict more images of diversity, and support their own identities and personal values according to this Marketing Dive article.
This Guardian article, “‘Urinoir’ furore: Paris residents peeved at eco-friendly urinals” is a few months old but I thought it was still worth posting because it touches on several topics that we don’t come across every day. The gist of the article is that Paris has been struggling with a public urination problem and their solution has been met with a fair amount of controversy. The city of Paris has decided to introduce open-air public urinals in areas where they’ve had the most trouble. The hope is that this will incent men to use the urinal instead of the street when they need to relieve themselves. However, there has been a great deal of public backlash to the idea. Residents object to the urinals being placed close to historic buildings and some have even claimed they are discriminatory since they are only designed for men.
I thought this was interesting for a few reasons. First, it deals with a public relations issue from a public policy decision rather than a corporate entity. Students don’t often think about cities and states having to do marketing just as corporations do. Second, it brings up the issue of controversy and having to manage a controversial product roll-out. Finally, it’s an interesting solution to a problem but probably not the only possible solution. If you’re covering the product development process, this can be a great topic for discussion.
Cadbury has announced a campaign promoting the release of their white chocolate cream egg. The campaign encourages fans to search for hidden Cadbury eggs in other brands’ TV, print, and outdoor ads. Fans who find those eggs are supposed to take a photo of the egg and upload it to the campaign website. The website will then unwrap the egg and reveal whether the user is a winner or not. Winners can receive prizes ranging from a free white chocolate cream egg up to 10,000 British pounds (the campaign is running in Britain). Looks like a good way to bolster earned media, cross-promote other brands, and generate awareness and excitement for the new product. Visit Cadbury’s campaign site to learn more.