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Marketing and Motivating Boomers and Beyond

Posts Tagged ‘Boomers’

House Calls for Baby Boomer…Pets?

Wednesday, May 18th, 2011

Lately, I’ve been thinking I’m our Vet’s best customer. I’ve taken our little Ebony there 3 times in 5 weeks and haven’t seen any other “repeats” in the waiting room. At our last visit I noticed something new: “House calls available.” My initial reaction was “whoa, my internist doesn’t make house calls and neither does my daughter’s pediatrician.” After giving it some thought I concluded that this was a BRILLIANT move for any veterinarian or service targeting Boomers (a group which includes me) and other older pet owners. Here’s why:

  1. Do you struggle getting your 80-pound lab into the car when he/she knows where that car is headed? Imagine if you were an 80-year-old like my mother-in-law who always had a big black lab up until her death at 82. None of them were that well-behaved and, thinking about it, I still can’t figure out how she managed to get them to her vet.  As a senior, she would have truly valued a vet who made house calls. And she would have been a big source of referrals.  Heck, I’ve just written an entire blog post about my vet! Talk about great word of mouth marketing.

    Ebony, after a grooming (wish the groomers made house calls!)

  2. Do you work during the day? More of us do:  60% of those between 55 and 64 years old are working full time; 30% of those between the ages of 65 and 69 are working.  That means our work hours are the same as those of most veterinarians making it tricky to schedule an appointment, particularly if it is an emergency (don’t think of the bill-we’ve all been there). House call vet to the rescue!
  3. What happens when your beloved dog or cat is sick, and so are you? Like most pet lovers, you would even be more anxious to get your dog or cat in for medical attention than taking care of yourself. But the thought of sitting in the vet’s waiting room with a bunch of whimpering dogs when you feel as sick as a dog … Again, house call vet to the rescue!
  4. Does a trip to the veterinarian makes your pet so nervous they vibrate the floor or get physically ill?  Your dog or cat would be more relaxed if his or her vet came into their domain.  Baby Boomers are most likely to pay for the privilege of a home visit – anything to avoid feeling like a bad Mom or Dad.  As the American Veterinary Medical Association put it way back in 2000, “it appears the boomer generation and those generations hence are more willing than ever to spend their money on products and services, including veterinary care.”

So, this really is a brilliant business move by my vet, the Herndon (VA) Animal Medical Center. I’m impressed that she recognized the potential of the older market.  And that she understood there were too-busy Boomers and other mature consumers who may have difficulty bringing their pets in. Who doesn’t love the convenience of house calls?

Related posts: 

* Come! (Good Baby Boomer) - Lessons from a dog for Baby Boomer Marketing

* Marketing to Boomers, Seniors … and SWELs? - Functional foods are being developed for aging boomers, seniors and pets

A Gen Xer, Boomer, Silent and WWII GI Walk onto a Golf Course

Thursday, July 29th, 2010

No, it’s not a joke.  It was on the second green when I realized that our group represented four generations.   What had caught my eye was watching an 89 year old member of the Greatest Generation bending down to fix the ball mark that the Boomer’s ball had made.  The Boomer had walked past it, either oblivious to it, or perhaps thinking he would fix it at some point in the future.  The GI took care of it and a few others while he was at it.  The Boomer didn’t notice or express appreciation.  This happened many more times during the day.  At the end of the day, the course was in better condition because a member of the Greatest Generation had played there.

Creating Results studies different generations and segments  to help companies connect with mature consumers, but we don’t often get to play with them.  As the round continued, I noticed more behaviors that demonstrated typical generational characteristics, but I also saw that we were individuals rather than stereotypes.  The Boomer easily regaled us with stories about his successful children and the state of his business and the impact of the recession.   He shared a story about when he had come to play with the Silent and GI ten years ago.  He had put his bag on a golf cart and planned to ride around the course.  The Silent showed up and pulled his bag on a hand cart.  The GI, then 79 years old, carried his bag and walked all 18 holes.

The Silent was, for the most part, silent.  He asked questions, helped the others find their balls, and offered suggestions on playing the course.  A course he had helped to design surrounded by conservation areas he had saved from development, but one would never have known that from his actions.  The Silent had organized and funded the entire outing with the only objective being to have a good time with some people he respected and whose company he enjoyed.

The GI was frustrated with the quality of his game and complained at one point, “I need to practice more.”  I asked how often he played and he said, “most everyday, but I need to practice more”.  Despite his “under performance”, he cleaned our clocks.

dday

For the Greater Good

The GI volunteered little information.  But when asked direct questions about his experiences as a member of the 82nd Airborne in Normandy, the Battle of the Bulge, his life after the war, and his children arranging for him to return to Normandy for the 65th anniversary commemoration, he somewhat reluctantly shared stories that have stuck with me.  Listening to him was humbling.  I had no doubt in my mind that I had the honor to be in the presence of a member of the Greatest Generation.

After the war, the GI lived many lives, but through all of them was a theme of public service.  He devoted much time to volunteering on town councils, creating affordable housing and assisting a multitude of charitable organizations.  For longer than I have lived, he has organized his town’s 4th of July celebrations.  That meant for years I had seen, and yet not seen, him march with the Veterans.  I was inspired and yet disappointed when I reflected on my comparatively meager contributions to society.

My golf that day was horrible, but it was the best round I’ve ever had.

Boomers Will and Do Switch Brands – Gaining Brand New Customers

Friday, August 14th, 2009

ConsumerDecisionJourney_McKinseyOver the years, we have heard that Baby Boomers and other mature consumers are so brand loyal that they aren’t worth marketing to.  This simply isn’t true.   We also know that traditional marketing is becoming less effective, regardless of age.

New research from McKinsey & Company shows that traditional marketing only impacts 1/3 of consumers’ purchase decisions.  So what drives the rest?

Well, McKinsey found that almost half of people’s awareness comes from either people’s own experience or through consumer-driven marketing, such as word-of-mouth, online research, and offline / print reviews.   For the initial consideration, prior experience accounted for 28% of the touch points.  What was interesting, though, is that as people moved closer to making a decision, the importance of the prior experience dropped to only 5%, and traditional company-driven marketing fell to only 22%.

The consumer-driven marketing grew to 30% and the importance of the store/agent/dealer interactions also grew significantly to 43%.  This is important because it demonstrates that the personal brand experience only influences between 5 to 28% of a purchase decision.  As McKinsey notes:  it’s good for creating awareness, but consumers aren’t tied to a brand when it comes time to make a decision.

What really drives purchase decisions is what other people are saying about your product and service and how clearly your prospects can see and feel the benefits. This is an opportunity for companies marketing to Boomers, Silent Generation or any other generation/cohort. You can capture new market share from competitors who aren’t delivering an exceptional experience for their customer.

McKinsey’s research supports Creating Results’ own findings that the mature marketplace is not “stuck” to specific brands.  A consumer’s personal experience is only part of the equation.  Traditional marketing and consumer-driven marketing can help you create awareness and gain new customers.  Are your beliefs limiting your growth?


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