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Marketing and Motivating Boomers and Beyond

Posts Tagged ‘Greatest Generation’

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.

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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.

A Box of Insights for Mature Marketing, Courtesy of My Nana

Thursday, April 1st, 2010

Yesterday, we buried my 98-year-old grandmother, Claire Ogg.  This week has truly been a celebration of her life – far more smiles than tears. 

Born in 1912, “Nana” was a member of the cohort we call the Greatest Generation.  She had lived through the Great Depression and it defined many of her attitudes and behaviors.  For years she kept money literally under her mattress.  And in her latter years, her most important documents were kept in a small green cash box.  That little box holds not only memories but insights for those marketing to Baby Boomers and beyond.

* People are driven by their passions.  Nana was an RN who had served as a visiting nurse in Rhode Island for more than 12 years.  The little boxGreenCashBox had several items related to nursing, even though she had retired many decades ago.  Her passion for medicine and wellness was evident until the end.  If you’re marketing to retirees, don’t forget that these people are more than their employment status.  How does your community, your product or service help them stay connected to lifelong passions … or even develop new ones?

Passions are not just a Boomer or senior marketing issue.   As eMarketer noted this week, influencers in the social media sphere – those brand advocates many companies are trying to cultivate for earned media - are “most identifiable not by demographics but by behavior.”

* Life is funny.  Comic strips and funny cards found were among her treasures.  Nana’s quick wit was legend within our family and within the wonderful Jeanne Jugan Residence, a nursing home run by the Little Sisters of the Poor where she spent the last four years of her life.  

Humor was one of the ways she dealt with the physical realities of aging.  She loved to tell of the great-grandchild who, on Easter morning, asked “Was Nana there when Jesus died?”

Life is full of fun, no matter what your age.  Try some humor in your marketing and you’ll be connecting with your targets on a whole new (and effective) level.

HPIM0452* Family first.  The lock box was filled with birth certificates of those who came before and after our Claire.  My grandmother was an only child.  She had two children, 13 grandchildren and 32 great-grandchildren.  (#33 is due in August.)  Family was paramount.  And family influenced her purchases.  Even when she didn’t consult us, she always considered us when making decisions, which is another valuable insight for marketers.

* You can make your own family.  Nana’s dad skipped out on the family a few weeks before she was born.  Nana’s mom moved them into a house with an unrelated grandfather and several aunts.  It made economic sense.  I see echoes of this in Pew’s recent research showing the “return of the multi-generational family household.”  It also made emotional sense; my Nana benefited from a built-in family.

When Claire herself was in her 40s, she and my “Boppa” made the young couple living downstairs a part of their family.  So, in addition to my 10 real cousins, I can count another 9 sort-of-cousins thanks to Nana.  Mixed in with the memories in that little green box were clippings on “cousin” John’s high school track triumphs and “cousin” Jim’s wedding announcement.

My own generation – Gen X – has been distinguished by the way we create our own families.  Many of us were latch-key kids, with childhoods marked by divorce.  Our biological families may be scattered across the country or globe, so we cobble together our own clans.  Just one more insight that helps marketers see beyond a definition of age and focus on what matters to individuals.

* Manners count. That young couple from downstairs had 4 children in 5 years.  We found in Nana’s box a letter thanking her for watching the kids while they took a much-needed vacation.  We smiled as we read this and other notes of gratitude that she had kept and re-read, some for 50 years.  Where are manners in your marketing program?  Do you build in opportunities to show your gratitude, to say “thanks”?

I hope as mature marketers we can take some time to think about targets and what they keep in their own small green box.  Then, give thanks to my Nana for her insights.  I know I always will.

Marketing to Veterans As a Subgroup of Mature Consumers

Tuesday, November 10th, 2009

This Veteran’s Day, there are an estimated 23.2 million men and women who have served in the American Armed Forces.  9.2 million are over the age of 65 (the Silent and Greatest generations and their elders).  As we recognize those who have given years (and lives) in service, marketers can and should consider the veteran population as a distinct subgroup of older consumers.

Here are five facts and marketing insights into the “niche” of elder veterans.

1. Veterans are well-educated and place great value on learning. 

The “Servicemen’s Readjustment Act of 1944” – more popularly known as the GI Bill – was one of the most popular and transforming government programs of the 20th century. GIBillStamp

“A whopping 51 percent of GIs took advantage of this [educational] provision,’’ [authors Glenn C. Altschuler and Stuart M. Blumin write], “[a]ltogether 2.2 million attended college . . . and 5.6 million opted for’’ vocational training. … Despite serious shortages of student housing and faculty, US colleges expanded to meet the increased demand. The veterans, the authors explain, “earned higher grades than their civilian counterparts.’’

Prior to this bill, higher education was not available to the middle class.  After it, the educational system was forever changed and the children of these veterans (the Baby Boomers) pursued schooling in even greater numbers.

2. Senior veterans are adaptable. 

In 1951, when my mother started college, her campus was dotted with Quonset huts – temporary housing for the WWII veterans who were pursuing higher education thanks to the GI Bill.  Many came with families in tow, and sat in classes with students 7 years younger than they. 

Mom says that “for some of these guys, the war was the greatest adventure of their lives.”  They returned and pursued opportunities with zeal.  For most, this attitude has not changed with aging.

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