Innovate or miss your “Target”

Innovate or miss the mark. Change is not only good, but necessary.

Target is the perfect example of failure to innovate. I am certain that the Target Corporation had the best of intentions bringing its promise of quality retail at low prices to Canada – only two short years ago.

The popular US retail giant had successfully positioned itself in the US as an upper-end discount store, and all indications were that Canadian’s were ready for it.

Why did Target fail to hit their target in Canada? Lack of innovation.

The Target brand launch in Canada was big and splashy. Colourful (note the Canadian spelling) Ads, with messaging that showed Target understood Canadians.  The creative and messaging almost invited the country to welcome the big kid from next door. I dare say that the Ads were even “Tim-Horton-esque

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The ads and fanfare brought excitement and a promise that the Target cache, products, and pricing model could be replicated for Canadian’s, who loved to shop at Target when across the border.

When Canadian discount retailer “Zeller’s”, succumbed to the competition in 2011, Target swooped in to save the day. Surely it was just that Zeller’s, the Canadian retail staple founded in 1931, and acquired by the Hudson’s Bay Company in 1978, failed to keep up with new superstore discount retailers like Wallmart. The Zeller’s stores that failed provided much of the initial space for the first Target stores to open in Canada.

Obviously Target had all the right stuff to make it right?

 

Innovate.Def

Wrong. Target failed to innovate.

 

Whether it was that Target did not understand retail in Canada, how to work in Canadian communities, or the government policies that may have impacted how they delivered on their brand promises, Target failed to meet the requirements to thrive in Canada. They rested on the success they had in the US, and did not recognize the need for change.

Target was not the first, and it won’t be the last brand that has failed to innovate while pushing forward into a new market, sustaining profitability, or attempting growth.  Even brands that have a unique offering, and strong brand have failed due to lack of focus on systems and process that may have worked at one time.

Think Blockbuster.

 

Had Blockbuster Video innovated by providing something like the new “Red Box” that now sits at the front of supermarkets – perhaps Blockbuster’s fate may have been different?

Or consider Netflix. Netflix launched in Canada in September of 2010 This is a brand that saw the opportunity in streaming video that came with increased access to high speed WIFI and mobile devices that could handle streaming media.  Netflix took the lead in delivering streaming content, and then showed innovation in producing the content as part of their offering.

 

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Netflix took a queue from HBO and Showtime – traditional content producers, and added what worked for them into their mix. They changed what they offered their customers, and provided more value.  More importantly, they innovated at a time where the competition could have left Netflix lost in cyberspace.

The Netflix model is now being replicated by others including Amazon with “Amazon Studios” and Yahoo!. Both are producing their own content, and adapting tactics that have worked in other mediums.

It was only in November 2014 that Canadian streaming media competitor “Shomi” – a joint venture between Rogers Media and Shaw entered the market as an alternative to Cable and Netflix.  Shomi came out of the gates as an alternative to the streaming service that Netflix offered in 2010 – in November 2014!

Bell Media’s “Crave TV” launched only a month later in December 2014, one month after Shomi. Need I say more?

Perhaps if Target had spent additional time and dollars in preparing to enter Canada, and more importantly considered how to manage products, services, people, and pricing that may be different in a new market – we would not have 17,000 Canadian’s unemployed as of last week’s announcement.

The moral of this story?

 

Innovation might be the next buzzword or hot catch phrase, but those who are actually putting it into practice will hit their targets.  Of this, I am convinced.

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About:

Alicia Whalen is a process innovator, social media influencer, digital media evangelist, and Co-founder of the successful digital marketing conference – Online Revealed Canada – now in its 10th year. A Blogger at ideahatching.com, speaker, trainer, and lover of ah-ha moments. Tweet me @acoupleofchicks or connect with me on LinkedIn

PredictandPromote_ORC2015

 

Online Revealed Canada Conference:  Join us March 31-April 2 2015 in Toronto for the 10th annual Online Revealed Conference for digital marketing in tourism and travel.  After a decade of challenging the “old ways” of marketing online, and with a theme of “Predicting and Promoting A Look at The Future of Travel Marketing.” my partner and co-founder Patricia Brusha and I are excited to deliver a special 10th anniversary edition event with a new format, exciting venue and top speakers in the industry CONFERENCE REGISTRATION is now open.

I look forward to seeing friends and colleagues to share in where we have come and where we are going in digital marketing for tourism. What a ride it has been so far!

 

Article references:

  1. Financial Post: 2015/01/15 
  2. Financial Post: 2015/01/19
  3. Toronto Star: 2015/01/25

The key to success in digital marketing = Happiness

I posted a version of this article originally on my Blog in 2011.  I am excited to share that the LinkedIn Pulse Publishing platform is certainly worth the investment of time and commitment to good content.  I am thrilled and humbled by the feedback I have received from this article both on LinkedIn and Twitter.  I look forward to ongoing contributions.  The response is inspiring!

 

LinkedInPulse_AliciaWhalen_SocialSellingWorks

 

 

This is a fast paced digital world we live in and we as marketers are always looking for new ways to get customers to buy.

Why is this relevant now in the age of an exploding digital media landscape where consumers are living online and across multiple devices like never before?

 

Perhaps we need bring marketing and advertising back to basics and take a queue from our favourite MadMen Ad exec. Don Draper says: 

“ Advertising is based on one thing:  Happiness. “

 

Bring digital marketing back to the basics.  There is content coming at us fast and furious – whether in search engines, on social networks and news portals.  We are witnessing a digital media convergence where more and more media is available online across multiple platforms, and to add to that we are accessing digital content across multiple devices. How do we really make consumers happy now?  Is it still as simple as delivering on a promise and providing a product or service that makes your customers Happy?

I think so!  Now, how do we engage with consumers who are changing their online user behavior as quickly as Facebook changes its profile layouts?  We are marketers are constantly second-guessing where we are allocating our marketing dollars, seemingly because of the following fears:

 

FEAR of missing the next big thing.

RESOURCES – both financial and human.

CONFUSION about what tactics to focus on as the online world shifts again – and again – and again.

 

My advice? Bring it Back to Basics:

  1. Know Your Customer (this will make them Happy)
  • Check your website analytics for top referral traffic and keywords used to find your website, then continue to build on the content that is attracting and engaging your customers to ultimately buy from you.
  • Use a social media monitoring tools like Hootsuite or Sprout Social or free tools like Google Alerts, Facebook insights, Twitter analytics or others to “listen” to your customers and understand how to make them Happy.
  • Allocate time and resources to understand changes in how your target audiences are researching and transacting online.  Read and educate yourself about digital marketing tactics that work to make customers happy.  I know a few things that work.  Price transparency and the delivery of a brand promise.  Pretty back to basics right?
  • Most importantly, if you’re taking the time to ‘listen’ to your customer’s online– be sure you act on that information. Simply monitoring the conversation without adjusting your strategy, or communicating with your brand ambassadors will not help you understand how your consumer wants to receive your messages now and in the future.
  1. Keep Your Eye on the Prize. Understand Your Objectives
  • What are your objectives in your digital marketing campaigns?  Are you looking to increase sales? To build a new audience? Launch a new brand? Increase brand engagement?  It will make both you and your customer happy if your advertising is delivering the right message, at the right time, to the right consumer.  Win win win = Happy!
  • With all of the new tactics available to marketers today, it is more important than ever to set specific and measurable objectives for campaigns. This makes me nostalgic for the Mad Men days really.  This whole marketing thing has become a little bit mind numbing.
  1. Stick With What Works.
  • If you have already developed an active Twitter following and you’re seeing ROI (in sales and or website traffic etc) keep going!
  • Continue to build on what works to make your customers happy. Build a team of Tweeters to help in building and engaging your audience further or in providing CRM – think about what would take a successful campaign to the next level.
  • If Google AdWords campaigns worked well last year to drive targeted traffic during need times, or to sell specific packages or products – build on it and do it again with a new twist, or put some dollars towards other search channels such as the Yahoo/ BING network that might provide a smaller reach but more conversions.  Don’t be afraid to test new channels.  Consumers are spending a great deal of time online, therefore advertising budgets need to adjust.
  1. Search is still king.  Your customers are Happy when they find what they are looking for.
  • Focus on making sure you have a strong web presence across all online channels that help to guide your consumers to transact.
  • Ensure you have taken care of the basics like search engine optimization, good creative and content, Google Places optimization, a good mobile version of your website etc. and then you can focus on other channels to build your traffic.
  1. Integrate. Integrate. Integrate.
  • Make sure you integrate your campaigns online and offline.
  • Your brand’s digital footprint should have a consistent tone, creative brand message, and should always drive your target consumers to transact. This is key and is sure to make them Happy.  Ensure that all your brand web assets are navigating customers to act.
  1. Test + Measure and then Adjust.  This makes stakeholders Happy.
  • Measure performance in analytics and benchmark against past campaigns to continue to improve advertising efficiency. Make sure you have defined KPI’s in place such as increases in unique website visitors, increases in time on site and of course –  sales.
  • Did you launch a new Blog that has increased traffic to the website by 20%? How do you grow it from here or how do you encourage more transactions on the website as a result of the Blog traffic? Test, measure and adjust.
  • Have your efforts on LinkedIn increased leads to your sales department?
  • What can you do to ensure you grow these successful marketing channels?
  • Do the tactics outlined in your Marketing Plan work to build on what you have already started?

Keep it simple – stick to the digital marketing tactics that will help you achieve your objectives and don’t worry about all the noise.

It can get overwhelming to look at all that is available to us today. If you execute marketing programs efficiently, with the proper focus on measurement of ROI, which is very do-able in the age of digital media, you may have the confidence and extra resources to be able to adjust and try new things.  This will make you a Happy marketer!

To take a lesson from Mad Man, Don Draper – Budget + target demographic + medium = time for a scotch.  

Just make them Happy!

 

ABOUT:

Alicia Whalen is a digital + social media marketing strategist, author and speaker specializing in the travel and tourism industry. Alicia has spent over a decade driving successful digital marketing campaigns and educating tourism professionals about how to embrace digital and social media. She is the co-founder of www.acoupleofchicks.com and the digital marketing conference for tourism www.onlinerevealed.com  An avid tweeter and lover of travel, technology and the Ah-Ha moments.  Connect with Alicia on TwitterLinkedIn or at www.ideahatching.com 

 

Toronto, Ontario, Canada
alicia.whalen@gmail.com
905-401-2249

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