Upload
paladinstaff
View
857
Download
0
Embed Size (px)
DESCRIPTION
From Chicago AMA Marketing to Women Seminar January 27
Citation preview
© 2010 Marti Barletta & The TrendSight Group
Women Make Chicago CHIC
Marti BarlettaCEO, The TrendSight Group
847-446-5861
American Marketing AssnChicago – Jan. 27, 2010
Perception vs. Reality
Perception: The “Poor” Story• Women earn less than men
• Women are struggling against the
glass ceiling
Reality: The “Power” Story
Women learn, earn, spend, invest,
volunteer, donate and vote
more than men
Primary Breadwinners
• Bring in half - or more - of household income in 55% of US HH (WSJ, Nov 1997)
• 1 out of 4 USHH is headed by single female (US Bureau of the Census)
Women Earn More
Some Wives Earn More Than
Husbands – 31% of all women
– 1987 17%– 1997 25%
– 60% of women with MBAs– 70% of women earning
more than $100,000 (Business Week Online 2003; Washington Post 2000)
Learn & Earn
•College degrees 57%– Masters degrees 58%
U.S. Dept of Education, 2002
•College grads earn twice as much as high-school grads
Peter Francese, Amer. Demographics, 1/2/06
Top Professionals
Professionally speaking…
• 52% of Law School degrees • 46% of Medical degrees• 51% of Business degrees
(Risk Management and Insurance Review 2005,
Newsweek 2003)
Women Mean Business
Women are…• 49.8% of U.S. workforce• 51 % - the majority - of
professional and managerial positions – “Professional” includes
majority of accountants, economists, pharmacists, realtors
(US Bureau of the Census, 2007)
Women Business Owners
• Own 40% of U.S. companies (51%+ ownership)
• Account for 2 out of 3 new start-ups for past 15 yrs.
(Center for Women’s Business Research 2004)
Command Significant Assets
• Control 51.3% of U.S. personal wealth
(Federal Reserve Board 2000)
• 47% of individuals with assets >$500M
Women & Wealth
• By 2010, women will control 60% of U.S. wealthAllianz Women, Money and Power
study, iaam.org, Aug. 2006
• By 2019, women will comprise 2/3 of wealthy Americans
Advisor Today, Jan. 2002
Women Buy Almost Everything
“HH Chief Purchasing Officer” – 80% of HH buying - Even in historically male domains
• 50% of stock market investments (Allianz 2006)
• 55% of Consumer Electronics (Consumer Electronics Assn 2004)
• 60% of Home Improvement buyers;
80% of HI decisions (Lowe’s 2003)
• 52%+ of new vehicle sales; influence 85+% of all auto sales
(Road and Travel 2004)
Sources: “Ad Age’s Guide to Kids and Media,” Ad Age, 3/29/04, “The Missed Market,” American Demographics, 11/01, “Race, Ethnicity and the Way We Shop,” American Demographics, 2/03 from the Selig Center for Economic Growth at the University of Georgia* Calculated based on Consumer Expenditure Survey data and US Census numbers. Source:www.census.gov American Factfinder QT P1, www.bls.gov/cex/home.htm** Calculated based on. $7.68 trillion annual US consumer buying power X 80% of all consumer purchases. Sources: Selig Center for Economic Growth at the University of Georgia, “The Female Voice,” Time, 4/15/04
The Biggest Spenders – By Far
Sources: “Ad Age’s Guide to Kids and Media,” Ad Age, 3/29/04, “The Missed Market,” American Demographics, 11/01, “Race, Ethnicity and the Way We Shop,” American Demographics, 2/03 from the Selig Center for Economic Growth at the University of Georgia* Calculated based on Consumer Expenditure Survey data and US Census numbers. Source:www.census.gov American Factfinder QT P1, www.bls.gov/cex/home.htm** Calculated based on. $7.68 trillion annual US consumer buying power X 80% of all consumer purchases. Sources: Selig Center for Economic Growth at the University of Georgia, “The Female Voice,” Time, 4/15/04
The Biggest Spenders – By Far
Biggest OpportunityPrimeTime Women™
Women 50-70•Prime marketing target
•Prime of their lives
NumbersBoomers Moving Into
PrimeTime• 2006-2016 U.S. Adults +22.9
million* – 50+ = +22.1 million (96%)– 18-49 = Only 856,379 (4%)
• Adults 50+– In 2000 - 38% of U.S. adult pop.– By 2026, will be 49% U.S. Census
projections
This decade, all growth comes from
50+
MoneyHH Headed by Adults 50+
• Peak income: ~$53K vs $42K avg HH– Top of their careers– No plans to retire
• Peak net worth: $182K vs $86K avg HH– A lifetime of working– Dual earners
• Peak discretionary spending– Kids are launched– Per capita, A50+ spend 2.5X younger
adults
Spending More, not Less2.5X the Average HH
Spending
New cars/trucksMeals at restaurantsAirfareSports equipmentWomen’s apparelWine at home
55-64 HH index vs. 25-34 HH
120129138158164213
Source: New Strategist
2004-6
Overall, spend more than younger HH
Even if your category indexes average or low,
50+ population is the only source of growth
Today’s PrimeTime Woman
Healthiest, wealthiest, most educated, active, influential generation of women in history
Why “Market to Women?”
(Are Women Really That
Different?)
Male & Female Gender Culture
•Language and Customs•Roles in Society•Assumptions about
“Normal” •Ways of Making a Decision
Multi-Tasking
“On the Way” vs. “In the Way”
• The drug store• The Post Office• Stirring the soup
Multi-Tasking
Men “prioritize” …Women “maximize”
“On the Way” vs. “In the Way”
• The drug store• The Post Office• Stirring the soup
Women Buy Almost Everything80% of Consumer Spending
“HH Chief Purchasing Officer” –
• 53% of Investments (SIA 1998)
• 55% of Consumer Electronics (Consumer Electronics Assn 2004)
• 55% of Desktops; 55% of Laptops
• 60% of Home Improvement buyers;
80% of HI decisions (Lowe’s 2003) • 60%+ of new Cars (J.D. Power 1997)
Women Buy Almost Everything80% of Consumer Spending
Marketing to Women is about
•Share gain
• How do you get her to choose YOUR brand?
•Profit enhancement
• More loyal - comprehensive decision process & greater weight on relationships
• Word of mouth
How Win with Women?
1. People Power • Prospects, not Products• Feelings, not Features• Stories, not Status
2. Longer List3. Deciding Factor
Women Run On “People Power”
People are the most important and interesting element of any situation.
•Babies•Stereoscopes•Magazines
Men – “Things & Theorems”
• People are important, maybe - but hardly ever all that interesting.•Mark & Nancy
• Also interested in “things and theorems” •Cars, computers, etc.•Principles and concepts
Customer Services
…Shopping Assistant
“I’ll never forget the look on my mother’s
face the day I was born.”
Consumer Electronics
Home Improvement
Banks: Facts & Features
Banks: Lots of Facts & Features
Instead: Show People
Tell Their Stories
“My husband & I saw it was
necessary to learn how to handle
our money the best way we
could. We even took night classes
together so we could learn more
about finances and investing. Our
goal was to ….”
Men – Facts & Status
“Only 16.4 golf memberships
per hole.”
-“Private”
-“Privileged”
-“Select Few”
Show People, Not Places
Women – Feelings & Stories
“This morning, my daughter made her first birdie . . . she came running over and gave me a big hug.
And she said, “Mom, I will never forget this day.”
“What Do Women Want?”
Men – “The important things”
A Longer List
Women –The important things and more–Will go the extra mile to get it “just right”
Longer List“He Dropped the Ball”
• What do women want?• Want all the same things as men
…and then some
– Nokia “Ocean Blue”
Decision Criteria
The Deciding Factor
Deciding Factor
Westin Hotels Heavenly Bed
When you meet the expectations of women, you generally exceed
the expectations of men.
“Women’s Marketing” Expands the Appeal for Men
Women Make Chicago CHIC
Women Make Chicago CHIC
Consumer
Heartland
Insights
Central
Women Make Chicago CHIC
MTW Central
Marti Barletta – Marketing to Women, PrimeTime Women
Bridget Brennan – Why She Buys
Pepper Miller – What’s Black About It?
Cristina Benitez – Latinization
Michael Silverstein – Women Want More
Women Make Chicago CHIC
MTW Central
M2W© – Marketing to Women – April 21-22
M2M© – Marketing to Moms – October
M2G© – Marketing to Girls -
M2W-HC© - Marketing Health Care to Women – November
25% discount for AMA members!
Decision Process“Black Slacks”
Desired Outcome:
“A Good Solution”
How Men BUY
Decision Process“Black Slacks”
Desired Outcome:
“The Perfect Answer”
--ILLUSTRATIVE-
-
© 2010 Marti Barletta & The TrendSight Group
Women Make Chicago CHIC
Marti BarlettaCEO, The TrendSight Group
847-446-5861
American Marketing AssnChicago – Jan. 27, 2010