Dare we say recovery? 5 Ways to Stay Ahead.

Things are getting better. Not rapidly better, but the economy is showing signs of life. No doubt your business or organization has made changes to weather these past few years, and so has your target audience.

Consumers expect more than ever, and they are getting it. As a result, generalists, middle market products and mediocre service providers are few. What remains are low cost leaders and specific high quality products and services.

From a marketing perspective, being low cost leader is shaky ground. Someone will always be willing to beat your price. Specific high quality products and services offer a safe haven for businesses and nonprofits alike.

Local grocery stores Kroger and Earth Fare offered stark examples. During the recession, I watched Kroger close its doors. Its customers no doubt turning to Wal-Mart. Meanwhile, the checkout lines at higher priced, health and environmentally conscious Earth Fare never shrank, even during the depths of the recession. Here are five ways Earth Fare got it right:

  1. Pay attention to detail. Everything counts, right down to the receipt, which Earth Fare offers to recycle.
  2. Make it local. Grass feed beef from the mountains of North Carolina is better than ground chuck on sale.
  3. Upgrade. Move the olive bar, upgrade the wine selection and ask customers where there is room for more improvement.
  4. Have personality. Why not have a violinist by the front door?
  5. Partner with like-minded organizations and causes. Earth Fare supports all kinds of local charities, from cookouts to fundraise to exterior signage to raise awareness.

Congratulations. You’ve made it through the storm. The downside: it’s time to up your game. As the economy improves, competition is about to heat up. In fact, Whole Foods is renovating the old Kroger site and moving in fall 2012.

 

On recent projects.

Which Riggs Partners project have you enjoyed working on most recently?


Cathy Monetti
Rebrand for Pulliam Morris, a fabulous interior design firm celebrating its 50th anniversary. So interesting to work on design for designers!

Will Weatherly
The Inaugural Moe’s Burrito Dash

Teresa Coles
I love the brand work we’ve done for Haskell; it has been a textbook example of the proper way for a B2B company to strategically reassess its brand, and to put the right team and resources in place to make the program successful.

Kevin Archie
The Annual Report for First Community Bank — it required both design and photography.

Ryon Edwards
I’ve enjoyed working on Haskell website redesign, which is reflective of the the new brand we’ve developed for them — it’s been great working with the truematter team!

Julie Turner
The Bee Day projects for New Morning Foundation. Because they are important to every woman in South Carolina.

Kevin Smith
Developing a marketing strategy for Express Oil Change

On last meals.

What would you choose for your last meal?


Kevin Smith

A cheeseburger and french fried onion rings from the Sugar n’ Spice in Spartanburg, SC.

Julie Turner
A pimento cheese sandwich eaten at The Masters followed by a BBQ sandwich for dessert.

Ryon Edwards
You mean if I were on Death Row or something? I guess I would order a Moe’s Homewrecker. Would they deliver?

Teresa Coles
A hunk of beef tenderloin with balsamic reduction and Gorgonzola cheese, a baguette to sop up the juice, and a bottle of Barolo.

Will Weatherly
French Dip Burger  (Roast Beef and Fried Onions piled high on a Ground Sirloin Patty with Au Jus for dipping). Side of Fries. Pint of Avery Hog Heaven.

Kevin Archie
The all-meat Parrillada Para Dos from Tango Sur — an amazing Argentinian Steak House in Chicago — accompanied by a bottle of Malbec.


 

Early Pioneers in Skills-Based Volunteering: A Billion + Change

We gathered in a meeting room on the 41st floor of the Morgan Stanley building in Manhattan. Around us were a hundred representatives of Fortune 100 companies, collected here to fuel the momentum of a powerful service initiative called A Billion+Change.

Senator Mark Warner stepped to the podium.

We face some real challenges in this country, he said. 

The government can’t fix these problems.

Nonprofits can, if we help them build capacity.

Nonprofits are there, on the ground, in the right position to do it, he said.*

 

It was the opening to one of the most fascinating days of my career, spent in the company of corporate giants and nonprofit leaders with the desire (and position) to go about the business of changing the world. We spent the day talking about the ways these corporations—early pioneers in skills-based pro bono services—are creating global CSR programs, providing opportunities for employees to be engaged in them, developing systems for managing them, identifying meaningful ways to measure them, and more.

At the heart of it all is A Billion + Change, a movement that has already engaged nearly 100 companies with pledges that total $1.5 billion in skills-based pro bono service. It marks a sea change, really: corporations leveraging the talents of employees throughout an organization in service to nonprofits. And it’s not just hands-on service. It’s volunteer service based on the professional skills of the individual. By matching the workforce skills with the needs of these nonprofits, powerful connections are made.

Think what happens when UPS employees volunteer their expertise to improve the logistical challenge of getting supplies to a region ravaged by an earthquake. Or  HP—the world’s largest technology company— collaborates with a national educator’s resource center to improve digital communication and distribution of materials.

It’s a new way of thinking about corporate pro bono service that not only values but also encourages coordinated participation in socially responsible efforts, all on “company” time.

Riggs Partners is proud to be standing there alongside Starbucks, Target, Microsoft, Walmart, Kraft, Capital One, Deloitte, Dow Chemical, GE, IBM, Intel, PepsiCo, and more, as a founding pledge company in the A Billion+Change movement. In fact, our CreateAthon pro bono program, through which we develop branding and marketing materials for nonprofits during a 24-hour marathon, was showcased at the Billion + launch event in Washington, DC early this winter. With a collective impact of nearly $15 million in our 15th CreateAThon year, we believe our program is a powerful example of the most effective kind of Corporate Social Responsibility program:

  • Aligned with the company’s brand;
  • Leverages the prized commodity of the talents and skills of its employees;
  • Boosts morale;
  • Makes a difference to those nonprofits being served.

In a post titled The Best Job In America, Jenny Lawson, executive director of A Billion + Change, writes, “Together, we are seeking to make A Billion + Change the biggest pledge of corporate service in history.”

I think it will happen. I believe the A Billion + Change movement will catch fire as companies—large and small—realize the profound impact that comes from stepping up, making a commitment to service, and working together to do what needs to be done.

It has certainly changed our company for the better.

 

Cathy and Teresa represent Riggs Partners among pledge companies, the leadership team and Senator Mark Warner

Room With A View

Teresa talks small business pledge strategies with Jackie Norris, executive director of Points of Light Corporate Institute

 

Breakout session

Riggs Partners to the left; HP to the right

*The sentiments, if not the exact words, expressed by Senator Mark Warner, honorary chair of the A Billion+ Movement. I hasten to add that while I may be a bit biased—I am a native Virginian, after all—I found Senator Warner to be both refreshingly candid and delightfully charming.

**A special thanks to the leaders of the A Billion + Change movement:  Honorary Chairman Senator Mark Warner, Points of Light, the Case Foundation, Deloitte, HP, IBM and the Corporation for National and Community Service.

***Photos graciously provided by A Billion + Change

On websites.

What was your latest bookmarked website?


Cathy Monetti

www.LouiseFili.com
I was alerted to it by my friend Julie Degni Marr of marketing firm StewartMarr in Charlotte. I felt, as Julie promised, Louise’s “celebration of la dolce vita in every glorious little detail of life.” I, too, love, love, love.

Jody Piland
An online unit conversion site. I have the hardest time figuring out things like how many tablespoons are in a cup whenever I’m cooking.

Ryon Edwards
www.jessicabergstresser.com
She’s an Art Director/Designer at R/GA in Chicago. Just happened to see some of her work online and I really liked it.

Kevin Archie
www.feltron.com
Nicholas Felton makes beautiful annual reports about his everyday life. This site has served as a great source of inspiration while I’m working on several business annual reports.

Kevin Smith
A test site for our clients at The New Morning Foundation.

Will Weatherly
“A Welcome Tab Isn’t Enough” – by Shortstack.com

Julie Turner
I am an Internet house stalker. I want this one, this one and this one.

Three Questions Every Brand Should Ask Itself

Consumers are demanding more all the time. Yet they seldom get all they want. As a result, it often takes very little to delight them.

In light of our economy’s shaky recovery, nonprofit and socially conscious brands alike need to innovate. This needn’t be difficult or expensive. Let’s examine Nabisco’s Premium Saltines brand. More than 100 years old, Premium is not complacent. It asked three simple questions.

1.    How do people interact with our product?
The product has been packaged in boxes of two or four sleeves for decades. Most Saltines are consumed with other foods like soup, salad, cheese or peanut butter. Thus, an entire sleeve is rarely consumed in one day.

2.    What do they think about us?
Saltines are wonderful, but they go stale quickly. Most people don’t eat stale crackers. They throw them away. No one likes throwing away food.

3.    How can we make it better?
If your crackers go stale, you need to buy more crackers. If consumers kept their Saltines longer, they’d buy less. No actually. Saltines go stale, and consumers switched to another brand.

Fresh Stacks provides a reason for reconsideration. Repackaging resulted in a reason for trial, and ultimately, a shift in brand perception. Even better, the Premium brand shows consumer empathy, a catalyst for brand loyalty.

The next time your organization’s brand is stuck, make empathy your goal and start with the most basic questions.

On combinations.

What’s your favorite combination?

Ryon Edwards
ink + paper

Jody Piland
A glass of white wine and a medium rare ribeye

Julie Turner
A couch, a blanket, Caddyshack and a disco nap.

Teresa Coles
Ice-cold orange juice (Simply Orange, no pulp) and Fig Newtons.

Kevin Smith
Blue and brown

Will Weatherly
Cheez-its and Cran-Grape. Childhood in a snack.

Kevin Archie
Jameson and rocks (after 5pm, of course)

What’s yours?

Humor has it: Old Spice

“If your grandfather hadn’t worn it, you wouldn’t exist.”
- a bottle of Old Spice

Old Spice has long been considered a staple in the musky shaving kits of dads and grandfathers everywhere. However, it has recently taken on an entirely different role as the harbinger of red-blooded masculinity to younger men across America who long for hairier chests, lumberjack beards, or biceps the size of Mount Rushmore. Luckily for these men, Old Spice has just what they need — and it’s not a 2-year gym membership or a year’s supply of Rogaine, either — it’s a healthy dose of humor.

Two years ago, Old Spice began a series of commercials in which masculinity was personified through the likes of one muscular, smooth-talking man who, with the help of some common stereotypes, attempts to persuade viewers to buy Old Spice body wash. These ads use just the right amount of humor and irony to appeal not only to the woman buying smelly soap for her significant other, but also to the man who wants to smell decent without sacrificing his masculinity. The original commercial, which won the Film Grand Prix at the International Advertising Festival at Cannes in 2010, has certainly contributed to much of the company’s growth since then. The popularity of the commercial has grown so much that it’s YouTube video has now reached nearly 40 million views and there have been several parodies of it as well.

Old Spice has continued to sail the ship of satirical humor on into 2012. In one if their most recent commercials, former football player Terry Crews literally bursts onto the set of a Bounce Dryer Bars commercial via explosion and a giant jet ski, loudly proclaiming (or yelling, really) how Old Spice Body Spray is “so powerful, it sells itself in other people’s commercials.” These commercials, while very different from the other series in terms of content, are so unique that even the most curmudgeonly viewer couldn’t help but remember them.

 

 

Broadcast is not the only form in which Old Spice is appealing to its target audience. Their sense of humor trickles down to the packaging as well. Each item is adorned with a classy desaturated illustration, bold modern type in all-caps, and sleek matte packaging. All appealing looks aside, when a stick of deodorant is named after a 14,690-foot mountain in the Swiss Alps and purportedly smells of “ice, wind, and freedom,” the target audience is obviously a little more specific than just any old man.

This sense of humor appeals to a younger audience of men whose hands have not been calloused from hard labor like those of their fathers and grandfathers. They don’t take life too seriously because they don’t have to yet. Therefore, they laugh about their scrawny arms, baby faces, and complete inability to understand their girlfriends, as if it were something that couldn’t be helped. And Old Spice, bottling up the romantic ideals of a generation into one concise container of manliness, tells them that’s alright.

Collaboration is the New Competition for Nonprofits

According to the Internal Revenue Service, there were over 1.5 million registered nonprofits as of December 2011, and nearly 60% have revenue of under $100,000. Even if you divided that up equally among all 50 states, that’s 30,000 nonprofits per state.

Take that in for a second.

Nonprofit organizations are filled with the very best people you would ever hope to find: hardworking, passionate, committed to making a difference. Doing everything they can on a daily basis to lessen the negative impact of various social crises. All while fighting the odds of too little time, money and manpower to affect the real kind of change they want to see around their particular issues.

While growth in the nonprofit sector may reflect a more noble nature among us all, the result is increased competition for limited resources. This reality means we’re looking at more nonprofits competing for the same dollars to treat more symptoms — without necessarily solving the underlying problem.

Attacking the root problems that are causing a preponderance of negative social conditions demands not more organizations developing more programs, but more organizations coming together and building the kind of scale that can address the real problem. This type of collaboration can take place in several forms:

  • Nonprofits that partner with each other in community initiatives around an issue
  • Nonprofits that formally merge with other nonprofits that share a similar mission
  • Nonprofits that build programs that can be replicated by other nonprofits in the country

Whatever the model, one thing is certain. We will never break the cycle of social ills that exist in our country until we step out of a parochial, separatist mindset and acknowledge that collaboration is the only way forward. A simple concept, but one that falls short of execution all too often, given too many competing agendas.

I’ll stop at that, and leave you with this look at two models for consideration. Which do you think has the most potential to solve the big problems that plague our communities? I’d love to hear your thoughts.

 

 

On crayons.

What crayon color are you?

(most personality traits from Crayola’s web site)

Teresa Coles
Brick Red
hot, energetic, loud

Kevin Smith
Blue Violet
imagination, fantasy, playfulness

Jody Piland
I’m Caribbean Green. It reminds me of happy island life.
cool, crisp, fresh

Kevin Archie
Robin’s Egg Blue
serene, gentleness, sincerity

Will Weatherly
I try to be Burnt Orange. I’m probably Olive Green.
cool, crisp,  fresh

Julie Turner
Red
simple, effective, brain-grabbing

What crayon color would you be? Use this list for reference or make up your own color.