Time to Rethink Your Message: Now the Cart Belongs to Daddy

Here is a powerful article that ran in Ad Age by Jack Neff.  If you had not already noticed, Men are becoming the primary food shopper for the family....and are not being advertised to properly...

 

Survey Finds 51% of Men Are Primary Grocery Shoppers, but Few Believe Advertising Speaks to Them

BATAVIA, Ohio (AdAge.com) -- Mom is losing ground to Dad in the grocery aisle, with more than half of men now supposedly believing they control the shopping cart. The implications for many marketers may be as disruptive as many of the changes they're facing in media.

Through decades of media fragmentation, marketers of packaged goods and many other brands could take solace in one thing -- at least they could count on their core consumers being moms and reach them through often narrowly targeted cable TV, print and digital media.

But a study by Yahoo based on interviews last year of 2,400 U.S. men ages 18 to 64 finds more than half now identify themselves as the primary grocery shoppers in their households. Dads in particular are taking up the shopping cart, with about six in 10 identifying themselves as their household's decision maker on packaged goods, health, pet and clothing purchases. Not surprisingly, given that such ads long have been crafted for women, only 22% to 24% of men felt advertising in packaged goods, pet supplies or clothing speaks to them, according to the Yahoo survey.

The Great Recession has thrown millions of men in construction, manufacturing and other traditionally male occupations out of work and by extension into more domestic duties. At the same time, gender roles were already changing anyway, with Gen X and millennial men in particular more likely to take an active role in parenting and household duties.

Of course, in the survey, men could be overestimating their own role in shopping for the family. Lauren Weinberg, director-research and insights for Yahoo, acknowledges that could be possible -- and that women don't see them making as much progress on that front. But she said the fact that so many men now see themselves as masters of the shopping cart not only reflects real shifts but also means any stigma once attached to men as shoppers is fading fast.

Yahoo's interest in the subject is obvious: The portal has a lot of inventory geared toward men, such as page after page of fantasy-sports content, that could use more advertisers. But its research on men nonetheless seems to describe a new and disruptive reality.

Behavioral research of shoppers shows a number more like 35% of grocery and mass-merchandise shoppers are now men, said Mariana Sanchez, chief strategy officer for Publicis Groupe's Saatchi & Saatchi X. That number has been growing thanks to the economy and changing gender roles, she said.

And while that figure may be far from a majority , the fact that a third of a brand's shoppers are male is an awful lot to ignore. As a result, shopper-marketing efforts are increasingly gender-neutral rather than targeted for female shoppers, Ms. Sanchez said.

A subtle case in point came during the latest Procter & Gamble Co.-Walmart collaboration on "Family Movie Night" Jan. 8 on Fox. The program itself, "Change of Plans," did show a new dad more domestically impaired than a mom when unexpectedly thrust into adoptive parenthood. But in the commercial pod "story within a story" via Martin Agency, Richmond, the dad made a shopping trip to Walmart to load up on P&G and private-label Great Value products.

Such scenes could be a wave of the future for more categories as consumer packaged brands must elbow their way past car insurers, pickup trucks and erectile-dysfunction drugs into one of the surest and most-DVR-proof forums for reaching men: football.

P&G's Head & Shoulders and Prilosec already have become deeply involved in NFL marketing. But most P&G brands still primarily target moms, and it's not always easy to please both. While last year's tear-jerking "Behind Every Olympic Athlete is an Olympic Mom" Winter Olympics ads for P&G from Wieden & Kennedy were generally well received, the Twitter stream about them included an undercurrent of resentment from dads, who still make up the vast majority of volunteer coaches for youth sports.

The shift toward male shoppers, of course, didn't happen overnight, and that may also help explain why some brand managers for years have privately said more broadly focused network prime-time programming delivered better for their brands than more female-focused cable buys, regardless of the cost and what media optimizers indicated.

Perhaps favorably for marketers, Yahoo research finds men are more brand-loyal and less focused on promotions than women shoppers, Ms. Weinberg said. In advertising, they do more product research in packaged-goods categories than women, she said, and, because they're often newer to the categories, prefer ads with more information.

John Badalament, author of "The Modern Dad's Dilemma" and operator of ModernDads.net, does see more ads that speak to men, including recent ads for P&G's Old Spice and Kimberly-Clark Corp.'s Huggies. But many ads featuring men still portray them as hapless domestically, which he doesn't believe helps marketers. He likens such ads to the once laughable, now anachronistic grocery scene from 1983's "Mr. Mom."

"Men," he said, "need to be something other than invisible or buffoons in advertising."

As the Jaguars Go, So Do The Men of Jacksonville

So as a fan of the Jaguars, I attended Sunday's season opener.   In all honesty, it was one of the most painful games I have ever sat through.  While the team's management did a great job in getting the stadium ready, making improvements and adding amenities, providing more staff than I have ever seen to offer help and directions, the game itself was brutal.  2 points...That's right, a safety on a blocked punt early in the first quarter..that's it.  11 Punts.  A new team record.  The Jaguars only crossed midfield twice, and not until the middle of the 3rd quarter.  Starting quarterback Blaine Gabbert was ineffective and went out in the 4th quarter with a hand injury, after coming back from another hand injury to even play in this game. 

 

It was not the way the team wanted to start the season. 

 

And the fans were angry, disappointed, concerned, frustrated...all of the above.  And they had their opinions about the game and the challenges yet to come this season.  So what did they do?  They turned to 1010XL on Monday to hear our analysis.  Were you aware that the combined years of providing sports news and information of the on air talent on 1010XL exceeded 165 years?  Our own Sports Authorities have been talking sports in Jacksonville for the equivalent of over 16 decades! 

Not some listeners, not just more than a usual Monday...an abundance of listeners. A Jacksonville Veterans Memorial Arena full.   How do we know?  Aside from the high demand of calls from people trying to share their opinion on air, and from the activity that we had on our Facebook and Twitter feeds, we set a station record for online streaming.  We did not just break our daily record, we shattered it. 

 

On Monday (September 9^th ) we recorded the most-listened to day in the history of our web streams with 18,596 combined listening sessions on the AM and FM streams combined.  The previous record was on January 10^th, 2013 with 14,673 (Jaguars GM David Caldwell’s introductory press conference).  For reference, the previous Tuesday (the previous Monday was Labor Day) totaled 11,106 combined listening sessions.  That’s a strong number, a number driven by the opening weekend of college football and it falls far short of this Monday’s. 

This Tuesday, we had 12,164 combined listening sessions as our Googans, our name for our passionate listeners, continued to be interested in the story.  All the numbers aren’t in, but it’s almost certain this will be the most listened to WEEK on the streams as well. 

 

And this is just the online stream.  It does not take into effect those listening in their homes, cars and offices on the radio. 

This provides me with additional confirmation, and hopefully tells you as well, that we have a passionate audience that lives for football and wants to listen to and participate in the conversation.  And this is just week one.  Wouldn't you want to be in front of an audience this passionate and large?

There are great ways to participate in the conversation - Like us on Facebook (https://www.facebook.com/1010xl), follow us on Twitter (https://twitter.com/1010XL), or follow us on You Tube (http://www.youtube.com/user/1010XLVideo).  You can also listen to us on 1010 AM or 92.5 FM or on one of our live streams that can be found on our website (www.1010XL.com).

Or you can call (904-638-2103) or email me (howardw@1010XL.com)

Dads feel ignored by advertisers

This article, by Helen Leggett, addresses issues dads everywhere have been experiencing.  Advertisers have not realized the shift in the shopping and decision making in the family unit and the lack of targeted ads have begun to alienate men.

Advertisers aren't keeping up with the times. Despite playing a larger role in family decision-making over past years, Dads continue to be ignored in favor of the traditional family purse holder, finds new research.

Moms have long been a valuable target for advertisers. They have traditionally been seen as in charge of the household purse strings and major decision-makers in a family unit.

However, times have changed and Dads play an increasing role in the running of a household. Some fathers choose to stay home while their spouse works and some, perhaps caught up in the recession, have little choice but to do so.
Either way, more Dads now have a bigger say in the purchase of items such as household products, clothing, toys, baby products and consumer packaged goods, probably due to their increased exposure to and interaction with them. After all, why would you be interested in the ease-of-use of an oven-cleaner if you never had cause to use one?

Despite this change in family dynamics advertisers continue to focus on Moms. A recent survey from Yahoo found Dads feel invisible. For instance, despite 80% identifying themselves as the primary or shared decision-maker for baby and child care products, 57% felt ads in this category weren't targeted at them.

They're probably right. How many ads show a man powdering a freshly-changed baby's bottom (and I mean serious ads, not tongue-in-cheek, Three Men and a Baby-esque ads)?  It looks like change is on the horizon. Several brands have identified the growing importance of the "family man", most recently Proctor & Gamble. Following in-house research that revealed men turned to female-oriented websites for tips on topics such as cooking and homecare, the CPG company launched "Man fo the House".

The website contains the usual male-oriented content in the form of sex and gadget advice, but "Dad-ifies" it with articles covering subjects including cooking, cleaning and raising kids. Current topics include "What to do with Stale Bread", "The Art of Naming Kids", and "Must Have Vacuum Features".

"What we are trying to do is speak to the whole man," Jeannie Tharrington, P&G spokeswoman, told the New York Times. "Certainly, relationships and sex are part of an adult man's life...For us, it's part of it, but it's not the whole thing. What we try to do is be tasteful."

Featured Article - Why Package-Goods Companies Should Market to Men

From time to time, I will share some of the great articles that I come across that address the need for businesses to focus their marketing attention to men.  Today, I am sharing a great article by
Abigail Posner that was published in Advertising Age on February 9, 2009

A great societal shift is under way, and no one is taking advantage of it. Numerous trend reports, even the 2008 census, show conclusively that men are more and more involved in taking care of their children and homes. So you'd think package-goods marketers would jump at the chance to include them in their marketing mixes. But you'd be wrong.  "Men don't shop as much as women." "They don't enjoy shopping." "They're not interested in consumer-package-goods messages," many marketers say. Those are all valid points. It's understandable that with shrinking marketing budgets and a potentially deep recession, companies would tailor their innovation, communications and media strategies to the lowest-hanging fruit, women. But this female-only approach, logical as it may seem, causes us to miss a huge opportunity.

Changing consumer behavior

 True, men are still not the primary shoppers or shopping influencers of household goods. But that doesn't mean we can't alter their current consumer behaviors. Of course men are going to ignore products and messages that address women's concerns, attitudes and sensibilities. But if we developed products that suited men's needs, created communications that spoke to men's problems or desires, and designed the store experience to be more engaging to men, then they would have more interest in products that serve their families and homes and, thus, more desire to buy them. Take Wii. At a time when video-game equipment was squarely targeted at gamers and teens, Nintendo bucked the trend and went after families. The result: Wii sold more units in the first half of 2007 in the U.S. than Xbox 360 and PlayStation 3 combined.  Another example: Spike (also known as Spike TV), the first TV network for men that went beyond just sports. At the outset, Spike President Kevin Kay told me, "We faced a lot of resistance. They would say, 'Men are always going to watch sports, but how are you going to create [other] programming for men?' Or, 'Men don't buy; only women buy.'" Spike thought otherwise. And it was right. Not only has the network grown its base of men 39%, but it appeals to a broad array of advertisers and is better recognized as a network for men by young males than ESPN.

New product ideas

 Tough economic times demand innovation to motivate people to buy. And bringing men into the marketing equation doesn't just give you a larger group of consumers; it means a new set of benefits, a new story to tell and even new product ideas.  When Spike decided to target men, new programming, such as "Manswers" (a guy trivia show), the "Scream Awards" and the sports reality show "The Ultimate Fighter," followed. So, too, Wii has continually developed video games that defy the typical kill-or-be killed options. Thanks to its broader target, Wii offers video games that range from "Dance Dance Revolution" to "Wii Sports," the most successful video game of all time.  We all know that as members of the media and marketing community we don't just reflect culture; we actually change it -- sometimes very quickly and tangibly. In the late 1970s, scientists found a link between a high-fiber diet and a reduced risk of cancer. Few people, however, changed what they ate. But when cereal companies a decade later advertised a relationship between high-fiber foods and protection against cancer, people woke up and actually began changing their diets.

Men as caretakers and shoppers

 Given this power of communications, there's no reason we can't appeal to an otherwise unattainable consumer group and maybe, just maybe, affect that group not just as consumers but as people. Marketing to men and portraying them as caretakers of and shoppers for the family can attract additional consumers to a brand while encouraging men to become greater participants in the maintenance of their families and homes. And the more men are accepted and accept themselves in that role, the more they'll be interested in brands that solve the needs or enhance the enjoyment of home and family care. And, of course, the more they'll shop for those products.  Basing strategies for tomorrow on current marketing data, sensible as it may seem, is shortsighted, even dangerous. If the American automobile industry teaches us anything, it's that stubbornly clinging to practices that have worked in the past but don't address a changing environment can have disastrous financial -- even societal -- consequences.  Reaching out to a seemingly less lucrative, smaller target market such as men isn't quixotic but rather a strategy to attract more consumers, encourage greater innovation, and even affect the roles men and women shape for themselves, now and in the future. Instead of emulating those Detroit execs who ignored or resisted change, why don't we embrace, guide and, ultimately, benefit from it?
Abigail Posner, Advertising Age. February 9, 2009

We are now JAX...Officially

Something remarkable happened in Jacksonville this week.  And it had to do with sports, with a little social media mixed in.  Now Jacksonville gets unfairly maligned as a sports city.  The national media, and in turn the national sports fan, does not see our city, and our sports teams, the way we see them.  We love our Jaguars.  We are proud of how we have responded to the call for the sale of season and individual tickets. Even though our city was hit hard by the economic downturn, we still have managed to rank 20^th in home attendance.  We do not have the blackout issue that many other cities have.  However, we have been portrayed as a city that cannot support our teams.

That could not be farther from the truth.  Aside from the strong showing at EverBank Field, one of the largest stadium in the NFL, the people of Jacksonville have strongly supported the AA Suns and the ABA’s two time defending champion Giants.  They have also come out by the thousands to watch The Players and regional tennis tournaments.  Our support of soccer matches here has brought us a NASL team that will launch in 2015.  Our support of the Jaguars is should truly be commended, as we have had to watch some underachieving teams over the past few years.  But as disappointing these teams have been and as disappointing our national media coverage has been, nothing has been more disappointing, and extremely disrespectful, as the abbreviation the NFL has used for our city name.

Since the Jaguars inception, the NFL has used the three letters JAC to identify the team on schedules, press releases and in other league information.  However, we here in Jacksonville know that we identify ourselves as JAX.  Our airport is identified as JAX.  But for some reason, this was first implemented incorrectly, and remained incorrect for sixteen years.

Jaguars fans have tried for years to get the National Football League to change their team's abbreviation.  On Thursday, their request was answered.

ESPN reports that with help from a persistent social media campaign and the Jaguars digital media manager Chris Burdett, the NFL has agreed to change its official abbreviation for the team.  Burdett says he's been trying to get it changed since the end of last season. Since he joined Twitter several months ago (@digital_jag), he'd get hits with requests and complaints from fans. He told ESPN there would always be at least 10 to 15 fans direct tweeting at them asking when it's going to change.  On Thursday, fans reportedly took to Twitter and inundated Brian McCarthy (@NFLprguy) with tweets asking that the NFL change the team's official abbreviation from JAC to JAX.  This included tweets from Jaxson DeVille, who himself is an active Twitter user.

 

 

Well, the NFL finally listened and instituted the change in our identifying abbreviation to JAX.  A victory for Jacksonville and for social media.