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Marketing and Motivating Boomers and Beyond

Archive for the ‘Boomers’ Category

Older Generations Puzzle over Today’s Youth (Redux)

Wednesday, September 1st, 2010

While Creating Results spends its time focusing on Baby Boomers and beyond, marketer Carol Phillips focuses on Millennials.  After two “what’s the matter with kids these days” articles in high-profile publications, she mused about a Generational Culture Gap on her blog.

“Millennials have a way of driving older folks crazy … Gen X’ers and Baby Boomers find this generation puzzling, and rather than strive to understand the differences, instead are inclined to view them negatively.  It’s as if they were visiting a foreign country, and instead of trying to understand the culture, they respond with, ‘Eww, look at them, can you believe it??!’

… Millennials meet the definition of a subculture. Data and experience both show that Millennials look at many things — work, food, religion, politics, fashion and more —  differently.”

Phillips calls for all to suspend judgment and truly get to know their targets – good advice whether you’re marketing to a 50-something Baby Boomer or a 70-something senior or a 20-something Millennial. 

As a marketing  professional who specializes in the language, customs and drivers of Baby Boomers and other older generations, I’d venture pretty much every young cohort has a way of driving the older generations crazy.

* The “Silent Generation” (born roughly between 1925 and 1945) got its moniker from a Time cover story.  The reporter (from an older cohort) sure sounded frustrated with the kids of his day.  He bemoaned their lack of activism and reported that “the girls want a career – and marriage.”

* Baby Boomers (1946-1964) drove their elders crazy with their hairstyles, clothing, protests, drugs and more.  Heck, “Bye Bye Birdie” was all about a (musical) generational culture gap.

* Time_Magazine_Cover_Generation_XThe nickname for Gen X (born roughly between 1965 and 1945) was popularized by yet another magazine article.  At the time, the other name being used for this cohort of stand-for-nothing underachievers was the “Postponed Generation” because young adults kept moving back home.

Phillips wraps up her fine post by saying “It’s not better or worse, it’s just different.” 

In my view it’s not better or worse, but quite familiar!

How Baby Boomers Eat, Pray, Love

Wednesday, August 18th, 2010

Last Friday, “Eat, Pray, Love” opened in movie theatres around the nation.  It’s likely many a Baby Boomer woman was in the audience, marveling at the tale of self-discovery.  Professionals marketing to Baby Boomers and 65+ seniors can discover a few insights into their own mature audiences by considering how we eat, pray and love.

Baby Boomer Spending on Food

* I really appreciate The Bundle’s infographics that illustrate household spending by age.  Take a peek at their 2010 report and you’ll see that Baby Boomers (aged 50-65) and Silent Generation (65+)  spend more on food and drink than the “coveted” 18-25 year olds – $6,992 and $5,211 respectively.  36-49 year olds are the tops in food and food and drink, averaging $7,487 in 2010 per household.

* Reflecting their lifestage, 35-50 year olds spend the most each year on groceries - $4,322 per Bundle.  50-65 yr old BInfographicFoodSpendingByAgeoomers are in second place, spending an average of $4,001.

* Mature marketing expert Brent Green has called Baby Boomer men the “next marketing frontier,” noting that men are more apt to spend than save (even in a downturn) and more prone to buy national brands at the grocery store.  (more…)

41.6 Percent of Americans Are On Facebook

Thursday, August 12th, 2010

… and 98% of Americans have at least one television set

Kudos to Roy Wells for tackling the misperception that only teenagers and college students are on Facebook.  His post for SocialMediatoday.com this week calculated that 41.6% of all Americans have a Facebook account.  And, as we’ve reported frequently on this blog, ALL Americans on social networks includes quite a few members of Gen X, Baby Boomers and the Silent Generation. 

I most appreciated Wells’ emphasis on – gasp! – understanding your audience and crafting a marketing strategy appropriate to those targets.

If you are a CEO, or someone whose job it is to grow your business, the role that social media will play in your strategy is a function of who comprises your target audience, and where you can find and engage that audience. Clearly, a portion of that audience, regardless of age, are using social media channels.

So, with that in mind Creating Results would like to remind those businesses hoping to drive business with mature Americans – 40 years or older – that TV is a place you can find and engage your audience.

98% of households are TV households, reports Nielsen.  55% of US homes have three or more television sets.  The median age of prime time TV watchers is 51 and seniors (65 or older) watch more minutes of “boob tube” than anyone else.

seniors_watch_TVLearn more about how – when it comes to marketing to Baby Boomers and 65+ (seniors) – social media hasn’t yet killed television by reading Nielsen’s statistics or posts from the Ad Contrarian, Chuck Nyren and this blog.

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.

dday

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.

Should Referrals Be A Bigger Part of Your Boomer / Senior Marketing Mix?

Wednesday, July 21st, 2010

Continuing care retirement communities (CCRCs) and other businesses marketing to Baby Boomers and active adults frequently ask us about new technologies, or how much time and money to invest in social media/social engagement. Problem is, they often forget the power of an “old-school” marketing tool: personal recommendations or referrals.

Word of mouth/referrals are, indeed, powerful with all ages of consumers. As John Jantsch puts it in his description of his new book, “The Referral Engine:”secrets

The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company.

Effectiveness of Referrals in Health, Travel and Financial Services Industries

Referrals have an impact in all stages of a purchase decision, from when consumers decide which products to consider, to when they evaluating options to when they make a decision to buy.

The reality is that there is no way you can “test drive” a holiday to Bali. There are no in-store samples when it comes to choosing healthcare or financial services. The statistics below show the importance of recommendations and word of mouth in those industries where product/service “demos” aren’t easily come by. (more…)

TV and Advertising to Baby Boomers, Beyond

Monday, May 24th, 2010

As advertisers fall over themselves to figure out social media marketing, one medium (television) continues to deliver large numbers of attractive consumers with money and time to spend (Baby Boomers and beyond).  TV looks like a safe bet with great reach, AdAge noted this week

“Reaching a broad audience is still important for advertisers of a wide variety of products, including cars, electronics, household products, restaurants and others,” said Jeff McCall, a professor of media studies at DePauw University. “The need for these products reaches across wide demos and broadcast television still brings those. And the older demos likely have a few more bucks to actually spend.”

Facts about Baby Boomers, Seniors and TV

* The  median age of prime-time television viewers is now 51. 

* Nielsen’s “Three-Screen” report for the fourth quarter of 2009 found that 35-49 year olds watch 35:40 minutes a week of traditional TV.  50-64 year olds (Baby Boomers) watch 42:38 minutes, and “seniors” age 65 or better watch 47:21 minutes.

* The average viewer watches 2,223 minutes of video in a week, and all but 1% of their video viewing is on a traditional television.  (AdContrarian) As the Ad Contrarian puts it, “TV viewership is at its highest point ever and continues to grow.”

* Most viewers don’t leave the room or change channels during commercial breaks.  (Council for Research Excellence)  No reports on how many mute because of the ridiculously loud volume of TV ads …

* A mere 5-6% of ads are being skipped on DVRs.  (DVR Research Institute)

* The median age of nightly TV news viewers across the “big three” (ABC, CBS, NBC) was 62.3 years in 2009.  The median age of morning news viewers rose to 55.2 last year.  (State of the Media)

MedianAgeNightlyNewsViewers2009.StateOfMedia.org

Is advertising on broadcast TV part of your marketing mix?  Why/why not?

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Tips “Sunset Daze” Holds for Marketing to Seniors

Thursday, May 20th, 2010

Sunset Daze is a new reality TV show on WEtv network. It has everything you expect in reality TV including sex, gossip, and situations set up (but not scripted) to increase the drama quotient. And it has something you wouldn’t expect – the stars are Baby Boomers and seniors living in an Arizona retirement community, ranging in age from 61 to 74 years old.

sunset-daze3

I watched an episode, and found it to be typical reality TV fare, which isn’t my particular taste. I did enjoy the fact that the residents in the episode seem to be enjoying the attention they are receiving. The show has sent several opportunities their way, such as a free ride in a stunt airplane. They also seem to enjoy being their age, despite any of the negatives of growing older.

Sunset Daze may not be my taste or yours. But marketers can get some good insights thanks to this show, which fights ageist stereotypes and gives us an insider’s view to a huge, vibrant segment of the population.

Tips from Sunset Daze for marketing to Baby Boomers and seniors:

Don’t forget the romance. These folks don’t. Many of the seniors featured in this program are romantically and sexually active. Many were actively looking for new social opportunities when they choose this retirement community.

You never stop learning. All the residents we meet on Sunset Daze view their move to Sun City Grand as an opportunity to try new things in life. They finally have time for the things they’ve always wanted to do, like learning to speak Spanish or learning to dance.

Aging is not a fairy-tale. These seniors and older Boomers still have problems, some related to the realities of aging. Their lives are not problem free or pain free. While the show’s tagline states “The Golden Years Just Got More Golden,” residents still have surprises thrown at them, like an adult child moving back home to live.

Growing older is okay. Our culture is swimming in decades worth of ageism, and TV – including reality TV – often markets the incorrect idea that all people value is youth. This group of matures is full of life, and they go to great pains to directly address the negative view that many have of people their age growing older. For example, Jack is the resident “Mr. Romeo” on the show. WEtv.com now features Jack’s blog called “Senior Citizens Not D.O.A. – as Many Think” , and he is doing his best to debunk myths about people his age.

Have you been watching “Sunset Daze” or reading Jack’s blog?  Share your thoughts below!

In a Fast World, There is Still Room for Slow and Steady

Friday, May 7th, 2010

I dig Seth Godin and always look forward to his blog, but yesterday his post made me wince.  Noting that Newsweek has put itself up for sale (!), Godin writes that ”The problem is that [Time/Newsweek] are both slow and general. The world, on the other hand, is fast and specific.”  Well, I think there is still plenty of room for slow and steady – especially when marketers consider Baby Boomers and beyond.sethgodin

I’m not saying Boomers themselves are slow.  Baby Boomers and seniors live in Godin’s fast and specific world.  (In fact, Godin is a boomer himself.)  This cohort was adopting new technology at early ages during the rapid spread of television in the late 50s/early 60s.  Seth’s Blog is delivered to me via email, which was itself invented by a Boomer.

The nation’s 46-64 year olds are still at the forefront of technology adoption.  As we’ve noted on this blog, they’re actively involved in social networking and are willing to invest in items that help them continue to enjoy their quality of living.

That said, I believe most members of the Baby Boom and Silent Generation would agree that a fast-paced world does not mean everything in it has to be at the speed of a texting pre-teen. 

newsweek-logo-thumbSeth asked if anyone read general news magazines like Newsweek anymore.  While it’s true circulation is declining, there are still many loyal readers.  The majority of news magazine readers are older and wealthierthan readers of subject-specific mag.  The typical Newsweek reader is 46.8 years old (a younger Boomer).  Chuck Nyren has described magazines as a “warm and nourishing” place to fly away from the chaos of our days.

Why?  The world may be specific but studies show that as we age we look at things in context, we look for opportunities to stretch ourselves and our imaginations.  It’s one of the reasons why retirement communities affiliated with universities are so popular.  Lifelong learning is general.  

Each week, I watch (or Tivo) the CBS News Sunday Morning program.  Long form stories are the norm.  I’m frequently exposed to topics I’d never thought of – like that guy who creates art out of bugs, or the explorer who found the lost city of Z in the Amazon. sunday_morning_sun_cbs

4.73 million people watch Sunday Morning with me each week.  Entertainment Weekly recently put the show on its must list.

It’s a welcome break from the fast and specific.  And sorry to disagree, Seth, but I think that in our fast world, slow and general will definitely have its place.

Elderblog Offers Insights into Boomers & Seniors On The Move

Wednesday, April 28th, 2010

I’m a fan of people watching. Airports are prime spots as are downtown shopping areas. I am particularly fond of seeing people meeting and parting, and imagining the next chapter in their stories. Of course I never get to find out what happens next.

The Blogosphere has opened up a new form of people watching for me, albeit a virtual one, and the plus is that I can find out what happens next. A case in point is Ronni Bennett’s terrific “Time Goes By” blog—“what it’s really like to get older.”

Ronni Bennett - Time Goes By - ElderbloggerAt 69 years of age Ronni decided to move about as far as possible within the continental US, from Portland Maine to Portland Oregon. (And while you might think the location decision had something to do with the “Portlandness” of it, that was just poetic coincidence.) On her blog, she has been chronicling her move.  These posts offer insights for those marketing real estate to Baby Boomers and beyond.

Emotions Dominate When Searching for a New Home

A cross-country move is unusual for Baby Boomers and beyond. The 2009 study by MetLife and the National Association of Home Builders found that 67% of those aged 65-74 plan to age in place with only 12% expecting to buy another home.

Yet the overwhelming reason seniors move is to be closer to family and friends. Ronni was born in Oregon and her brother lives there so this is very much a “going home” move. I think Ronni put it perfectly in a February post:

I have often thought that as we grow into our late years – the winter of our lives, if you will – there is an emotional pull, for those of us who have wandered away, to the homes of our youth.

Whether the draw is family or friends or the familiarity of your hometown, most of us tend to agree with Dorothy and Toto that it’s nice to get home. Or, as Ernestine, one of Ronni’s regular readers, posted in her comment:

Bottom line is whatever years we have left on earth – we need to be where our heart leads us.

As we age we’re more likely to listen to our hearts. Seniors base more decisions on emotions vs. logic and that is exactly what Ronni experienced as she blogged the day she took that big step of listing her home for sale.

 So I made the decision on the spot Saturday while the agent was here.

The decision wasn’t without prior thought and consideration. Yet, when it came to taking that first concrete step of moving, emotions ruled.

Three Lessons for Marketing 50+ Housing

What can builders and developers of new active adult communities, owners of CCRCs, Assisted Living Facilities, Realtors, and others involved in housing Baby Boomers and the Silent Generation learn from Ronni Bennett and her readers?694006 (more…)

Are Baby Boomers Really Ready to Move?

Wednesday, April 14th, 2010

The 2010 Del Webb Baby Boomer Survey was just released, and the nation’s largest builder of active adult (55+ age-qualified) communities concludes that Boomers are ready and willing to move upon retirement.

“According to the Del Webb survey, nearly a third of older Baby Boomers plan to move in retirement, with more than 50 percent planning to move to a different state, about 25 percent of them planning to move to a different city within the same state, and less than 20 percent of older Boomers planning to move within the same city.”

So, are we going to see a great movement of Boomers criss-crossing the country in the coming years?  The definite answer is: It depends.720034

What I find fascinating is that the results are different from the MetLife Mature Market Institute (MMI) / National Association of Home Builders 55+ Housing study which was completed just last year. It could be that the samples and questions are different, but Del Webb concludes that the Boomers are more mobile than MMI found.

Creating Results has spent more than 15 years of marketing real estate to older, more affluent homebuyers, including a large number of premier active adult communities. What we have found is that – absent the high cost of living states and escape from urban areas – only a small percentage of people are willing to move more than 100 miles.

Most people don’t want to move at all and would prefer to age in place.  In 2009, this desire helped turn active adult housing from a sweet spot into a question mark.  Boomers and beyond stayed put.

National studies can provide insights into broad trends, but it is generally not helpful (and even potentially dangerous) to apply the findings to individual communities. Motivators  vary significantly.  It is important to conduct specific research to develop target markets profiles for each community.

We also caution people against making assumptions about grandchildren and children.  For many Baby Boomers, this is a critical motivator.  However, for others it’s just not that important.

Child and grandfather in clubhouseWe wonder what percentage of the respondents to the 2010 Del Webb study were single.  In our experience, that is a growing market in which prospects often are not as concerned about proximity to grandchildren. In some of the active adult communities we market, 1/3 of the buyers are single and they complain that a focus on grandchildren makes them feel excluded.  They are concerned that they won’t fit into the commuinity.

One Del Webb finding that we agree with entirely is the importance of access to health care. This seems like a no-brainer, but few builders have the courage to address this top level concern in their marketing materials. They are afraid that it takes away from the lifestyle message.  We believe that proximity to quality health care serivce is part of the lifestyle message.

What do you think of the 2010 Del Webb Study?  Share your thoughts below.


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