Archive for October, 2014

Finish the Year Strong

Friday, October 31st, 2014

by Ginny Speaks

We are fast approaching the holiday season when consumers will be out and about, on the go and spending money. A great time of year for many business segments to capitalize on increasing their revenue. So the proverbial question is; how do we as marketers help our clients and prospects capture their fair share of these dollars being spent? There are a lot of marketing opportunities packed inside Q4 this year and across many segments, if you know where to look.

If you’re struggling to find new prospects for Q4 or not hitting your numbers so far like you want, look no further. The list below should point you in the right direction.


Trend: Due to many consumers quitting smoking and the frigid temperatures at the beginning of the year in many regions across the US, foot traffic is off and down in this channel.

Solution: Reach out to your C-stores and see how you can help them increase foot traffic and capture these consumers on the go while they are out and about with incentives to visit their store.  Free coffee with fill up, discounts on food, or offer gifts with purchase.


Trend: Nnew models are being delivered to showrooms with advanced safety technology, collision avoidance systems and all kinds of sensors. Technology that was once only available on high end luxury vehicles are now being offered to consumers on new mainstream models.

Solution: Reach out to see what makes and models are on the showroom floors now in your market at your dealers and what technology is being offered. Then discuss experiential opportunities where you can help your dealers get consumers to engage with the technology and try it out.

Financial Services

Trend: Mobile payment is here to stay and Apple Pay went live October 20th.  They have partnered with over 500 businesses that include retailers, credit card companies and major banks.

Solution: Google a list of Apple Pay’s business partners and see whose business footprint is in your market. Then make a list and reach out to see how they are educating consumers about their Apple Pay relationship. Help them connect, educate and inform across multiple platforms to engage consumers to visit their establishment to begin using Apple Pay’s mobile payment system.


Trend: Veterans and Service members are being targeted by banks such as Citigroup, U.S. Bank, JP Morgan Chase, Wells Fargo and Bank of America. These banks have introduced or expanded benefits and services to them over the last few years to entice them to open accounts.

Solution: If one of the banks listed above has a footprint in your market, reach out and find out who is over the Veteran initiative and discuss ways you can help them engage with this demographic via Holiday messages from the field, or “thank you for serving” messages.

These four categories are just a glimpse of what type of opportunities are waiting for you. Use this information to establish a strong valid business reason, pick up the phone, connect and capture new dollars to finish the year strong!

Trends Can Initiate a Great Conversation

Friday, October 31st, 2014

by Susan Novicki

It seems that everything is about mobile and millennials for 2015. Well, not everything, but that is a clear direction across all categories of business.

A person’s mobile smartphone or smartwatch is able to do everything from checking a heart rate to becoming a credit card to purchase goods to changing the thermostat in your home while you are two states away.

Every category is nervously watching the millennial generation that at this point is not interested in buying a home or a car but still is the largest demographic with the largest future spending – how do these categories and companies engage them? It will definitely be on their mobile device.

But every demographic, every consumer is in control over how they research, support and buy products. As has been the case for the last eight years, it’s all about the engagement of all consumers and how companies are communicating with them and keeping the conversation going.

With this said, we are doing our Trends 2015 sales meetings right now. This is one of our more popular meetings that we run with our clients, keeping them up-to-date on what is happening across various platforms of business and where the opportunity is.

It is crucial that a seller is up to date on the trends that are occurring in the categories of business that they are working. Discussing trends can help introduce a valid business reason for making the call. But more importantly, it can direct a seller to viable new prospects and categories of business.

Over $2.28 Trillion will be spent in the healthcare industry in 2015. Health systems are experimenting with ways to care for people differently. Open enrollment begins November 1st.

Apple introduced Apple Pay which will inevitably transform the financial services industry – specifically the credit card industry.

Existing home sales are up and the condo market is making a comeback.

US Tourism is up 3.2% and the hotel industry is having one of their best years ever based on rooms booked.

And the automotive industry is pacing to sell 17.5 Million vehicles in 2014, the largest number since 2006 with many automotive manufacturers announcing that they are increasing their marketing efforts for 2015.

This is just a small sampling of what is happening moving into 2015 and these, as well as all of the other trends, represent an opportunity for us to garner more advertising and marketing dollars.

This information helps a seller sound more intelligent and more informed without a lot of heavy lifting. And this is all that is needed to start a conversation and get the decision-maker talking. Thus the key to success — ask a few questions and get the decision-maker to talk and give us a homework assignment..