Tuesday, July 21, 2009
Ok so now it is the day after. Huh? You know the day after the 40 year anniversary of the historic moon landing by Neil Armstrong and Buzz Aldrin. Imagine the spirit of purpose, passion and cooperation that must have existed among the many men and women that made that vision possible. So here we are 40 years and a little bit after. I think it is worth asking yourself if you are living a purposeful, passion filled life. Are you changing the world? Making it just a little bit better? Charting your own new territory? Riding someones visionary coat tails?
If you are like many people you used google search yesterday and saw the themed moon landing logo. Google didn't exist 40 years ago. You know what... many things we hold near and dear to us today didn't exist 40 years ago either. Not iPods, Xboxes, Prius hybrids, bottled water, "green" diapers, infused vodkas, puke resistant baby clothing, Starbucks and the entire coffee movement, all things online including facebook, Linkedin, twitter, not even cell phones.
Our world is changing. Major automobile manufacturers and banks are going the way of the dinosaurs. Everything is changing and the pace seems to be picking up. So like the capital one commercials say "what's in your wallet", I say to you "what's in your plan." What's your story? What is the next chapter for you? Are you actively writing it? What are you doing to make this place a better place? Like the saying goes it takes a village. Well no matter your role, know that there are plenty of people with adjacent roles out there to help you make your mark in history. Maybe you meet them online, maybe you already work with them. Perhaps you'll meet them poolside having a Pina Colada with a rum floater. Whichever the case, you've got to get out (or online as it may be) to meet them so that you can get on with it. Let the brainshare begin. There's loads to do. For me, well, I'll see you on the moon and maybe poolside.
Monday, July 6, 2009
I admire Seth Godin and much of what he says about all things marketing. One thing that he espouses frequently is that your products and services should be remarkable. Many others would agree that to stand out from the crowded space of everything you must be remarkable. Except….
Except when you are dealing with conventional machines of business, distribution, and multi stage distribution where there are some things to pay attention to and get right. Remarkable in these cases simply won’t get the job done.
A remarkable product or service might get you a shot with a large distributor. But unless you are prepared to engage their sales and marketing machines you will be left out cold. For example, given two products in the same category the one that is more likely to get moved by sales people and exposed by the marketing people is the product that is funded through co-marketing programs, sales spiffs, and promotions. An inferior product with the right backing can still win the pennant. The product that might be superior but is underfunded will likely sit on the shelves, become a nuisance that needs to be justified by somebody, somewhere, and eventually returned to the manufacturer.
So, if you make widgets and you are striving to break into or thrive in distribution here are 4 things to consider:
- pick on somebody your own size (if you don’t have the $$$’s to fund expensive marketing programs of large distributors then find a smaller distributor with less stringent requirements. You can always move up when you’re ready)
- know the game (find out what spiffs and co-marketing dollars are flowing from your competition. Ask about the margin that the distributor is enjoying and above all know how and that you can make them money.)
- be creative, but within the context of normal and customary (it is great to be creative and differentiate yourself from your competitors but don’t try to fight a battle where you are changing somebody else’s business model or their job. If it is too complex then things will move too slowly and all will suffer)
- do your part to create demand and tell a remarkable story (if everybody is relying on everybody else to market and sell the widgets then the widget will never take flight. Lead the charge on creating demand through traditional and nontraditional means and then tell stories that inspire others to get behind you, one sale at a time)
If you find your dance card full then your probably paying attention to some of the normal and customary practices within your distribution channels. Knowing is half the battle. If you find yourself dancing alone then re-read this post 10 times. Mind map what you know and identify the knowledge or execution gaps that are preventing you from being successful. And remember, the more steps in your distribution model, the more you must adhere to this reality.