Target Talk Cheap but Can’t Resist Chic

On August 25, 2009

Target Talk Cheap but Can’t Resist Chic

Target is trying to balance its proposition to consumers measuring, as the company puts it, the relative importance of the expect more and the pay less elements of its brand promise, or, as others might put it, weighing the cheap and chic ends of its popular reputation. No one should yet judge just how the matter might tilt, however. Lately Target has emphasized how it is making itself more attractive to shoppers by expanding relatively inexpensive private labels, expanding price matching guarantees and otherwise taking measures to convince consumers that what it charges is competitive with its major rivals. Yet, even if it talks cheap, it hasn’t stopped thinking chic. And it probably shouldn’t. After all, its distribution probably isn’t...


On August 25, 2009

Handmark is “Under the Hood” As Media Goes Mobile

If media companies were automobiles, most of them should be racing as fast as possible toward the new world of networked mobile devices -- a technological opportunity that promises to utterly transform the industry over the next few years. As the media companies enter this race, a pretty good place to embed an applications company would be under the hood of all those "cars." That's precisely where Handmark, the Kansas City-based developer of mobile media apps, is positioned, inside eReaders for such industry leaders as The Wall Street Journal, AFP, Thomson Reuters, Forbes, the AP, and CBS.* A few years back, the company spent millions of dollars developing Pocket Express, which is a free news and entertainment app available for...


On August 25, 2009

Anti-Bottled Water Campaigns Market the Tap

I recently wrote about an attack campaign against bottled water that used slogans like "Bottled Water: 98% melted ice caps, 2% polar bear tears." The statements were obviously false, but in the fine print of every ad were the words, "If bottled water companies can lie, we can too." I have since been alerted to two other campaigns against bottled water -- which has faced not only increased criticism from environmentalist groups, but also questions from congress over the fact that bottled water is less heavily regulated than water from the tap. A New York company has been bottling local tap water and selling it, openly and proudly. But first and foremost, Tap'd NY encourages people to drink from the...


On August 25, 2009

Plight of the U.S. Refiner: Climate Bill, Stagnant Demand and Weak Margins

The latest doomsday report about proposed climate change legislation centers on the plight of U.S. refiners, essentially predicting the ultimate downfall of the industry as costs become too high and production shifts overseas. U.S. refiners and their bottom lines have already been punished by a recession that has curbed demand for oil and gas and pushed its margins down sharply. So what will be the industry's ultimate undoing? Will it be climate change legislation? Or will it be due to continued slowing demand for gasoline in the U.S., aided by an increase in the biofuels mandate and stricter fuel economy standards? Let's set aside for a moment that the study, conducted by global consulting firm EnSys Energy, was commissioned by oil industry group...


On August 25, 2009

Email Marketing for Small Businesses, Part 3: Sending Dynamic Messages

We’ve been bringing you a series on the basics of email marketing, an easy, cost-effective and dynamic way to engage customers and potential customers with your small business. We’ve already talked about how to ethically build an electronic mailing list, and what types of information to send to subscribers, but today we’re going to get [...]


On August 25, 2009

No Rationing, Say Experts, But Public Doesn’t Hear

Even as the Republican National Committee trotted out a “seniors’ healthcare bill of rights” that opposes any reductions in Medicare spending or end-of-life care, several experts polled by the New York Times said they see nothing in the current reform bills that would lead to rationing of care. Meanwhile, a new poll shows that 50 percent of Americans (including 37 percent of Democrats) believe that Medicare cuts will be made in order to cover more non-elderly people. That survey, conducted by LiveScience.com, also found that two-thirds of respondents thought that they would to wait longer for health services, including surgery, under reform; 50 percent believed that the federal government would be involved in personal health decisions; and 30 percent believed...


On August 25, 2009

Leading by Example

Alan Deutschman’s forthcoming book, Walk the Walk, begins by giving examples of historical leaders who not only talked a good talk, but who also practiced what they preached. The point is strong, and from there, Deutschman delves into business leaders who have followed the same practice, with incredible results. In the case of both historical [...]
On August 25, 2009

Are You Holding Your Business Back?

Today I received an email from a new client asking if we could discuss some personal life issues in our coaching session this week, rather than focus on her business. We’ve shared only one session together, so she isn’t yet...
On August 25, 2009

What to Do When You’re Out of Control

"Ladies and gentleman, this is your Captain speaking. We have a situation." And with those words, the saga of my aborted flight from New York to Dallas began.

The captain told us we had an "equipment problem" that required we make an emergency landing at Washington Dulles, the nearest airport. But, he continued, the plane was too heavy to land safely; we had to shed fuel. So we would fly around in a circle for 45 minutes and land as soon as we were light enough.

I was sitting at the front of the plane and made eye contact with the flight attendant.

"What's the problem?" I mouthed.

"I don't know," she responded with the hint of a shrug, "they won't tell us."

"If we're going to fly for 45 minutes, can't he fly toward Dallas instead of in circles?" I asked. She smiled and looked down.

So we circled. If you had taken a picture of us before the announcement and another one after, you would have had difficulty telling the difference. People were reading, listening to music, talking softly.

But in fact, everything had changed. Our level of anxiety had skyrocketed. We were on a plane that was stuck in the air, unable to land but apparently unsafe to fly for a reason none of us but the pilot knew, and there was nothing we could do about it.

It occurred to me how psychologically similar this circumstance was to so many others we experience. We were stuck in a situation in which we are not in control and cannot immediately escape. Like the economy. Or at times, our company or our team.

This plane was a lab and we were the rats. How do we respond when we are stuck, vulnerable, nervous, and have no positional power?

Unfortunately there was nothing to observe. What I needed was a stimulus. Something to bring people's reactions to the surface. Something like ... a screaming baby.

The baby in the seat behind me generously accommodated. He let out a sharp cry, followed by waves of wailing. His mother tried to soothe him — shushing, gently tapping on his back — but the screeching only got louder.

Let the games begin.

Sitting across the aisle from the mother was a woman, probably in her 60's who became increasingly annoyed. She glared. Sighed loudly. And finally, in a "whisper" to her seatmate that was clearly meant to be heard said, "Can't that woman control her baby?" Her seatmate smiled awkwardly without looking up from her magazine.

"I think I've figured out what's wrong." The man sitting next to me who had been staring out the window now turned to face me. "It's a problem with the wheels. They just let the gear down and we're way higher than 1,000 feet. Must be a problem with the landing gear." He proceeded to talk to me about the mechanics of an airplane and what would happen in a crash landing with inoperative wheels.

I turned to look down the aisle just in time to see one woman cry out, say something about the baby, and beat her magazine on the back of the seat in front of her. Unfortunately for the man sitting there, she hit him on the head. When he turned in utter surprise, she started babbling out an apology. I kid you not.

There were, of course, many others — most people on the plane — who didn't have any observable reaction.

Then the woman sitting next to the mother offered to hold the baby for a few moments, to provide the mother a little relief. I turned in time to see the mother smile — it didn't appear that they knew each other — pass the baby, thank her profusely, and shut her eyes. The baby continued to cry, but everyone else settled down a bit.

In a few short minutes I'd observed many of the common reactions to frustration during stress. While each of the responses might be psychologically useful, one came out the clear winner. What would life be like if more of us offered to hold the baby?

Someone on your team is consistently unprepared at meetings. You're not the leader so you can't declare it unacceptable. What do you do? You could complain to others or roll your eyes or try to ignore it. Or you could hold the baby: partner with him on a project, offer to prepare with him, or share ideas before the next meeting.

One of your colleagues is overworked, stressed, seemingly unproductive, and making your team look bad. On top of that, she's constantly complaining about how much harder her job is than yours. Annoying right? You'd be justified in gossiping about her or simply letting her fail. But what if you offered to help? Maybe even stayed late one night working with her?

Your company comes out with a new technology initiative that seems to make everyone's lives more complicated. Yet they say it's necessary. It's so easy to complain about it. Or to nod along with others when they complain about it. But what if you learned enough about it to help the people who were struggling with it?

In situations in which we may have no positional authority — we're not the leader, we don't have all the information, we can't make the decisions, we aren't in control — we still have power: the power to influence our own experience and, sometimes, the experiences of others. Holding the baby gives us something useful to do. It makes us and others feel good. It might even help solve the problem. What's important is to remember that it's always a choice.

35 minutes after his first announcement, the Captain told us we had been cleared to land. I looked out the window and saw the flashing lights of ambulances and fire trucks lining the runway. The man next to me, having already described all the possible ways we might die, gave me a see, I told you it was bad look. I tightened my seat belt.

The wheels touched the ground. Nobody moved. Would the plane stop? The engines roared and the plane slowed. Everyone burst into applause. We had landed gently and easily.

Our saga, and my experiment, was over.

Then the airline representative explained the procedures for getting rebooked on another flight, and people started jockeying for a place on line and speaking loudly on cell phones to their travel agents. One woman started to plead for a spot on the next flight. People around her started to roll their eyes.

Let the games begin.