Category: media-general

By Posted on Posted in Branding, Business Ethics, Diversity, Ethics in Government, language, Marketing Trends/News, media-general, Politics, propaganda, Psychology Tagged with , , , , , , , , , , ,

A friend of mine, a very successful author and marketer, a deep student of the human psyche, asked on Facebook, “Why do you love/hate Trump? (Disclaimer: I’m indifferent.)”

It was the disclaimer that got me worried. This is part of my response to him:

I have enormous respect for your analytical skills, M.______, but I question deeply your indifference…

M.______, I hope you’re pulling our legs. You of all people understand human motivations and psychology. Trump is a master marketer and manipulator. I don’t know if he’s studied NLP [Neurolinguistic Programming] (or maybe you) or if he’s actually a natural.

I do know that if he wins, I will be looking seriously at what other country I might live in for the next 4 to 8 years. I have family who died in Nazi concentration camps. I don’t want to be part of an America where ordinary citizens are rounded up because they’re Muslim or Mexican, just as my parents’ cousins were for being Jewish.

I don’t say this lightly. I consider him extremely dangerous, and it scares me that enough people in the US take him seriously enough that he’s doing well in the polls (we’ll see if this translates to actual votes).

 Some things I didn’t say to my friend:
In the courtyard of the new Reich Chancellery, the Fuhrer partakes of the "one-pot" communal stew meal in the company of invited fellow citizens. Photo by Heinrich Hoffman, courtesy New York Public Library
In the courtyard of the new Reich Chancellery, the Fuhrer partakes of the “one-pot” communal stew meal in the company of invited fellow citizens. Photo by Heinrich Hoffman, courtesy New York Public Library
 But my deep message to my friend is that we cannot afford indifference. Let’s remember that Hitler was democratically elected, and that Berlin in the 20s was a liberal, arts-centered city. We must not get complacent. We must not think “it can’t happen here.” And we must not be swallowed by indifference.
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By Posted on Posted in Activism, Corporate Social Responsibility, Energy & Sustainability, Environment, Ethics: General, Green Business, localism/locavore, media-general, People Helping People, Politics, Protests and Crackdowns, Social and Economic Justice, Technology Tagged with , , , , , , , , , ,

I’m up to the part of Naomi Klein?‘s This Changes Everything where she talks about the interconnectedness of geolocalized people’s movements opposing “extreme/reckless resource extraction” (e.g., tar-sands oil, fracked gas and oil, mountaintop removal for coal). She dubs the movement “Blockadia.” She also casts very appropriate darts, just before this section, at the crazy idea that we should avoid climate catastrophe by throwing so much pollution into the sky that the sun can’t get through. Talk about a cure worse than the disease! Hard to believe some scientists are actually serious about this.

She points out that these technologies are far more intrusive and polluting and resource-intensive than the old-style mines and wells—and that the opposition often parses out as saving our water from destruction, modeling around the Precautionary Principle of not unleashing technologies we can’t control, and using the positive framing of protecting our water (very similar to the way I framed Save the Mountain 15 years ago—the successful movement to keep a nasty housing development off the Mount Holyoke Range in my town of Hadley, Massachusetts, US). I have said for many years that we have plenty of substitutes for oil, but if the water is gone (or unusable), so are we.

Like everything I’ve ever read by Klein, the book is impeccably researched—including interviewing primary sources directly and even suffering through climate-denier conferences and similar events in person; pursuit of the truth can be painful, sometimes.

And she isn’t afraid to go after the movement’s sacred cows. She scolds some very prominent environmental groups including The Nature Conservancy for betraying their core mission in the service of their large extraction-industry funders—even putting an oil well into one of its nature preserves, where the bird it was set up to protect can no longer be found. And she finds Sir Richard Branson’s proclamations of concern for the planet to be at odds with his actions. (I’m hoping she’s wrong about him. Even if she turns out to be right—and she might well be—he has certainly used his considerable charisma to educate the public on climate change.)

Environmentalists need to take these accusations very seriously. We need to know who we fund, and what they do with the money. And we definitely need to build the movement that insists upon meaningful action to stave off catastrophic climate change—which would have been much easier 20 or 30 years ago, but, I believe, is still possible now.

However, I break with Klein over solutions. She has essentially no faith in the business community or in technology, and she seems to think that any time an environmental group partners with a polluter, that group is sullied. Maybe I’m less of a purist than she is. But I’ve just finished another wonderful book, The Necessary Revolution, by Peter Senge et al. Reading the two together was very interesting, because Senge’s book is full of great examples of NGOs and corporations working together to tackle problems in a very meaningful way, while Klein’s is the counterpoint of these partnerships leading to a failure to address the deeper issues.

I also read almost daily reports in the sustainability press (GreenBiz, Sustainable Brands, Triple Pundit, 3BL Media, Rocky Mountain Institute’s Solutions Journal, and Guardian Sustainable Business, to name a few) of the amazing small-scale, eco-friendly technology innovations that give me hope. And I’m painfully aware that we knew all the way back in 1983-84 how to build a beautiful, modern, net-zero-energy home even in extreme environments, and that our failure to make this the norm is inexcusable.

Technology doesn’t have to be about extreme extraction, GMOs designed to absorb more pesticides, nuclear power, or blocking the sun. Science and engineering can actually be the climate movement’s friends. Unlike the crazy unproven schemes requiring billions or trillions of dollars and dozens of years to ramp up, these innovations often combine deep conservation, greater efficiency in harnessing clean renewable energy, and even the fascinating science of biomimcry to slash energy use, carbon footprint, and waste—right now.

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By Posted on Posted in Marketing Techniques and Philosophies, Marketing Trends/News, media-general, propaganda Tagged with , , , , ,
Old Movie Camera: How much real news went through these cameras? And how much goes through today's?
How much real news went through these cameras? And how much goes through today’s?

When I’m in airports, fitness centers, and other places that force-feed TV news, I’m always astonished that anyone takes it seriously. Even in the 60s when they had real news staffs, it was so superficial. I read somewhere that an entire 1-hour newscast transcript would only fill a couple of columns on a page of the NY Times.

These days, it’s far worse than “if it bleeds, it leads.” Murder, mayhem, celebrity gossip, and an astonishingly small amount of actual news, and even less serious analysis. And those are the serious networks. Add in a serious case of propaganda and distortion and you can’t be surprised at how little most Americans understand their world, if they accept what’s fed to them by the medium they’ve chosen to “consume” the news.

Of course, the good news is that anyone who wants to educate themselves now has unlimited choices from around the world. My favorite newspaper these days is London’s The Guardian. I don’t think I’ve ever seen an actual paper copy.

In the 1980s, I used to subscribe to a magazine called World Press Review, which featured reportage on the same story from 8 or 10 different papers around the world; it was like a one-stop course in media literacy and the nature of 1) matching message to audience, and 2) shaping the audience through the message. Since I made (and continue to make) my career as a marketer and a journalist, these were crucial lessons.

However, it was a monthly, and the stories were at least three months old by the time they got to my mailbox. Of course, technology has passed it by now, and I don’t miss it; we can easily get the same effect by viewing the same story on NPR, Fox News, Al Jazeera-English, the New York Times, Paris Match (which Google will even translate for you, sort of), and your local newspaper.

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By Posted on Posted in Abundance and Prosperity, Business Ethics, Business-general, Corporate Social Responsibility, Democracy, Demographics/Psychographics, Energy & Sustainability, Entrepreneurship, Environment, language, media-general, Politics, poverty, Social and Economic Justice Tagged with , , , , , ,

A libertarian participant on a LinkedIn discussion group posted,

how does business do anything to make you miserable ??

dont like their products then dont buy them

without biz making those things you would [be] naked growing your own vegetables in the wilderness

My response:

William: I know you espouse libertarianism but I don’t think of you as naive. I was once a member of the Libertarian Party, and still see a great deal of merit in libertarian approach to foreign policy as well as civil liberties; I would love to see Ron Paul as US Secretary of Defense, because if HE were willing to go to war, the situation must be dire indeed. But when you write,

You come across as VERY naive. Or are you pulling our collective (yes, a loaded word in libertarian circles) chain?

Consider…there are many corporations that do great things, create reasonably enjoyable workplaces, and work to heal the planet. BUT, worldwide, there are others that 1) create utter misery for their employees (think about the sweatshop workers in the factory that burned in Bangladesh a year or two ago); 2) pollute and destroy the neighborhoods they’re located in, causing severe adverse health effects for their neighbors and others; 3) rape the earth for their raw materials and then dump the toxic leftovers back on the poor, beleaguered planet, taking no responsibility for their actions.

You will say to #1 that no one forces people to work in slave conditions; they could just go off and start their own business if they don’t want to work for “The Man.” I did that, and from your ID line, it looks like you did, too. But that’s disingenuous. Not everybody can think through that alternative, not everybody has access to even a sliver of capital. If you’re making barely enough to keep your family from starving and from being thrown out of your one-room shack, even a few bucks will be too much.

I started my own business with $200. I was pretty poor at the time, but I did have the $200 (and even a bit more) in the bank. And I had to survive during the very lean start-up phase. At the time (1981), I knew almost nothing about marketing and was in a community that had little use for the service I was offering. I made $300 the first 6 months—before we moved to a more supportive community—and lived on a mix of rapidly depleting savings, odd-job income, and what my wife-to-be brought in from her meager job at a restaurant. But I had that luxury! I had a couple of thousand in the bank that I could draw from. Many people in developing countries, or even in our own inner cities and poor rural areas, do not. If they have no job and they start a business that isn’t immediately viable, how do they eat?

I would have more respect for the libertarian position if it accepted responsibility for #s 2 and 3. But libertarians discredit themselves with me when they claim that it’s their right to plunder the earth because they got there first, and that it’s perfectly OK to extract the resources, pollute and dump wastes just because of that arbitrary fact.I don’t object to profit; I make a chunk of my living writing and speaking about how to be a better capitalist, after all. But I have no respect for businesses that claim they have every right to privatize their profit while externalizing—dare I say socializing—the harm. A true libertarian would see overharvesting and pollution/dumping as theft from others, forcing them to incur economic costs to clean up someone else’s mess. But somehow, the libertarians I know sound a theme more like “we got here first, too bad for the rest of you, and the mess is not our problem.”

Libertarians often cite economist Milton Friedman on the social responsibility of business to maximize profits. However, even Friedman saw a need to limit business. I went back to the source: his New York Times Magazine essay of September 13, 1970. And to my amazement, I found that Friedman added some major conditions to his remarks. Here’s what he actually said:

In a free-enterprise, private-property sys­tem, a corporate executive is an employee of the owners of the business. He has direct re­sponsibility to his employers. That responsi­bility is to conduct the business in accordance with their desires, which generally will be to make as much money as possible while con­forming to the basic rules of the society, both those embodied in law and those embodied in ethical custom. (emphasis added)

At the very end of the essay, he quotes from his own textbook and repeats the qualifier, phrased a bit differently:

“there is one and only one social responsibility of business–to use [its] resources and engage in activities designed to increase its profits so long as it stays within the rules of the game, which is to say, engages in open and free competition without deception or fraud.” (emphasis added once more)

To put it another way, in this essay, Friedman was totally willing to concede that self-rule doesn’t always work in the business world. Government is needed to keep business from exercising its self-interest at the expense of others’ self-interest and the wide society’s interest. Whether it’s a retailer avoiding the cost of health insurance by paying its workers so little that they qualify for government assistance or a manufacturer spewing poisons into the air and water and land, expecting that the government—in other words, the taxpayers: we the people—to clean it up,  I would definitely count as “deception or fraud”: the externalizing of responsibility for the mess.

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By Posted on Posted in media-general, Politics, Uncategorized Tagged with , , ,

My local paper, the Daily Hampshire Gazette in Northampton, Massachusetts, ran a brilliant editorial, “The GOP’s Ship of Fools,” on who’s responsible for the idiotic and totally avoidable government shutdown.

Here’s a little piece:

House Majority Leader Eric Cantor led reporters into a room Monday and showed them an empty table, suggesting that if only Democrats and the president were willing to talk, the government would not have been hours from a new fiscal year without a budget. Do not be fooled. Senate Minority Leader Mitch McConnell said Democrats were about to get what they wanted — a government shutdown. Do not be fooled. Senate Leader Harry Reid observed that McConnell (R-Absurdistan) was channeling “1984” author George Orwell as his speechwriter, so upside down was his logic.

Want to read the whole thing? You’ll find it at gazettenet.com/home/8759377-95/editorial-the-gops-ship-of-fools —I recommend that you read it.

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By Posted on Posted in media-general, Peace and War, Protests and Crackdowns, Social and Economic Justice Tagged with , , , ,

Last Wednesday, my local paper’s lead story was a profile of two long-time peace activists: Frances Crowe, age 94, and Arky Markham, 98. I’ve known them both for decades; you can’t be involved in peace and social justice issues in our area for long without encountering them. I saw both of them at the peace demonstration last Monday, in fact.

31 years ago, when I was actively freelancing for this same paper, I published an interview with a different pair of legendary local peace activists, and was thrilled when the paper ran it on the front page.

Of course, these four wonderful people are just the tiniest fraction of people doing good work for peace in our neighborhood and around the world.

Let’s tell our newspapers we want more stories like that on the front page :-).

Note: you may have to be a subscriber to view the link, but you should be able to at least see the headline and lead paragraph.

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By Posted on Posted in Activism, Arts & Entertainment, Demographics/Psychographics, Energy & Sustainability, Frugality/Frugal Fun, media-general, Social and Economic Justice, Technology Tagged with , , , , , , , , , , , ,

With the personal history I described in Part 1, our viewing of “No Impact Man” reflects both our urban past and our rural present: two very different worlds. Although we were never hyperconsumerist like Michelle, we certainly absorbed the message of that mindset. Growing up, we lived in a culture that gave very little thought to where its food or clothing came from. Even though I was already environmentally conscious, I was not aware of a single farmers market in New York City until shortly before we moved away, when I learned about the market in Union Square. I bought my veggies at a minuscule, locally owned, independent produce store that paid attention to freshness and quality; I even had a job there for a while.

New York City Is More Open to No Impact Lifestyle Now

On the other hand, New York City is one place where it’s considered normal not to have a car. And since our day, the city has evolved not only much more of a consciousness around local and green, but an infrastructure. Colin Beavan and Michelle’s Manhattan residence is walkable from the massive 4-times-a-week farmers market in Union Square (up to 140 vendors). The market was their major food supplier for their year of localism.And they could  shop often enough that living without a refrigerator was not that big a problem (though there was at least one spoiled milk incident). When I lived in the city, the Union Square market actually did exist—it was founded in 1976)—but it was tiny, much less frequent, and not widely publicized. These days, there are at least 107 farmers markets in the city, 54 of them under the umbrella of GrowNYC.

Colin Beavan’s Choice

Colin Beavan, co-star with his wife, Michelle Conlin, of “No Impact Man,” decided to phase down most modern conveniences. No plastic packaging, no food from farther than 250 miles (goodbye, olive oil, coffee, chocolate, and black tea—and goodbye to nonlocal wheat, rice, and most other grains—though there is a small amount of wheat being grown here in Western Massachusetts, well within Colin’s 250-mile limit), no vehicles that had a carbon impact (so long, buses, cars, taxis, and even the subway), no elevator to their 9th-floor apartment, even no toilet paper (using washable cloth, instead). Eventually, no electricity in their apartment, except for a solar panel that charged Colin’s laptop. And somehow, he managed to convince Michelle, a self-described nature-loathing fast-food, designer fashion, and television addict, to go along.

What Happened

Colin and Michelle (and their toddler, Isabella), changed pretty abruptly from total immersion to near-total withdrawal from the conveniences associated with the yuppie New York City professional lifestyle. But they didn’t withdraw from society. They still had their old friends—and made new friends through the farmers market, a community garden, and Colin’s volunteer work. And they got tons of press, with major features and appearances from the New York Times to Good Morning America and the Colbert Report. More importantly, they both found a deeper connection with the world around them, and to their daughter. The lifestyle that at first felt like a hardship actually became liberating—even to skeptical Michelle. And both noticed a health improvement, moving from a sedentary lifestyle to one involving a lot of walking and bicycling, and changing from processed industrial foods to a locavore vegetarian diet. Michelle even reversed a prediabetic condition, while Colin joked that the New York Times article, with its headline about giving up toilet paper, should have been called “How I Lost 20 Pounds Without Going to the Gym.”

My Bi-Cultural Perspective on the Experiment

I promised you that I’d bring my mixed NYC and rural perspective to analyzing this movie. And I will do so in Part 3, tomorrow, and actually conclude this series.

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By Posted on Posted in Activism, Corporate Social Responsibility, Energy & Sustainability, Green Marketing, Marketing Techniques and Philosophies, media-general, Politics, propaganda, Protests and Crackdowns, Transparency vs. Secrecy Tagged with , , , , , , , , , , , , , , , , , ,

My friend Tad Hargrave wrote a great post about magnetic marketing, in which he claimed:

There are only three types of potential clients you will ever experience: responsive, neutral and unresponsive.

  • Responsive people will come across your work and light up. They’ll get excited and want to sign up and hire you after learning a little bit about you. They’ll be curious, want to know more and ask you a lot of questions. These people are a ‘yes’ to what you’re up to in your business.
  • Neutral people will listen to what you have to say but they won’t react much. They’ll sit there in your workshop politely and take it in. But they won’t sign up for much. They may be cordial and listen respectfully but they for sure won’t seem ‘into it’ like the responsive people do. These people are a ‘maybe’ to what you’re up to in your business.

  • Unresponsive people will actively pull away, show disinterest, might even be rude. These people are a ‘no’ to what you’re up to in your business.

I think there’s a big difference between those who are unresponsive and those who respond with hostility. So I posted this comment:

Let me “bend the magnet” a bit more and take your analogy to its logical fourth category: those who are actively opposed to what you’re doing. You and I as marketers in the green/socially conscious/cool and groovy/progressive activist space will not only attract the cool and groovy people–we’ll repel the Hummer-driving, cigar-smoking, GMO-loving executive at Monsanto or the local nuclear power plant to the point where they might actually speak out against us–just as WE have spoken out against THEIR actions.

And I’m fine with that. Quite frankly, they are a way to gain the attention of those people in in the uninvolved category, who may be within their orbit but have never thought about these issues. They’re a doorway into media coverage, and give us legitimacy in the eyes of reporters (and their readers) because these big important corporations are actually acknowledging and discussing out issues. And every once in a while, lightning actually strikes and some of them start examining the issues and taking action on our side of the fence (as Walmart has—for its own profit-driven reasons—on sustainability, for instance).

I think of my experience as one of 1414 Clamshell Alliance members arrested on the construction site of the Seabrook, NH nuclear power plant, trying to keep the plant from being built, back in 1977. New Hampshire’s governor at the time, Meldrim Thomson, and William Loeb, publisher of the largest newspaper in the state, the Manchester Union-Leader, called us “the Clamshell terrorists.”

Yet not only had we all pledged nonviolence, we had all actually undergone training in nonviolent protest and joined small, accountable, affinity groups (which continued to function after our arrest); it was a precondition for participation.

Governor Thomson kept the Clamshell prisoners incarcerated in National Guard armories around the state for about two weeks. When we emerged, we found we’d:

  • Birthed a national safe-energy movement based in nonviolent civil disobedience
  • Rapidly and throughly raised consciousness about nuclear power plant safety (and the lack thereof)
  • Created a climate where, unlike previous accidents that had gotten little or no coverage, the Three Mile Island meltdown in 1979 (and later catastrophic failures at Chernobyl and Fukushima) became front-page news.

Seabrook did go online, so we failed in our immediate goal. BUT in an era where former President Richard Nixon had called for 1000 nuclear power plants in the US, Seabrook was the last nuclear power plant to go on line in the US other than Shoreham, NY, which was shut down after preliminary low-power testing and never supplied the electrical grid. I believe the opposition of Thomson and Loeb to our movement helped make it a mass movement, just as the overreaction against civil rights and anti-Vietnam War protestors helped those movements gain strength.

What do you think—do we need our enemies as much as our friends? Can we “ju-jitsu” their hostility into a benefit for our cause? Do you have a great example, either form your own work or something you’ve heard about somewhere? Please leave your comment below.

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By Posted on Posted in Activism, Arts & Entertainment, Diversity, General Commentary, language, media-general Tagged with , , , , , , , , , , , , ,

Recently, a local high school was targeted by an out-of-state hate mail campaign because it chose to produce “The Most Fabulous Story Ever Told,” a gay and lesbian retelling of the Bible by Paul Rudnick. Protestors from various church groups promised to picket the performances. The story even made the Huffington Post.

It happened that the school producing the play was Pioneer Valley Performing Arts Charter Public High School, where both my children attended some years ago—a school known for its fabulous (reference intended) theater and dance departments. We’ve continued to attend many of the school’s performances even though my younger child is already a sophomore in college.

So of course, both to defend freedom of speech in the Pioneer Valley and to enjoy a night of theater we knew would be terrific, we attended. And we were gratified that in addition to the antigay protestors, a goodly multitude of pro-performance church groups were on hand to lend support.

The interesting thing is…if you accept the basic premise that gay and lesbian couples exist (and, in this play, were present at creation and right through modern times)—there’s almost nothing blasphemous in the play, which centers on Adam, through the ages, trying to find meaning in life. His questioning is very much rooted in the Old Testament tradition of prophets arguing with God. The whole alternate world is set in motion by a Stage Director (female, in this performance), which makes it clear from the get-go that this is an imaginary theatrical universe within the universe we all now, as opposed to any real redefinition of Biblical history. I found exactly one scene that fundamentalists might object to: 30 seconds out of a two-hour play that imply the Christ child was born of the play’s lesbian couple—and even this keeps the virgin birth intact.

Of course, the vast majority of those who protest this play wherever it is performed have never seen or read it. Fundamentalism, of any religion, leaves no window for dissenters and questioners.

By contrast, I just saw a 1999 movie called “Dogma,” a low-budget flick with a superstar cast (including very young Matt Damon and Ben Affleck as a pair of very foul-mouthed sin-avenging angels on a killing spree, George Carlin as a shady, street-tough Catholic Cardinal in New Jersey, Chris Rock as the delightful unknown 13th Apostle, and Salma Hayek as as a celestial being-turned-stripper). Early in the movie, we see Damon in an airport lounge, casting deep doubts about God’s existence into the mind of a confused Catholic nun. After she leaves, Affleck points out the irony that Damon’s character has known God directly.

An angel who kills with an assault weapon is only one of the many blasphemies—not all of them violent. The reimaging of several different pieces of the Jesus story as well as the portrayal of God will no doubt raise a few eyebrows among the faithful. Hundreds of people die in this funny but very gory film.

Now this is a movie that many Christians and religious Jews would find blasphemous all the way through—if they can stop laughing long enough to reflect on it. And yet, I didn’t remember any protests around it!

But Google has a better memory than I do; there were protests, actually. In fact, Disney’s Michael Eisner cut the film loose from his empire, under pressure from the Catholic League. Not only that, but the film’s director, Kevin Smith, infiltrated one of the protests—what a brilliant publicity move! He wrote and spoke (quite humorously) about his experience on this page, which also includes a TV news report of the protest, where he got recognized and interviewed.

I can understand that a film about a couple of angels cursing and shooting their way through modern America would upset people. But what does it say about our culture that people also get upset about sincere and committed expression of same-sex love?

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By Posted on Posted in Advertising, Business Ethics, Demographics/Psychographics, language, Marketing Techniques and Philosophies, media-general Tagged with , , , , ,

(continued from yesterday)

Scary warnings and official-looking documents from Publishers Clearing House
Scary warnings and official-looking documents from Publishers Clearing House
  • Publishers Clearing House still believes in direct mail that scares people into action. The envelope and packet are full of legal-looking documents, dire warnings in big bold print, etc.
  • The “involvement devices”—labels to pull off and attach, gold-covered panels to scratch off, very complicated instructions to follow exactly—are variations on the same stuff I remember from Publishers Clearing House mailers in the 1970s and 1980s. And they were old and tired even back then.
  • Publishers Clearing House apparently never got the memo on credibility in marketing. Instead of using real credibility builders such as testimonials, they fill the mailing with official-looking layouts, fake stickers with bar codes, and language on the return form with language like “I am claiming eligibility…” Oh yes, and they’re still using celebrities, as they used the late Ed McMahon for many years (in fact, I first heard of Ed McMahon through PCH sweepstakes, and had to find out later that he was a TV star). Now, it’s Brian Williams.

Back in 2000, the PCH sweepstakes mailings inspired this quote in the Direct Mail section of my earlier book, Grassroots Marketing: Getting Noticed in a Noisy World:

Forget about glitzy, complicated sweepstakes offers, with seemingly dozens of different-sized papers, foils, stickers, and scratch-off cards; your production cost will be enormous before you even start. Besides, they cost you tons of money mailing to and following up on false prospects.

A simple, straightforward approach is far better. Use ordinary paper sizes and stocks, and win the prospect over through the strength of your offer—not gimmicks or packaging. You’ll stay within your budget, and target serious prospects, not a bunch of chiselers hoping for a million dollars from you, Ed McMahon, or the tooth fairy.

That was true when I wrote Grassroots Marketing, and even more true now.

PCH sweepstakes-related inserts vs. ad delivery from other companies
Publishers Clearing House sweepstakes-related inserts vs. ad delivery from other companies
  • Of the 44 pieces of paper in the envelope, only 9-1/2 were actually related to the PCH sweepstakes and offer. The others, including the back of one of the Publishers Clearing House pages, were ads from other companies. Given that so much magazine content is available online, for free, that a whole generation will barely pick up a paper magazine any more, and that numerous other channels provide the information we used to get from general-interest magazines, it makes sense that Publishers Clearing House realized its business model had to change. Now they’re apparently in the business of delivering cheesy offers from other merchants—what could have been a good use of the partnership strategy I advocate, if the offer quality and targeting hadn’t been so pathetic.
  • Geotargeting has become more sophisticated. One of the slips announces “SHEL HOROWITZ, THE SEARCH FOR A MAJOR PRIZE WINNER IN THE SPRINGFIELD-HOLYOKE TV AREA INCLUDES YOUR 01035 NEIGHBORHOOD!… There will DEFINITELY be a   Major Prize Winner of $1,000.00 from Your Local TV Area, which includes your Zip Code!” (capitalization, punctuation, and underlining are exactly as they were in the original). So Publishers Clearing House is now matching zip codes against media markets, and guaranteeing at least one winner—note the SMALL dollar amount—in my media market (which contains dozens of zip codes).
  • Technology isn’t perfect. My envelope contained two copies of a several-page ad bundle (one of several in the mailing)—and DID NOT contain the actual form to select magazines! Even if I’d wanted to subscribe, I couldn’t do so from this mailing.

I may get an onslaught of comments pointing out that Publishers Clearing House’s methods are obviously working, or they wouldn’t keep at it after all these decades. Of course they work! I freely grant that.

But to what effect? What’s the real benefit of developing a large list of purely transactional contacts who didn’t necessarily even buy—they entered a chance to win big bucks for free. Do these people have any loyalty? Has PCH done any segmentation other than geographic? Can they market to these people as individuals in any meaningful way?

The negative answer is obvious in the kinds of junk offers crammed into the rest of the PCH sweepstakes envelope: tchatchkes and trinkets and home repair products of dubious value—the sort of stuff that gets sold on late-night TV ads over obscure cable channels. It’s these clueless merchants that I actually feel sorry for.

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