Posts Tagged ‘B2B advertising’

Virtually as Good as a Trade Show

Monday, July 12th, 2010

As a B2B marketing person I’ve always loved trade shows.  Where else do all the trade press and your competitors and customers converge in one place—all with common interests?  People who are looking to buy are all in the same room with people who are looking to sell.  Trackable sales leads are flowing like a river from an identifiable source.  Gotta love it.

But according to a Forbes article, trade show revenue in the U.S.—about $12 billion annually—was expected to contract nearly 7 percent last year.  Trade shows require significant investment—booth space, exhibit design, videos, collateral materials, and most expensive of all—travel and expenses for the sales team.  No wonder people don’t think they can afford trade shows.

There is, of course, a cost for not participating—lost opportunity.  You can’t get sales leads from trade shows if you’re not there.  But now, with virtual trade shows, you don’t have to be physically there.  You can “man” your booth from your office computer, or, well, any computer anywhere.  That saves a bundle in T&E.  Other things are cheaper, too, in the virtual world.  Entry fees, exhibit design and build.  All you need is one representative from your company to be on deck to instant message visitors to your virtual booth.

I do still like the visual, physical, meet-and-greet trade show.  There’s no substitute for seeing faces, talking to actual people in person.  But if it’s a luxury your company can’t afford, check out the virtual shows.

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BP: Bummer Petroleum Part 2

Monday, May 17th, 2010

In my last blog I said that no amount of PR would help BP if, indeed, they were not safe and environmentally sound.  Their brand is certainly damaged, particularly because they built it to be green.  BUT crisis communications are still essential, regardless of what the brand stands for.  And man, is this a crisis.

Here’s the problem, from a communications point of view.  The first rule in a crisis is to tell the truth.  And if the truth isn’t good, tell it anyway, express sincere remorse and then explain how you’ll fix it.  Well, the leak continues, and as long as it does, BP is in the spotlight.

So it’s not a finite event.  You can’t just say ‘mea culpa’ and move on.  You can’t promise it will never happen again when you don’t even know how to stop it from happening now.

To BP’s credit, they are admitting to mistakes.  They are taking some responsibility.  They are offering to pay all legitimate claims.  (Although you immediately wonder what BP’s definition of “legitimate” is.)  But in a catastrophe of this magnitude the normal rules of crisis communication, even when applied properly, may not be enough.

Perhaps that’s why I saw this headline in PR trade press a couple days ago:

BP Launches Lobby and PR Blitz

These efforts are mostly to respond to Congressional hearings as well as reporters.

The article mentioned that the company has also hired another PR firm, Brunswick Group, specializing in “critical communication challenges.”  (So says their web site.)  But to bring in new people at this stage of the game?  A couple weeks after the initial incident?  What about BP’s existing firm?  What about the existing crisis communication plans that every company should have in place?

We can only hope BP knows how to stop leaks better than they know how to handle crisis communications.

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BP: Bummer Petroleum

Monday, May 10th, 2010

I suppose it was just a matter of time before the cheery BP ads with cute little icons representing alternative energy sources became a nightmare for BP PR people.  I know some of those folks because I was privileged to have BP as a client for quite a few years.  And, even though my heart bleeds for them, it bleeds much more for the people and the animals that suffer—and perhaps will suffer for years to come—as a result of the Gulf Coast disaster.

When you bill yourself as a super-duper environmentalist, you gotta make the rubber meet the road, so to speak.  A few years ago, I was pretty impressed with the company’s green commitment because the division I worked for did some serious R&D to mitigate the environmental impact of drilling for oil (in cold climates, though, not in Gulf waters).  But then BP sold off that division, and possibly their good intentions went with it.

Even when you are squeaky clean environmentally, you just know it’s dangerous to build your entire brand around it.  Drilling for oil is a risky business.  If you aren’t 150 percent certain that your multiple redundant safe guards will never ever let you down, then no.  Don’t beat your chest about how pro-environment you are.

Because there is no PR campaign in the universe good enough to save you if you really are not safe and environmentally sound.

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Sea Change Is Official

Monday, May 3rd, 2010

A couple decades ago, I was in London on business and while there, met a Reed Elsevier rep for lunch.  Among other things, Reed Elsevier is a global publisher of B2B magazines, directories and online information.  The company is listed on several of the world’s major stock exchanges.  It’s big.

I forget which publication rep I had lunch with—Consulting-Specifying Engineer, Control Engineering, Logistics Management, Modern Materials Handling, Purchasing, Supply Chain Management Review or the most ubiquitous, Plant Engineering. I have purchased space in all these publications for clients.

Well, in a recent announcement by Reed Elsevier, all the above magazines (and more) are to be closed.  Kaput.  Shut down.  Others were divested.

But the titles above—the ones so familiar to me, my clients and their customers—are “to be closed.”

Wow.

It almost feels like a sock to the gut.  Which is just about what I got when I had lunch all those years ago.  The magazine rep took me to a charming pub outside London that was one of the oldest in the area.  Apparently the mayonnaise in the crabmeat salad I ate was also some of the oldest in the area, because I was knocked out by food poisoning for the rest of my trip.

I don’t feel quite that bad now, but there is a bad taste in my mouth when I think of all these publications going down the tubes.  The sea change (a phrase Shakespeare is credited with originating in The Tempest) is here.  It’s official.

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A Contrarian Proposal for Print Media

Monday, March 22nd, 2010

Last week I bemoaned the fact that trade publications, and, indeed, all print periodicals, are endangered.  As vehicles for B2B advertising, this is not the end of the world because we have direct mail, trade shows, the Internet—and more, if we use our creativity.

But I still weep for the death of print pubs.  They’re resources that have been declining in quality for decades now.  I think many of them—especially newspapers—are tightening their belts, laying off reporters and cutting costs on quality to save their skins.

Let me propose that they should do just the opposite.

Embrace the Internet with new business models.  Make people pay for quality, up-to-the-minute content.  Hire tippy top-notch reporters, editors and researchers.  Get real, on-the-scene stories that are not outsourced to India where it’s cheaper to interview (even long distance) by phone.  Pay for actual face-to-face reporting.  And then charge for it.

How much would people pay for excellence on the Internet?  Information that they know is reliable, credible, correct.  Articles that are thorough, documented, well written.  I’m sure it depends on the audience, the type of publication and a whole host of other things.  And maybe it wouldn’t work.

But what’s happening now—publications are withering away—isn’t working either.  Maybe it’s worth a shot.  What do you think?

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