Marketing Strategy

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Barbara

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This is a bit disjointed, although its something I've been thinking about for a long time and is one of the things I want to see happen, so bear with me, and help me flesh this out and see what we can do about making it happen.

I believe we need to change what we're doing in promoting guns. I'm all for working within the law, and we will *always* need to do that..guns are, by definition of the 2nd Amendment, political.

But we need to move beyond that.

What has always struck me was Harley Davidson's marketing strategy, that took biking from the domain of scary white guys, and brought it into the mainstream, and made it "cool."

If we are not able to do this with firearms ownership and shooting sports, we're ultimately going to lose. I attend events related to guns all the time..and while we're up to about 20% of those being women, and maybe an equal number of those people there being under 30, the vast, vast majority of the folks you see at shooting or gun-politics events are middle aged white guys. Minorities are statistically almost non-existent.

I'm also absolutely convinced, based in personal experience, that the way to bring new shooters into this is *not* to scare them. Women don't want to hear about attackers in parking lots, black people don't want to hear about the racism of gun laws. They want to have fun and shooting *is* fun, right? The self-defense and political part comes later, usually as a natural consequence, but initially, we want to get people to enjoy themselves and not feel threatened when they see a gun. Remember the reaction of people in the 70's when they saw a Harley? That whole perception has changed. We need to change the way people see when they see an AR15.

We even have some advantages over Harley: Guns are not typically large machines, and so almost anyone can take part. They can be expensive, but don't need to be.

The disadvantages are obvious: We're not in this for a profit and so its harder to keep our focus.
 
Barbara-
Good observations. Thee's an excelent book called "Strategic Selling" (Miller/Heiman, I think, I'll post the author & ISBN when I get home next week)that puts forth in more organized terms what you said. Basically, peolpe either see the need or they don't (some needs are latent or unregognized), but once they see the need, they willl buy based on one of two motivations: opportunity or fear.

Opportunity is the more positive motivator, they see that the purchase or 'buy in' gives them something, be it competitive advantage, improved productivity, cost effectiveness, uniqueness, memebership in a group they see as desireable, social standing, ego gratifcation, whatever; but it gives them someting they perceive as 'positive'.

Fear is the other motivator. They feel that if they don't purchase or 'buy in' they will be at some sort of disadvantage, competitively, ecomonically, socially (e'g' left out, be perceived as 'uncool' or backwards, etc), or threatened.

The next trick is to add the firearms/shooting sports context into the mix and promote the "Opportunities" and positive. As you've noted, we spend too much time harping on the negatives and not enough on teh panache. The 2nd Amendment part is really the heart of the matter, but it doesn't play well to a lot of people (i.e., it requires that they 'think' , e political, and they don't perceive it as a threat, as in loss of rights).

Clearly, a shift in strategy is in order to get more 'normal' folks into the fold and off he fence. More later . . .
 
Yea, I'm not sure how to go about this. "We" have a product we need to sell, but the "we" isn't really defined enough to be effective. Our market is big enough, though! :)
 
Ummmm....well I agree that better "marketing" of the RKBA is needed, urgently.

But...I think the "Harley" case is the wrong case study to pattern off of. And I say that as a biker who owned a Harley at one point (well, Buell, and I still have the parts left over to rebuild it after the thief crashed it...).

See, Harley sells exclusivity and tradition, with exclusivity based on price.

NOT what we want.

My opinion: what we need to "sell" is the idea that the honest citizens of a community can and should have, in a pinch, armed control over the fate of their community.

The best possible example is happening in the inner-city black communities. Having lost their 2nd Amendment rights long ago, the honest citizens still there have lost their 1st Amendment right to complain about what's going wrong in their communities. It's too dangerous. They've lost control over their communities, their culture and ultimately their destinies, and are no more "free" than their ancestors 200 years ago.

That CONCEPT must be sold...and I believe, starting with minority communities with minority advocates of the concept.
 
I agree that we need to appeal to a wider segment. If for nothing else to remove the stigma of gun ownership.

The NRA had a good idea with their "I'm the NRA" campagne. But they didn't take it far enough. A little too much preaching to the choir.

I think the recreational angle would be the best.

We need more shooting activities in the Boy Scouts and the Girl Scouts.
We need to get families involved. Shooting is a great family sport. But we have to compete with video games and the internet. More and more families are sadly "going their separate ways".

Perhaps even get Churches to organize leagues. There could be teams just like bowling. Get your local Pizza parlor to sponsor a shoting team instead of a Soccer team.

Talk your local range into buying commercial time on your local independent TV station. The independent stations usually reach a wider minority demographic. Quite often there is "bid time" available during non prime hours. If the range says they don't have the budget then organize a bake sale or a raffle or something to raise money and see if the range will match it.

Most of the major firearms and ammo companies have promotional items they could donate for a raffle or silent auction.
 
What we need to sell is Happy...

... sort of like this?

P0001056s.sized.jpg

OK... maybe with a little less in the highlights, but hey - it was my old camera & no enhancements... :-(
 
I never took Marketing 101.
I grew up in a retail business. I also grew up in a time where guns were more accepted and "just what you did". [born 1955]

Positioning: The Battle For Your Mind
by Al Ries and Jack Trout
copyright 1981.

I did not realize what I was "taught" growing up was in fact "Positioning" until I read the book.

If I ask you to name a Product no matter what catagory you have "positioned" in your mind what is the best car, truck, gun . ammo, flashlight, batteries, soda ...

Personally the anti's and those against Liberties, Have "positioned" in the public minds, guns are bad, evil, not needed...etc.

IMO/IME
Where I see folks get into trouble - and applicable to anything - even guns and Liberites is this:
To be sucessful one needs to be first, not have line extension, take the initiative and be offensive. Address problems head on, with brutal honesty and admit a mistake before the competition does.

Tylenol. Remember when the poison was found and all the hoopla. Tylenol did NOT wait to be called on the carpet, did NOT practice "acceptable risks" , did not sit on their butts and have a "team ready to defend , protect image, reputation or sales.

Tylenol said. Remove all the Tylenol.
Tylenol also took the proactive and were the driving force for tamper proof seals.
Yes it cost money. They Positioned themselves even better than before in the marketplace by taking the bull by the horns before any one else could.

The reality is we became complacent and took this stuff for granted. In the meantime the foes that would threaten our Liberties and our guns were very busy postioning in the public's mind the message they wanted to send.

We have been playing catch up and putting out brush fires instead of working on the main threat.
They have the media in their pocket.

We need media. WE need LOTS of media.

JFPO and "Innocents Betrayed". Our own Jim March , Labgrade and TRT, .Oleg's works, John Ross, Matthew Bracken...we need more.

While we are being silly bitching and griping about This gun is better that one. This forum is better than that forum, he don't like me, he looked at me funny...money and media is being used to influence a thought position to support legislation against US.

I swear I wish we had a network on the airwaves ! People damn sure don't read the Constitution, or anything else. Hell they don't vote...except for who is best suited to marry someone ...or best talent!

IF they are gonna sit on their butts..at least let them watch the truth. Educate with facts the Constitution as it applies to today. Positive gun use as pertains to law and self defence. How CCW does deter crime.

Hunting shows are great. Is that the ONLY position we want to have in the public's mind?

People that don't even like or play GOLF ...have postioned golfers as being good guys that give money to charities!

Smith and Wesson ,makes golf club heads. LOTS of golfers , folks that watch golf don't even know that. S&W has positioned themselves in the mind of the those that do know they do quality work. Never even put 2+2 together that S&W makes firearms.

What position do we want be in the mind's of the public?
 
As a mid 20's shooter in a VERY anti area, I really see how it's been marginalized here. My grandpa tells me how he used to shoot deer from the backyard and nobody cared. My uncles tell me of toting pellet guns around the neighborhood and nobody cared. Now, when I go buy ammo, there are times I get harassed. I go to buy padlocks for my transport lockboxes, someone asks me why I need 6 locks, and I have to lie because I don't know how the person is going to react when I say that I have guns to get back and forth from the range and this stupid state says that I have to lock them up somehow.

We as shooters need to be as inclusive as we can. I was a member of another board, till a member with more "juice" decided I was a plant and I started getting the cold shoulder. This is the problem with having a hobby/interest that is so unpopular with the media and certain politicans. Ownership of cool toys is frowned upon, so the owners are harassed, called fanatics and psychos and extremists. We/they are a secular group just because it's less stressful that way. When i see a kid with a pellet pistol copy of the gun I own when I'm at the range, I want to let him shoot it a couple times. I don't want to worry that by letting an 11 year old shoot, I'm guilty of a felony.

I guess what I'm trying to say in a long-winded and roundabout way is that I agree. Our image sucks, and it's largely the fault of the anti-freedom crowd. I try to take as many kids and women as I can shooting, just to show that pulling the trigger doesn't immediately result in babies dying and Hell opening up its evil maw to swallow the innocent. You wouldn't believe the stuff that people think is fact, just because nobody was able to call BS on the speaker. Plastic guns everywhere, and beltfed weapons in every gun store for sale to kids. The look of horror on someone's face when I share that I got my first gun at 14 would be priceless under normal circumstances. Most people of earlier generations would consider my parents negligent...for not getting me one sooner! I don't know how to fix the problem presented by our vaunted publik officials, short of some very extreme and unpleasant solutions that no sane person wants to face. I think that once we can finally send the grabbers on their merry ways for good, then we will see a resurgence in the shooting sports and shooters can come out of the closet again.
 
Jim you're absolutely right, we need to market like Honda. I was just watching (I believe) a history channel (might have been on discovery) about motorcycle marketing in the US and they talked about the circa 1970 Honda slogan "you meet the nicest people on a honda".

Amish Bill's daughter would be a good poster child for "You meet the nicest people at the gun range".
 
I'm all smiley, but I have to offer a correction - That's not my daughter. She's the remarkably functional opposite of her mother who lives a few doors down.
 
Excellent picture anyway Bill. I'm glad her mom will let her shoot. I had the date wrong on that Honda campaign, it was 1963

youmeet.gif
 
I saw that Honda bit on TV too. :)

I'm hoping ot get more young, attractive types to learn to shoot so I can have more pictures like that to share. Now that I have some better gear and am slowly re-aquiring 'a clue' about taking decent pictures, I hope to have much better results. :)
 
The best and cheapest marketing campaign are those that brag on changes which have already taken place to a market. In the case of the RKBA the fractured structure may well make it impossible to develop a national coordinated campaign which can be afforded by its participants.

In my view there are a few structural changes the industry will have to make well ahead of any image work.

--Consumer level retailing will have to enter the 21st century. It is still mom and pop of the late 19th century. Customers will have to be welcomed and honored instead of being a hinderance. Product knowledge needs to be drastically upgraded and a considerable amount of it will have to be reduced to literature which include a stronger internet presence. Pricing policy will have to change from horsetrading similar to car buying to fixed prices just like 99.9% of all pricing is anywhere else. Negotiating price for something that is completely unfamilar to the customer just screams, "I'm gonna screw you!"

--Firearms manufacturers which sell to LE // military // civilian markets will need to discover the wonders of market segmentation. It is much more expensive to segment the civilian market away from LE // military but it is rewarding. How many civilians are scared off from sports shooting by major manufacturers public emphasis on black tactical chic designed to be attractive to the Kevlar Krowd. Martha Sixpack will be turned off by oh, say, SigArms tactic chic even though they make truly outstanding firearms.

--Consumer level and manufacturer level companies must cater to the female of the species. Doing so will begin to change minds of men, children, and schools. Catering to the female of the species is a formidable subject so let's just change the wording. The gun culture must civilize itself. Retail outlets need to be attractive, light, open, airy and clean smelling. Bathrooms need to 1>exist, 2>function, 3>be clean, and 4>be designed for the female of the species.

A lot more can be said but I'll shut up for now.
 
I can see it now.. a picture of a grizzled marine holding a smoking M-16.... with a caption like "You meet the nicest people with an AR-15"

Maybe I'll sell that one to Adbusters.

Anyway, back to the topic at hand.

Marketing ourselves to the soccer moms by promoting the shooting sports is probably the best way to go. The problem with the shooting sports is.. well the are really TV friendly.

Take a kid shooting. Take a friend shooting. A few hours in the sun with a pop can and a .22 will do more than any of our clever posters/mottos/ads and marketing plans.
 
I think we all do that now, though, and the "culture" isn't changing.

I was at a meeting today and the only people under 40 there were me and my two kids. About 1/4 were women, but the bigger problem is the age of people becoming involved.
 
Harley Davidson didn't get big (again) by making themselves a safer, happier image, but by appealing to ageing boomers' desire for some danger.

That, and finally putting out a halfway decent product.
 
I think you're right, Waitone. This is something that manufacturers have to do and that's what I've been missing. I'm so focused on the "Rights and how to preserve them" aspect, that I'm neglecting "firearms as means of making a living."

Where the heck are their marketing people? Why am I wasting time thinking about this when there are politicians somewhere I could be annoying. :)

Seriously, the two things are interdependent. If they can't get this into the mainstream, we're not going to ever be able to be completely successful from a legal point of view. If we can't keep the laws at bay, the gun companies are going to have a tough time increasing their market share.
 
Yep, Morgan..I agree..that's part of why I keep coming back to what they did. They used danger, yeah..but not *too much* danger, if you know what I mean..a little edgy, but no one was fooled: people are generally pretty careful riding around on a piece of machinery that cost more than a college education. So, it was perfect advertising/marketing..creating an illusion. But it definately worked for them and changed the "biker culture" to something acceptable to everyday people. Sheesh, they had every middle aged yuppie and hip college kid wanting one of those things. We need to do the same with sport utility rifles.
 
Very good observations here

I think part of the problem is the anti gun people can just say "the NRA" or "the gun lobby" and conjure up images of shady men in smoke filled rooms plotting to hand out guns to criminals. They bypass the fact that most gun enthusiasts are regular, good people. Their job will be harder if we can put a human face on responsible gun ownership.
 
I think the biggest obstacle to any pro gun marketing is how the are reported as being used. If all people hear are reports of criminals using guns, then they do not see the positive side. If there were more detailed and objective reports, reported in mainstream media, I believe Americans would change their tune pretty fast. Example: pre 9/11 people mostly associated guns w/ criminals. Now that they think there is an enemy that good people might need to shoot, there has been a progun shift.
This perception of criminals w/ guns is fed by the media and can only really be reversed by the media. I dont think that there is a "liberal" media bias. i think the but a bias on issues on an individual basis based on corporate or political affiliations or personal beliefs of the producers/reporters. Currently the media bias is against guns, but i do see mainstream media biased in favor of conservative influences sometimes.
So in conclusion, what we need to ask is "what will make the media biased FOR gun ownership and carry?"
Any ideas?
 
Maybe individuals (preferably ones with some writing talent) can write up short reports on local competitive shooting events and submit them to local papers for inclusion on 'slow news days'.

If you can include pictures, try to include as many as possible featuring happy, smiling ladies & children.
 
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