Category: Print Business

62 percent of shoppers that made purchases after receiving print catalogs said the purchase was influenced by the catalog.

This finding comes from a new study by InfoTrend examining how print materials in influence retail purchases online and at brick and mortar stores.

We’ve written about the resurgence of print catalogs (from companies as diverse as JC Penney and AirBnB), and the new study is a great look into how consumers are responding to the catalogs.

“Catalogs are effective at triggering online and retail purchases,” said Barb Pellow, Group Director of InfoTrends’ Consulting Group, in a press release. “62% of consumers receiving catalogs who made a purchase within the last 3 months were influenced by the catalog.”

The study found that although shoppers were influenced by big, well-known brands like IKEA, L.L. Bean and Victoria’s Secret, they also were paying attention to print catalogs from small businesses.

“The market is shifting to away from the big book, general catalogs to smaller titles targeted at niche segments,” said the press release.

Print catalogs were found useful across a variety of demographics. The study found “no dramatic differences when comparing age groups or in terms of income, gender, or parents/non-parents.” Catalog trends in both North America and Western Europe were studied.

The study also looked at direct mail, including marketing collateral like flyers, brochures, letters and postcards.

Not only is two-thirds of direct mail looked at, but over 40 percent of consumers make purchases because of direct mail they’ve received. This marketing channel continues to be an effective way to drive sales, both in-store and online.

Print catalogs clearly remain an important part of a multi-channel marketing strategy for companies small and large. Contact Colorwise today on more about how the print collateral we print can improve your marketing goals.

Photo source: Flickr

It seems we can’t cover print news recently without discovering a new digital company that has turned to print magazines as part of its marketing strategy. One of the latest is fashion and style website Refinery29, though the distribution method the company is using to get the magazines to its audience may be just as noteworthy than the magazines themselves.

The company placed 30,000 copies of its first printed magazine in the cars of rideshare company Uber, according to Advertising Age. The move may serve to distinguish Refinery29 from other brands during this year’s New York Fashion Week.

Know Your Audience and Go to Them

One of the first rules of marketing is to know your audience and how to get your message to that audience. Refinery29 clearly recognizes how important this is and is using the new print campaign to bring their brand directly into the hands of their target audience.

Not only does the company realize that a ton of fashion-conscious women will flood New York City during Fashion Week, they also recognize that many of them will use Uber to get around. They recognize that those using Uber may have more disposable income than those that take the subway, and – because they chose Uber – may know more about current trends than those that hail a taxi.

Using print magazines in conjunction with new technology, Refinery29 is able to put print magazines physically in front of some of its target audience.

Once Again, Old Meets New

In addition to the campaign being a unique branding opportunity, the partnership with Uber once again illustrates how new digital opportunities can work in conjunction with existing technology – not in competition with it.

Uber has built a widely successful company based on providing the familiar service of getting customers from one place to another in cars. But the company turned the existing taxi and rideshare industry on its head by allowing users to summon a car – and then pay for their ride -on their smartphone. Additionally, Uber often is cheaper than existing alternatives.

This model shows how using new digital technology can work to improve existing technology and services, not replace them altogether. Refinery29 is doing a similar thing by using print magazines to complement its website.

One Off Print Magazines

The magazine, called Refinery29 Editions, is 28 pages with no advertisements. A company spokeswoman told AdAge that the magazine will serve as a bridge between the online world and real-world events. However, there are no current plans to produce further editions.

Image Source: Flickr

Airbnb recently became the latest tech company to turn to print marketing with the reveal of its new print magazine, Pineapple.

Many companies have been adding digital elements to their traditional marketing strategies for years now. This move typically began with a website and grew to include intricate digital strategies like social media, mobile apps, email marketing and much more.

But what about the companies that began in the digital realm? As the digital landscape becomes increasingly crowded, many are looking for ways to distinguish themselves and this often means moving toward print marketing, as counterintuitive as it may seem.

For Airbnb, print is the distinctive element. Here’s how the company describes the purpose of the magazine:

This is a printed magazine where honest stories are told by the unexpected characters of our community. It is a crossroad of travel and anthropology; a document of community, belonging and shared space.

Speaking to AdWeek, Airbnb CEO Jonathan Mildenhall said the magazine “will combine the emotional and practical sides of traveling by giving a comprehensive guide to neighborhoods and cities, as well as capturing the sense of belonging that comes from a memorable trip.”

It’s telling that the word “belonging” shows up in both descriptions. The company touts the slogan “Belong Anywhere” across its website, focusing heavily on the community it fosters among its users.

*Sidenote: The name Pineapple comes from colonial New England, where the fruit was a symbol of hospitality.

Building a Tech Brand Through Print

When it comes down to it, Airbnb essentially does one thing: hosts use the service to provide a room (or rooms) in their homes to Airbnb users (typically travelers). The company is providing the service and not the product, which is why the focus on building community is so important.

“Airbnb may not be supplying the end product, but it’s sure selling an experience,” writes Tessa Wegert at Contently.com, “and when a brand facilitates a P2P [peer-to-peer] service it has to gain the trust of users on all sides.” The article also highlights an Altimeter Group report naming a “desire for community” as a driving force behind Airbnb’s success.

In theory, strangers staying in strangers’ houses and sleeping in their beds seems a little creepy. But knowing that you “Belong Anywhere” – or, are a part of a community – makes the arrangement more inviting. The more people know of, talk about and use Airbnb, the less it seems like an anomaly to stay in someone else’s home; it begins to feel like you are part of something bigger.

Part of what has led to the growth of Airbnb is travelers that have used the service recounting their experience to others. Pineapple is the latest attempt to scale that sharing on a larger scale.

Why a Print Magazine Helps Airbnb

The magazine spreads the company’s message through feature articles and photo spreads on three Airbnb cities: London, Seoul and San Francisco (the latter is where Airbnb is based). Exemplifying the company’s community-first message, the article on San Francisco doesn’t focus on the city as a whole, but rather individual San Fran neighborhood of Outer Sunset.

The four-color, glossy magazine features articles and photography from freelancers, though the magazine was put created and managed by an internal team at the company. Noticeably, the first issue has no ads – the bill is being footed by the company. However, Andrew Schapiro, head of brand creative for Airbnb, told the New York Times that the company is looking at “ways of scaling this idea going forward.”

Schapiro also told the Times that 18,000 copies of the magazine will be distributed to Airbnb hosts internationally, and that a limited number will be available in bookstores in North America and Europe.

Building Brand Loyalty Online

So far it appears the company’s approach is working. According to Inc. – which coincidentally just named Airbnb its 2014 Company of the Year – the service now has 800,000 host listings worldwide along with 20 million users. Of those, 10 million used the service in 2014 alone. For comparison: Airbnb offers more lodging than any hotel chain worldwide.

That last statistic may be somewhat related to Airbnb’s goal for the magazine. The NYTimes article quotes NYU professor Bjorn Hanson as saying most hotel brands offer “a publication of some form,” and Pineapple “continues to position Airbnb as a legitimate hotel brand.”

While the company serves as something of an alternative to hotels, that doesn’t mean it can’t steal a thing or two from the playbook of the hotel industry. Namely, fostering brand loyalty for a service that exists online. This may prove difficult for a company that, again, offers no actual end product. But Pineapple is a physical reminder of the Airbnb brand and it aims to foster.

A Post Script: Other Digital Companies in the Print World

Airbnb is not the only tech company moving into the print world. Another high profile company that has launched a print magazine is CNET, one of the oldest online tech publications. Music site Pitchfork launched the quarterly Pitchfork Review in December 2013, and Editorialist – a fashion accessories site founded by former Elle editors – launched a biannual print magazine that has seen good results so far.

Speaking to AdWeek, Editorialist co-founder Kate Davidson Hudson said the site has seen a “huge uptick” in conversion of the online version of content that appeared in the hard copy magazine.

“We were making an effort to find out how we can be at all of our users’ touch points throughout their day,” said Davidson Hudson. “The big missing piece of that puzzle, ironically, was having a tangible medium to connect with them on.”

AdWeek points out that, in this case, the tangible medium grants access to consumers that may not go online first: e.g. “older women who are in the market for a $1,000 bag but might not look for it on the Web.”

This last part speaks to why digital companies are turning to print, and why in many cases the move is successful. The move ensures yet another avenue of interaction with customers, and in many cases that means a whole new way of interacting offline.

It has been proven that there are differences between reading online and reading print, and this is part of what makes the printed magazine useful to some digital companies. It’s certainly not great strategy for every digital company to start issuing print magazines, but some are clearly finding that it’s a great way to expand their brand and add a new aspect to their marketing campaigns with print.