Jim GilmartinMember since October 2009Contact Jim
- Principal Coming of Age
- Facebook: https://www.facebook.com/comingofageinc
- LinkedIn: https://www.linkedin.com/profile/preview?vpa=pub&locale=en_US
- Twitter: @jimgilmartin2
- 710 Warrenville Road
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- 60532 USA
Jim Gilmartin is the founding principal of Lisle, IL based Coming of Age, (www.comingofage.com) 630-462-7100. Established in 1991, The full service 50+ Marketing Agency specializes in helping clients to increase market share and profit in 50+ customer markets. Over the past 25 years, Jim has achieved national recognition for his expertise in sales and marketing to Baby Boomer and older customers. He is an experienced business development and marketing and sales professional and provides valuable insights into connecting more effectively and efficiently with Baby Boomer and older customers. The author of numerous articles on marketing and sales, Jim is a frequent keynote speaker at professional conferences. Jim earned his B.S. and Master’s Degree from the City University of New York. He can be reached at 630-462-7100 or firstname.lastname@example.org.
Articles by Jim All articles by Jim
- Marketing To Baby Boomers - 'For Sale: Baby Shoes, Never Worn' in
Most of us love stories. That's nothing new. However, marketers need to understand better the value of storytelling in communicating messages. As we age, stories play an even more important role in how our brains process information about your products and services.
- Want To Connect With Baby Boomers? Get Your Messages Creatively Right in
Contrary to the perception that aging brings a calcification of shopping habits, many over-50 consumers diversify their spending habits as they grow older. That diversification, plus the narrower tactics of contemporary marketing practices, makes them much tougher to reach through advertising. As older consumers and the Baby Boomer cluster move from the crowd-think of their youth to personal uniqueness, marketing messaging should also move to meet them on their new turf.
- People Make All Purchase Decisions in
In a recent article, "All purchase decisions are made by people" Gavin Finn, CEO of Kaon Interactive wrote, "While data science and analytics have become an essential element of every modern marketing arsenal, it is wise to remember that people make all purchase decisions."
- Baby Boomers Clearly Into The Fall And Winter Of Life Stages in
Today, the oldest Boomers are 70. The core needs and maturational changes in values, views and behaviors of 70-year-old Boomers are not materially different from those of 70-year-olds in the past. Boomers' differences from previous generations are more differences of style than of substance.
- To Connect With Baby Boomers, Be A Servant Marketer in
Contemporary theories of marketing are increasingly defined in the context of collaborative relationships between a marketer and customers that operate on behalf of meeting needs of the latter. But honoring this idea is often problematic because a continuing focus on sales quotas pressure marketing and sales staff to concentrate more on making deals than on helping people meet their needs and fulfill their aspirations.
- How To Connect With Baby Boomer Women, Part II in
Men and women are as different "shop-ologically" as they are biologically. What's important to men is typically not important to woman. In addition, keep in mind that women don't buy brands; they join them. Think about the things we join - clubs, political parties, organizations, even religions; they are the institutions in our lives that really matter. The ones we stick with through thick and thin. The ones we cherish and value.
- How To Connect With Baby Boomer Women, Part I in
In a recent "Marketing Daily" commentary, "Advertising's Gender Problem: Some Brands Are Starting To Get It," author Jean Freeman writes, "But here is another sad reality about advertising today: Women control an estimated 85% of purchasing decisions in this country, yet over 91% of them feel like advertisers don't understand them. Recently, the objectification of women in advertising reached a critical mass with the launch of the #WomenNotObjects movement. 'Women' have become the latest buzzword in the ad world, with more focus on the problems and not on the positive examples or solutions."
- Experiential Segmentation: Allowing Boomers To Personally Define Value in
Greater individuation brought into the marketplace by Baby Boomers lessens the usefulness of traditional customer segmentation for reasons of simple economics. The greater the degree of individuation (the older we get, the less alike we become), the smaller the sub-groups; the smaller the sub-groups, the less cost-effective it is to tailor marketing programs to such groups.
- Do You Ever Wonder Why Baby Boomers Are Not Loyal To Your Brand? in
Companies, often encouraged by legal counsel, regularly resist expressing vulnerability, sometimes at great expense. A classic example took place in the early 1980. The Audi 5000 was reported to accelerate spontaneously from a stand-still without driver involvement. Audi responded with not even a token amount of compassion and vulnerability. It said simply that drivers were at fault.
- To Connect With Baby Boomers, Shift Your Marketing Paradigms in
A paradigm is not a way of doing things; it is a way of thinking about things. A new marketing paradigm cannot be understood according to the rules of the paradigm it replaces. Says brain researcher Bernard Baars in "In the Theater of the Brain," "Our inability to report intentions and expectations simply reflect the fact that they are not qualitatively conscious. A more dramatic discovery is that motivations do not originate in the conscious mind. This discovery seriously undermines traditional ideas about how to learn about customers' motivations. It is a discovery that is bound to reshape both research and marketing."
Comments by Jim All comments by Jim
- Tiny Living For The Not-so-small Life
Great insights and a harbinger of things to come.
- People Make All Purchase Decisions
Hi Pete, Thanks for the kudos. The point I was making in “Deliver objective information at a slow-to-moderate pace. Avoid jumping around on the issue. Maintain a steady equilibrium as you speak. Ask many open-ended questions that start the customer talking” was to caution a staccato approach to the conversation. Jim
- Mr. Garfield In The Echo Chamber With A Microphone
(Garfield at Large on
Why bother, indeed! Most Americans absorb media that supports and validates their current beliefs.
- Women STILL Hate Wall Street - Just When They Need It Most
Stephen is on the mark as usual. However, little understanding of how to connect better with women has spread far beyond Wall Street as evidenced by many surveys, reports and whitepapers on the subject.
- Have We Overrated The Millennial Consumer?
Can't attest to the 500% stat or the generalities of Baby Boomer purchase habits, but the essence of the article is sound. We marketers "tend to trend" often. Remember the old cliché about the bank robber Willy Sutton. When asked "why do you rob banks?" he replied, "That’s where the money is." The big money is typically in the pockets of Boomers.
- Women 45+: Worth Targeting In EVERY Category
As usual, Stephen hits the mark again. In addition to research results mentioned, Tom Peters once said “The numbers are unequivocal, the gender differences are undeniable, the opportunity is inarguable and the market is enormous . . . economic opportunity No. 1. Statistics overawe - Women are responsible for 83% of all consumer purchases. Vacations - 92%. Houses - 91%. Consumer electronics - 51%. Cars - make 60% of purchases, significantly influence 90%. Choice of a new bank account by women - 89% of the time. Health care - 80% of decisions, over two-thirds of all health care spending. American women by themselves are, in effect, the largest ‘national’ economy on earth. Unfortunately, too many companies don't get it and often pay little attention to these lucrative targets.”
- Experiential Segmentation: Allowing Boomers To Personally Define Value
Paula, Thanks for your comment. However, I wasn't recommending Anthropologie as a retailer for Boomer women. I was using their approach as an example of a retailer that lets the customer define the experience rather than try to manipulate them through the shopping experience.
- From The Primaries To Hollywood, Ageism Takes A Well-Deserved Hit
A well laid out foundation for marketers to practice inclusion marketing.
- How To Sell Fitness? It's All About Energy!
I agree with the concusions reached by Stephen. Creating gateways to higher energy and good feelings for 50+ women will result in higher sales for providers and increased positive word of mouth.
- Look Who's Turning 50: From The Super Bowl To Cindy Crawford
Patricia Lippe Davis
Good article and accutate stats. Unfortunately, too many marketers don't subscribe to promoting the value of inclusivity in advertising.