Black Friday promotions outside the retail realmBy STUART ELLIOTT
The New York Times | November 19,2012Each year, the day after Thanksgiving, known as Black Friday, looms larger on the retail calendar as a starting point for the Christmas shopping season. This year, marketers outside the realm of retailing hope to get into the act.
Many of those marketers are offering deals and discounts that are patterned after the limited-time, price-chopping “doorbuster” sales at stores. Others are sponsoring events meant to catch the attention of shoppers and be discussed on social media like Facebook and Twitter.
In some instances, the marketers are unwilling to wait until Friday to climb aboard the Black Friday bandwagon, scheduling promotions that begin as soon as today.
The campaigns are examples of a marketing tactic known as “borrowed interest,” in which advertisers seek to associate themselves with major, topical events that are followed by the proverbial “everyone.” This has been a busy year for such campaigns, what with the spate of ads trying to take advantage of widespread interest in headline-grabbers like Hurricane Sandy, the presidential election and the mission of Curiosity, the Mars rover.
So to help bring out a new version of Di-gel, the brand of over-the-counter stomach remedy, the Ilex Consumer Products Group will host what it is calling a Black Friday Comfort Zone for shoppers in Manhattan. From 6 a.m. to midnight, there will be restrooms, a heated tent, phone-charging stations, comfortable seats and samples of Di-gel.
“While holiday shopping is supposed to be fun, it creates a lot of stress, and there’s no more stress than on Black Friday,” said Bernie Kropfelder, executive vice president and general manager for over-the-counter products at Ilex in Baltimore. “We thought this would be a nice respite.”
The promotion also helps underline the theme of the advertising campaign for Di-gel, he added, which is “When you overdo, undo.”
The fact that “a lot of shoppers” on Black Friday are women is another good reason for the promotion, Kropfelder said, because unlike “all of our competitors, who use a fairly masculine approach” in their advertising, Di-gel is being aimed at women.
The Di-gel campaign, which includes commercials and digital ads, is being handled by the GKV agency in Baltimore.
Another marketer emulating what retailers do for Black Friday is also pitching a new product. The Balance Bar Co., part of Brynwood Partners VI, is introducing the Balance Bar Dark line with a 50 percent discount for consumers who make purchases on Drugstore.com through Dec. 1.
“The timing with Black Friday made it an obvious choice for us,” said Erin Lifeso, director of marketing at the Balance Bar Co. in Valhalla, N.Y., along with the echo effect between “Black” and “Dark.”
Besides, she added, laughing, “you can throw a Balance Bar Dark into your bag” while shopping because “you need that energy to stay in line and get the Black Friday deals.”
The company plans to cross-promote the half-price sale on its own website, Lifeso said, as well as on its Facebook fan page and in its Twitter feed. “And we’re looking at Facebook ad buys,” she added.
Executives at Pizza Hut, part of Yum Brands, have been thinking about how to capitalize on Black Friday since around last Thanksgiving, when, said Kurt Kane, chief marketing officer at Pizza Hut in Plano, Texas, “we had good success with the introduction of our Big Dinner Box” product.
“We started planning then about how we could get into the conversation” during the 2012 holidays, he added, and talk turned to “a long-standing trend, which hit the radar screen for us about three years ago.”
Sales data showed that the day before Thanksgiving is “one of our busiest days of the year,” ranking with Super Bowl Sunday and Halloween, Kane said, as people getting ready for holiday meals, travel and shopping are “looking for alternative solutions for dinner on Wednesday night.”
As a result, Pizza Hut is introducing a version of Black Friday — named Red Roof Wednesday, after the signature look of its restaurants — with deals on its website and Facebook fan page. There will be a giveaway on Facebook of 250 gift cards, worth $10 apiece, and brand fans will receive 15 percent off online orders.
One discount is truly in the Black Friday mode: beginning at 4 a.m. Wednesday, the first 1,000 brand fans who visit pizzahut.com will receive 50 percent off a new product, the Overstuffed Pizza.
The promotions are “the logical next step for us in how to engage with consumers on these really busy pizza days,” Kane said. “You’ll definitely see us back next year, doing something fun and engaging.”
Hmmm. Perhaps 2013 will bring a deal that unites the red and the black, featuring the Stendhal Pizza.MORE IN National / World Business
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