Green-Marketing Revolution Defies Economic Downturn†

Sustainable-Product Sales Rise as Eco-Friendliness Goes Mainstream and Value Players Join the Trend

Advertising Age, April 20, 2009 — Green marketing is turning out to be surprisingly recession-proof. Datamonitor shows 458 launches so far in 2009 of package-goods products that claim to be sustainable, environmentally friendly or "eco-friendly." If that pace holds all year, it will triple the number of green launches last year, which in turn was more than double the number in 2007. Seventh Generation CEO Jeffrey Hollender said his company's sales were up 50% last year and 20% in March year over year despite Clorox, Church & Dwight and now SC Johnson entering the space. "The good news is that in general these products are faring better than most categories," he said. "A lot of people would be desperate to have 5% growth."

Green-Light Specials, Now at Wal-Mart

New York Times, January 25, 2009 — IT was billed the Choice Meeting: a secret two-day conference in Arkansas in 2005 pairing Wal-Mart Stores, a symbol of scorched-earth global capitalism, with some of the nation’s most influential environmentalists. And it began with a zinger.

“Tell me why I should care about an endangered mouse in Arizona?” asked H. Lee Scott Jr., the retail giant’s chief executive, only partly in jest.

At the time, Wal-Mart was the target of a well-orchestrated assault focusing on its labor practices and environmental record. It was also straining to keep its legendary growth on track. Mr. Scott, hungry for ways to protect and transform his company, began to see environmental sustainability as a way to achieve two goals: improve Wal-Mart’s bottom line and... continue reading

Green Pragmatism

Eco-savvy consumers should be at the center of your brand strategy.

Hub, January 22, 2009 — Despite its Hollywood trendiness, the average person doesn’t go out and buy a Prius just to feel good about reducing his or her carbon footprint. Most people buy cars that meet their motoring needs and end up choosing a Prius because its environmental proof-points align with their personal requirements.

It’s the classic emotional/rational balance: a high-mileage vehicle from a respected, reliable manufacturer means lower consumption of greenhouse-gas producing (not to mention high price-volatility) fossil fuels.

The Prius appeal is a perfect example of green pragmatism, because the vehicle’s environmental benefits are used for more than just a “feel good” green spin — they are rational product proof-points. As a result, the consumers’... continue reading

Boomers: The Greenest Generation

Mediaweek, September 9, 2008 — While conventional marketing wisdom holds that it's the idealistic Gen Y shoppers who are most committed to buying products that are less harmful to the environment, a new study finds that baby boomers are the greenest generation.

How to Avoid Eco-Fatigue†

Not Only Marketers: Media Also Needs to Do Its Part to Keep Consumers From Burning out

Advertising Age, August 19, 2008 — People are getting sick. A wave of green fatigue, eco-exhaustion and environmental anxiety is spreading among consumers. Overwhelmed by choices, disgusted by corporate hype and living with the fear their efforts will never be enough, people are tuning out, say the experts.

Toyota's New Ads Accentuate The Positive

Marketing Daily, August 12, 2008 — Toyota has launched a new TV, print and online campaign that promotes the brand as the future of green, safe and humane mobility.

GM Opens Cutting-Edge Green Dealership Near Detroit†

Earth-Friendly Move Offers a Rare Bright Spot in Publicity for Embattled Automaker

Advertising Age, July 16, 2008 — DETROIT (AdAge.com) — As it plots major spending cuts and bats back bankruptcy rumors, General Motors Corp. today celebrated the opening of a $15 million green dealership, LaFontaine Automotive Group's new Buick-Pontiac-GMC and Cadillac facility in suburban Detroit.

For Unilever, P&G, No Good Deed Is Going Unpunished†

Damned if You Do: Cause Efforts Become Ammo for the Critics

Advertising Age, May 5, 2008 — Greg Allgood, who directs Procter & Gamble Co.'s Children's Safe Drinking Water program, recently has spent a lot of time demonstrating Pur's purification packets for developing countries that turn disgusting, brown water crystal clear. On one TV appearance last week, he accidentally took a swig from the dirty "before" water instead of the treated water in a clip that made the rounds to "Countdown" on MSNBC.

It's symbolic of the downside companies in the forefront of ethical marketing have faced in recent weeks: No good deed goes entirely unpunished; high-profile stances on social causes can have unintended consequences; and the water is getting pretty murky as "ethical marketing" encourages consumers and activists to delve into corporate policies in... continue reading

How to Stay in the Black While Going Green†

Marketers' Product Focus Can Overlook Important Customer Needs

Advertising Age, April 2, 2008 — Philips launched EarthLight, an energy-efficient compact fluorescent light bulb, in 1994. The bulb had a clumsy shape that was incompatible with most conventional lamps, a confusing package and a price tag of $15 compared to 75 cents for incandescent bulbs. Sales languished. Although it was well intended, the environmental positioning of the EarthLight appealed to only the greenest of consumers.

To be successful, green marketing must satisfy two objectives: improved environmental quality and customer satisfaction. Misjudging either or overemphasizing the former at the expense of the latter — as Philips did with the EarthLight — can be called "green marketing myopia."

Clorox Courts Sierra Club, and a Product Is Endorsed

New York Times, March 26, 2008 — SHOPPERS in the household cleansers aisle of a Wal-Mart here one recent morning glanced at Clorox’s new Green Works products with disinterest, enthusiasm and skepticism. Their comments neatly summarized the pros and cons of Clorox’s bid to appeal to customers who buy with the environment in mind.

For Clorox, a company that built its name on chlorine bleach, the products are another foray into green marketing, after its purchases of Burt’s Bees, the cosmetics company, and Brita water filters. More important, the Green Works products are about to be paired with a name — the Sierra Club — normally associated with fighting toxic waste.