This month’s HBR echoes  much of what Lady Geek has been highlighting for the past 18 months-perfect timing for my upcoming Symbian talk.  Firstly, that women represent the largest market opportunity in the world- in aggregate, the opportunity is bigger than China and India combined.

Secondly that despite this, most companies continue to market to men and fail to explore how they might meet women’s needs. Or they target women as an afterthought through patronizing initiatives.  Dell’s Della being a perfect example.  The NY Times said Dell needed to go to the ‘school of marketing hard knocks.’

And namely, that those companies that can offer tailored products and services are in prime position to win, when the economy recovers.

Interviewing over 12,000 women about everything ranging from their jobs and education to their hopes and fears, BCG found that women are vastly underserved.  Women feel few companies have responded to their need for products and services specifically designed for them. Too many businesses behave if women had no say over purchasing decisions.  With the recovery in sight now, women will represent one of the largest opportunities and are an important force in spurring a recovery.  One of the findings echoes Wave 1 of the Lady Geek Brand Survey;

I hate being stereotyped because of my gender and age, and I don’t appreciate being treated like an infant.”

Interestingly, the research highlights that women are happiest in their early and later years and the lowest point is early and mid forties.  Women struggle to cope with both children and aging parents, so are most receptive to products that help them better control their lives and balance their priorities.

I could not agree more with their final point;

A focus on women as a target market-instead of a geographical target- will up a company’s odds of success when the recovery begins.

Its official.  Ladies, get your pink handbags out.  The new ad from PC World and Dell is officially the most patronising ever.  It starts with the line

My world is fashion.  I just have to colour co-ordinate everything.  Even my laptop.  That’s why I love the new Dell laptop.

Pass me the barf bag.  Please.  It just gets worse.  Should I get pink to match my shoes….  Must I go on?  I am sure you get the picture.

This is an example of 2 companies who have money to waste.  2 companies who have no idea of how to talk to women and most importantly, no idea of the role that technology plays in a women’s life.

I thought that Dell would have learnt from their latest Della ‘for women’ website which seems to have such bad press that they have renamed it.  This is disappointing as the Dell Inspiron mini 10 is a  fantastic piece of kit.   I also thought PC world had made some progress with their latest work.  But alas, it seems a group of middle aged balding in marketing (sorry but it has to be) decided that “women are the answer.”

Here’s the logic.

Women like shoes.

Women like pink.

So to make women like technology, we need to pink it up and dumb it down and make it match her shoes.

Do me a favour.  None of the professional women I know (which is where the biggest financial opportunity is) would be seen dead with a pink laptop.  For most women over the age of 12, pink is definitely not their world.

And even more offensive is not the colour, but the positioning.   The women I speak to love technology.  The creativity and human interaction it adds to their life.  Not because it matches their shoes.

On the positive side, it confirms how much technology brands need specialists such as Lady Geek to put an end to patronising ads like this.

My WARC conference presentation stressed that the best way to market to women is to be inclusive rather than to simply overtly exclude men. Nevertheless, most marketing activities aimed at women do so simply by shutting-out the other gender. It’s a mirror-image of the current marketing worst-practice. Della, the new netbook sales portal from dell is a pastel-pink feminized counterpart to the unapologetically ultra-masculine Dell.com. It’s a perfect example of the current trend of exclusion marketing.

I remember interviewing one Lady Geek who told me in no uncertain terms that the ‘Dixons Women’s Only night’ was her idea of hell.

“What are they going to do, give me cheese and pineapple on a stick and tell me how to turn the telly on?”

Not exactly the response that Dixons were looking for, and in my experience a strategy which never works quite as well as the men who invented it might expect.

Marketing to women should not feel like “an initiative” i.e that a group of 40 something balding marketing men have been sitting in the boardroom and some bright spark says ‘We need to appeal to women. I know, lets create a portal for women, pink up and dumb down our products…we could even call it Della…(guffaw guffaw)

I admire Dell’s intent. Its brave. It shows that they recognizes that in the current environment, its a smart strategy to improve your bottom line by targeting women. I’m skeptical that Dell will achieve their objectives for two reasons:

Firstly,  do they really have a long-term commitment to growing the female market? Dell has a history of superficial and short-term business strategies such last year’s half-hearted flirtation with Linux . Is there any commitment to go beyond the shell of rebranding and create something which will profoundly appeal to this new market? As Elisabeth Kelan states, when you open the Inspiron artistic shell, its just an ordinary dull Dell laptop underneath.  How much of the products and community parts of the site have been specifically developed with women in mind rather than been re-skinned to appeal to women?

Secondly, I do not think that Dell have achieved a depth of understanding of their new female audience. Evidence of this is the handy lifestyle tips which state the excessively obvious. We also find the usual marketing copy cliches such as ‘giving extension to your digital life’ (I don’t want a digital life, I want a life with technology in it) and ‘enhance your life with technology’ and the ‘giving’ section – it’s the kind of vacuous text that means absolutely nothing.

From a product perspective, the site makes a big deal of their pretty new Inspiron Netbooks, however there’s not a whole lot else on the site – yet another echo of Dell’s failed Linux strategy which also presented an absurdly limited subset of Dell’s quite massive portfolio of products.

My research conducted with Jupiter found that a third of British women are frustrated, alienated and bored by the way tech companies market to them. Despite this most tech marketers are in denial about what must be done: There is plenty which can be done- it just needs to be executed and approached in the right way.

Strategies tech brands need to apply;

1) Go for an implicit strategy appealing to women rather than creating an overt exclusive ‘silo’. Overt branding such as Della, Dixon’s Women’s Only nights and Comets Angels give out wrong signals. Nintendo spent hundreds of dollars understanding women and their fitness regimes but never overtly positioned Wii Fit as ‘gaming for girls.’

2) Make women the heart of your strategy not the icing on the cake. Nike Women has invested millions and is part of a strategy which demonstrates Nike’s long term commitment to women. It goes beyond flogging products and starts to offer real benefits.

3) Develop an authentic understanding of women and what they want before you embark on women only strategies. Employ experts such as the Lady Geeks (shameless plug) who will help you go beyond the superficial and can deliver your proposition in a way that is not going to get women irritated. Dell have lost touch with the reality of those women its trying to sell to.

4) Position technology as entertainment rather than a female or male pursuit. Jeremy Clarkson, has equal appeal and ratings amongst both sexes. Rather than talk about the technical aspects of a car in a dry way, he has used humour and entertainment as a way to make cars appealing.

Della is a somewhat superficial step in the right direction. Lets just hope Dell listen to their customers and radically overhaul Della the concept before it becomes yet another of Dell’s six-month flirtations.

Historically women were often seen as the reserve army of labour who take men’s jobs in factories and offices while men were at war. In a crisis women’s labour power was deemed important.

A similar thing seems to happen in regards to women’s purchasing power. Often ignored in good times, The Economist claims that marketers realize the importance of women as customers during the recession.   In the article entitled ‘Hello, girls’ echoing the iconic ‘Hello, boys’ Wonderbra adverts of the 1990s, it is mentioned that women buy 90% of food and 55% of consumer electronics and in fact most new cars. Women are thus a major force when it comes to purchasing power.

Marti Barletta, who authored ‘Marketing to Women’ points to three reasons why women are the new target market. First, brand loyalty which is apparently higher with women. Second, women are good at spreading the message about products they like. And third, most of the job losses in the States were in male-dominated areas.

The examples of recent campaigns quoted in the article includes Frito-Lay. Frito-Lay is enticing female customers with the slogan ‘Only in a Woman’s World’ to get away from the masculine image that crisps apparently have. McDonalds’ is sponsoring the New York Fashion Week to promote new hot drinks for women.

However the article also mentioned that changing the brand image through associating it with women can have negative effects: when Porsche designed a car for women, this increased sales with women temporarily but many male customers were lost – on the basis that the brand was too feminine.

 

 

In relation to technology, Dell seems to get the message. They launched a website called Della, where they sell amongst other devices the Inspiron Mini 10 Netbook explicitly to women. The exterior seems to be a far cry away from the appearance of the Dell laptop I used to have from work. It is available in many colours and patterns. Many of those are designed by artists. Della laptops allow customization and while your netbook might look more artistic, once you open it, it looks as dull as many other Dell computers. Maybe companies need to be a bit more creative in marketing to women – particularly in a recession.