Co-op advertising is a green choice

Despite the huge growth in online advertising, paper ads are here to stay. Magazines, direct mail, flyers, newspaper ads and inserts all remain popular choices for getting messages to potential buyers. Even green companies need to advertise.

But as a green business, we face a unique dilemma. How can we reach the print media reader without compromising our green standards?

Think about it: Sending out 100,000 direct mail pieces touting an environmentally-friendly company raises a host of issues, from paper choices to the carbon impact of the delivery vehicles to waste generation. And yet, we cannot afford to miss the chance to reach customers, if we want to remain in business.

While we can make greener choices in the paper and inks we select, the old-fashioned practice of co-op advertising can offer an even greater benefit for the earth, and potentially, for our businesses.

The concept is simple. Two or more companies offering complementary services or products advertise together on one flyer or in one magazine or insert ad.

The immediate benefit is less paper, less ink and less trash generated to have two or more on one page instead of each separately. But there is another plus....

Co-op advertising allows businesses to offer a more complete line of services or products to each customer. For instance, a green lawn care service can co-op with an organic plant nursery, so potential customers can buy the plants they need and find the service to care for their landscaping, all in one ad. A green energy products company could co-op with a contractor who uses environmentally friendly building methods. By meeting both needs, you increase the chance that a customer will act on the ad.

This works for B2B clients, too. In the case of the sponsors of this blog, MyStatePosters, they could do a co-op ad with a green cleaning supply company giving restaurant owners a way to buy green cleaning products and green labor law materials, all from one ad. Both are necessary but not exciting products a restaurant needs -- how convenient to find both in one ad.

Co-op advertising isn't new. I have paper church fans and ad cards from the late 1800's and early 1900's that used the same technique to draw customers into related stores, or even into the same part of town (shop here, eat next door.) Who knew they were so green way back then?

Making greener cheaper

Greener can and should be cheaper.

My previous posts on green marketing and overpriced goods lead to a lot of comments via e-mail. Some agreed, and gave examples of truly green marketing in Europe where the absence of overtly green images doesn't change the fact that the products ARE green. Another had attended a green trade show here in the US and complained about the explosion of green ink, and the even more disturbing fact that many of the items advertising green loving were not in fact green products at all!

Others complained bitterly, saying that of course green has to cost more -- a lot more -- because the raw materials and processes are so much more costly. Is that true? It may be in the short term, but that is largely because of the high retail prices, rather than an excuse for them. More about that later.

I want to explore ways in which green items can...and should be cheaper. And why manufacturers and suppliers using the green image as a gimmick are over-inflating the prices,using guilt or fear instead of value as a marketing message.

The next few posts will focus on the real costs of green production, building and sales. I would hope you would join in by commenting on the blog or by submitting guest articles. I want to hear from you. I want to open the floor to the why's and how's of green life and business. Will you join us?

Developing green products that sell

On Friday, I went after the glaring failures I see in the green product world. And since I'm a firm believer in never pointing out a problem without also offering a solution, here are some ideas for creating or sustaining a green product line.

1) Do your research! The Internet is an endless resource for research. Start there. Find out what people are looking for. Join forums and read blogs. See where the push is for greener products. A preliminary search a few days ago revealed lots of new moms looking for organic or natural baby clothes that don't cost a fortune (babies grow too fast!) but offer some protection from the harsh chemicals now used in most infant wear. Is the need met? From the number of posts, clearly not. Remember, successful green marketing is not about telling people that they need something, it's about finding out what they need in a green format and providing it.

2) Mind your price points. Just because a product is green, doesn't mean it should cost more. And it certainly doesn't mean it should cost a lot more!! Work to source your materials and processing with an eye on the final retail price. We're living in a shaky economy. If you want your products to sell, they have to offer value as well as a greener benefit.

3) Skip the shouting! Just because your product is green, doesn't mean it has to look different! People like pretty greeting cards on white or colored card stock, so forget the brown cards imprinted with faded earth tones. Soy and vegetable inks are available in a wide range of real colors, and recycled paper doesn't need to be brown or grey!

Of course the buyer should know it's green -- but that could be as simple as a tag or imprint. It doesn't need to be in their face. Make it work for ordinary shoppers, too. Cartoon characters on organic cotton bibs and t-shirts instead of tired "save the earth" slogans will sell more product and thus do more for the earth by replacing non-green items with similar images.

4) Start with the purpose. If the purpose of making and selling green products is simply to show the world what a mensch you are, by all means, continue making them obvious, different looking and elitist. But if the purpose is to help the planet and make a difference, focus on how you can take ordinary, popular items we all buy and use and make them safer, greener, more organic, less wasteful. Offer that, in a familiar look, functionality and cost level, and you will be on your way to a green business success.

Green advertising - Part 2

In the last post, we talked about mailing frequency, paper type and inks. Now it's time to look at the mediums you're using for advertising.

Are your customers on-line?

A newsletter, weekly or monthly flyer or a catalog are all excellent ways to catch potential buyers' attention. But if a significant percentage of your shoppers or clients are web-savvy, you can provide the same advertising for less online. An e-mailed newsletter or flyer eliminates almost all paper use, cutting both waste and costs for your business -- a big plus in troubled times.

Of course, this might not work for all businesses or even for all customers within a business's client base. Some customers may not be net-savvy. Others may prefer a paper catalog or mailing. But offering the choice could reduce your costs and your un-green marketing.

Piggybacking your advertising

When little thought was given to green issues, putting a dozen separate inserts into a newspaper or magazine was common. Each of these papers was for a different company, and even though most ended up in the trash (or on the ground in front of the newspaper box), the ROI was good enough to make the cash outlay worthwhile.

Factoring in the green issues changes that. What are the costs to the earth for all those separate papers?

There is no doubt that paper inserts and mailers can be effective. But a concept called co-op advertising allows businesses to work with related but non-competing companies to make one paper into two ads.

Some example of good co-op advertising include a travel agency and a luggage store, a pet supply store and a dog training company, or perhaps a car repair shop and a gas station.

More tomorrow! Happy Thanksgiving, everyone!

Green advertising - Part 1

Have you ever thought about how green your marketing plan is -- or is not?

If you're committed to running a green company, one of the issues you have to consider is the environmental impact of your advertising. Some of the factors to consider are;

Frequency of mailings and the impact of those on your sales.

If a monthly mailing doesn't generate significant increases in sales, consider cutting back to every other month. That would mean half the paper use, half the transportation-based energy use, half the production energy use, and probably half the waste generated (a few consumers might recycle, which would reduce that waste.)

Look at the paper you're using

Are your catalogs, flyers, postcards and other paper marketing tools printed on recycled paper? Switching to recycled paper, especially if you have frequent mailers, inserts or offer large catalogs, could significantly reduce virgin paper use and slow down tree cutting. Even a few trees saved is better than none.

And what about the ink?

Many commercial inks contain heavy metals and other potentially toxic substances. When printed material ends up in landfills, those dangerous substances can leach out and contaminate soil or even group water supplies. Switching to a soy or vegetable ink eliminates that environmental hazard.

I'll give you more issues to consider in tomorrow's post. And then on Friday, I'll suggest some greener advertising choices that just might work for you -- and the earth.