The Physics of Marketing – Bragg’s law

braggBorn in 1890, William Lawrence Bragg was the son of a  Sir William Henry Bragg, a professor of science and mathematics.  So in his work, William Lawrence Bragg was simply carrying on the family business.  In 1915 the two father and son  shared a Nobel Prize for their work which involved using X-rays to analyze crystal structures.  The work they did eventually helped scientists to identify the double helix structure of DNA – earning Crick and Watson a Nobel prize.

In a nutshell, Bragg’s law predicts how x-rays will travel through crystal structures – thus allowing them to be identified by the light patterns that are produced.   This is the same science that is used today in PET scans and MRI tests.

From a marketing perspective, I struggled with this one.  So I am hoping for someone with more familiarity in Physics to throw me a bone.  Still, I will take a crack at it too.

Braggs Law is about the observation of patterns.  Much like we can observe consumer behavior.  In the same way that Bragg used X-rays, Marketing professionals sometimes must use more than just the naked eye to find meaning.   So when I think about this, I think about those swipe cards that are so popular at the Grocery.  These cards collect enormous amount of data about who is buying what and when.  Ultimately, if a marketer is able to properly analyze that data patterns emerge.  Such as when men buy diapers at the grocery, they also buy beer.  If one can understand these patterns, they can then be utilized to increase sales and improve the customer experience.  So if you know that on Thursday nights, there is a large influx of men buying diapers, you may want to put a display of beer on sale at the end of that aisle.  Throw in some pretzels too.

The idea is using tools and data to see patterns that are not readily observable on the surface.  I know that this is not exactly analogous to Bragg, but I think it is similar enough to post.  Now, I will let you teach me more about it. (Chad, Geoff)   Fun how this works.

Uncle Rico

unclericoI saw a commercial last week for one of my favorite films, the cult classic comedy Napoleon Dynamite.  In addition to making me laugh, the commercial set me to thinking about Marketing.  Specifically, I was thinking about the lesson that can be learned from the character Uncle Rico.

Uncle Rico, masterfully played by Jon Gries, is summoned by Napoleon’s grandmother to watch over things while she recovers in the hospital from a dune buggy accident.  As the film progresses, we learn that Uncle Rico lives in his van,  is a one time a star athlete turned tupperware saleman, and that in spite of his once awesome abilities his longtime girlfriend left him because he was “stuck in 82.”

Throughout the film, it is clear that Rico has a distorted vision of his own greatness.  There is one moment that is laugh out loud funny where he says something like “I bet I can throw this football over that mountain.”

So where am I headed with this?

Well let me ask you this… Is your company like Uncle Rico?  Have your best, most loyal customers left you for something new because you are stuck in the past?  Are you stuck making rediculous claims and re-living the glory years of old or are you innovating and changing with the times?  Are the strategies, techniques, and tactics you are using to grow your business in step with the technology of today and the needs of your customers, or are you just stuck in 82, 92, or even 02.

Just a little something to think about.

Ha Ha

hahaA few weeks ago I decided to write a post about how I was going to watch less television in 2009.  No sooner than I hit publish, did PBS start hitting me with some can’t miss programming  in the form of the series Make Em Laugh.

Let’s face it.  We all can use a good laugh these days.  This 6 part series chronicles the achievements of some of the funniest people of the last 100 or so years, and offers insightful historical context to that which we call comedy.

Each of the 6 episodes in an hour long, and features a nice mix of clips, rare footage, and interviews on a given theme.  Nerds, Sitcoms, Slapstick, Controversy, Wiseguys, and Satire – all are covered in an informative and entertaining fashion.   As I watched, I was overcome with memories of repeating these comedy routines in school, church, or some other place where it was probably not appropriate to do so.  Especially great to re-live George Carlin’s 7 words routine.  Memorizing that one got me in a lot of trouble, but also made me a lot of friends.  No surprise that I spent considerable time in detention and was voted class clown.  From Martin and Lewis to Steve Martin, Cheech and Chong to Seinfeld, Andy Kaufman, George Carlin, Jim Carrey, Robin Williams, Lenny Bruce, and Jon Stewart – they are all there.

At the time of writing this I have seen the first 4 episodes.  Each one made me laugh out loud.  The two remaining episodes will air this Wednesday, January 28th.  If you are reading this after the 28th, check your local listings for re-runs.  It is totally worth watching, even if you can only catch one or two episodes.

So, the bad news is I am not completely hitting my goal of eliminating TV, but the good news is that at least I am learning some things and having a good laugh.

Make ‘Em Laugh | PBS

Times Are Tough

timesaretoughEarlier this week my credit card statement arrived in the mail.  When my wife opened it she was shocked to see that our minimum payment had increased dramatically.  Upon further inspection, we noticed that the interest rate on the balance had been nearly tripled – i.e. from very low to very high.

“We paid it on time, right?”

“Yep.”

“We paid everything else on time right?”

“Yep.”

“Hmmm…  I need to make a call.”

ACT 1:

So I dialed up the customer service line on the statement and was connected to a very friendly representative of the company.  Upon verifying my identity, she asked how she could help.  I responded by asking for an explanation of why my rate had gone up so dramatically, when I had, to the best of my knowledge, held up my end of the bargain.  She chuckled and said “Oh, well you know times are tough right now, and we needed to raise the rates of many of our customers to help the situation.”  “You know, we sent out a letter.”  “The good news is that I am authorized to change that back to the original rate.”  “Would you like me to do that for you?”

Dumbfounded and pretty upset I replied with something like “uhhh…. yes?”  She actually sounded like she thought she was doing me an enormous favor by changing my rate back to what it was – like I should be thankful to have such a thoughtful company looking out for me in these tough times.  What?

I then asked if, rather than continuing to submit my payments, it would be okay for me to draft a letter suspending my payments due to tough economic times.  “I will happily change the terms back if you call me,”  I said.  Oddly, she did not find that to be real funny, and suggested that it might not be a good idea.

In the end, I was informed that my rate had been returned to normal, and they were very sorry for the inconvenience – but they did send a letter.

ACT 2:

Being a person who is not particularly trusting of big company call center follow through, I decided to check my account online 2 days later to see if the rate had been returned to my old rate.  “Nope”  Time to pick up the phone yet again.

This time when I called I was informed that the web does not update that type of information real time.  I was assured that in fact my rate had been returned to normal because I had rejected the new terms that had been proposed by the credit card company.  That is when it got good again.  Here is the short version:

Customer Rep  – “Did the customer service representative explain to you what it means to reject the new terms?”

Me – “No, what does it mean?”

Customer Rep – “It means that although we returned your rate to what it previously had been, when your card expires in June it will not be renewed and will no longer work.”

Me  – “So, you no longer want to do business with me?”

Customer Rep – “Well, we just don’t want to do business on the terms that you used to have.”  “If you allow the rate to increase to the new rate, we would love to continue to do business with you.”

Me – “No thanks.”  “I reject your offer.”

I then asked if they would issue a credit back to the time that they increased my rate, as the interest compounds daily and adds up fast.  After a lengthy discussion of the merits of taking this action, relative to the hell I would raise otherwise and a talk with her supervisor, she relented and agreed to credit me back the money which her company had attempted to take from me without consent.

CONCLUSION:

If you have a credit card make sure to check your statement very carefully.  Apparently the bailout money we have already given these companies is not enough, and now they are looking for ways to politely steal it from you directly.  Don’t fall victim to this scam.

I am not mentioning the company by name in this post, as I don’t want to engage in some legal battle with them.  They would probably just raise my rate again, which I can not afford.  However, know that they will be mentioned prominently in the letter that I will be sending to my Senators and Congressional Representatives.

The White House on the Web

whitehouseWhile it remains to be seen just how effective the new administration will be in restoring prosperity to our land, if the White House web site is any indicator we are headed for better days.  The site has a fresh new look and quite a bit of added functionality.  Check out www.whitehouse.gov.

The site has a fresh new look, contains photo slideshows, a blog, policies, links to departments, biographies, historical information about the Presidency, the White House, policy initiatives, executive orders, and just about anything else pertaining to the executive branch of our government.  Better yet it has RSS feeds, making it simple to stay abreast of new developments and policy initiatives.

Great to see our government embracing technology – a step in the right direction.

Welcome to the White House

Voices – Episode 9: Michelle Kaye

voices9Michelle Kaye is a leader.  She has spent more than 20 years working in Dayton, Ohio.  She is one of the most well connected and highly respected Marketing professionals in the community.

In her current positition as Director of Practice Development at Battelle & Battelle, she is tasked with overseeing the growth of the firm.  She is actively involved with many non-profit organizations, and is passionate about living and working in the Dayton, Ohio.

In this episode of Voices, I spend some time picking Michelle Kaye’s brain about marketing, leadership, professional services, recruting and retaining young talent, technology, social media, and the future of Dayton.   Thanks to Michelle for taking the time to share her thoughts with me… and the world.

 
icon for podpress  Voices Episode 9 - Michelle Kaye [17:21m]: Play Now | Play in Popup | Download

America the Beautiful

presidentobamaThe democratic process that we have embraced for over 2 centuries is an amazing spectacle to witness.  The willing transfer of power from one group of leaders to another as a reflection of the will of the people is uniquely American.  Today, for the 44th time in the history of our country, an individual chosen by the people of our great land took the oath of office as President of The United States of America.  For the first time, that person was of African decent – President Barack Obama.   I spent my lunch break watching history unfold before my eyes, which welled repeatedly with tears of joy.  What a wonderful day to be alive!  What a wonderful time to be an Amercan!

Not only is President Obama the first African-American to hold the office of President, but he is also the first of my generation elected to lead the free world.  It is surreal to me.  I was overwhelmed by the enormity of today’s experience, one which I will treasure for the rest of my life.  Specifically, I was moved by the words of the President in his inaugural address.  It is not up to him or the government to turn our country around, but rather it is up to all of us.  Today is the first step in a long, hard journey toward a better tomorrow.  Can we do it America?  YES WE CAN!

Here is the text from his speech:

My fellow citizens:

I stand here today humbled by the task before us, grateful for the trust you have bestowed, mindful of the sacrifices borne by our ancestors. I thank President Bush for his service to our nation, as well as the generosity and cooperation he has shown throughout this transition.

Forty-four Americans have now taken the presidential oath. The words have been spoken during rising tides of prosperity and the still waters of peace. Yet, every so often, the oath is taken amidst gathering clouds and raging storms. At these moments, America has carried on not simply because of the skill or vision of those in high office, but because We the People have remained faithful to the ideals of our forebearers, and true to our founding documents.

So it has been. So it must be with this generation of Americans.

That we are in the midst of crisis is now well understood. Our nation is at war, against a far-reaching network of violence and hatred. Our economy is badly weakened, a consequence of greed and irresponsibility on the part of some, but also our collective failure to make hard choices and prepare the nation for a new age. Homes have been lost; jobs shed; businesses shuttered. Our health care is too costly; our schools fail too many; and each day brings further evidence that the ways we use energy strengthen our adversaries and threaten our planet.

These are the indicators of crisis, subject to data and statistics. Less measurable but no less profound is a sapping of confidence across our land — a nagging fear that America’s decline is inevitable, and that the next generation must lower its sights.

Today I say to you that the challenges we face are real. They are serious and they are many. They will not be met easily or in a short span of time. But know this, America: They will be met.

On this day, we gather because we have chosen hope over fear, unity of purpose over conflict and discord.

On this day, we come to proclaim an end to the petty grievances and false promises, the recriminations and worn-out dogmas, that for far too long have strangled our politics.

We remain a young nation, but in the words of Scripture, the time has come to set aside childish things. The time has come to reaffirm our enduring spirit; to choose our better history; to carry forward that precious gift, that noble idea, passed on from generation to generation: the God-given promise that all are equal, all are free, and all deserve a chance to pursue their full measure of happiness.

In reaffirming the greatness of our nation, we understand that greatness is never a given. It must be earned. Our journey has never been one of shortcuts or settling for less. It has not been the path for the fainthearted — for those who prefer leisure over work, or seek only the pleasures of riches and fame. Rather, it has been the risk-takers, the doers, the makers of things — some celebrated, but more often men and women obscure in their labor — who have carried us up the long, rugged path toward prosperity and freedom.

For us, they packed up their few worldly possessions and traveled across oceans in search of a new life.

For us, they toiled in sweatshops and settled the West; endured the lash of the whip and plowed the hard earth.

For us, they fought and died, in places like Concord and Gettysburg; Normandy and Khe Sahn.

Time and again, these men and women struggled and sacrificed and worked till their hands were raw so that we might live a better life. They saw America as bigger than the sum of our individual ambitions; greater than all the differences of birth or wealth or faction.

This is the journey we continue today. We remain the most prosperous, powerful nation on Earth. Our workers are no less productive than when this crisis began. Our minds are no less inventive, our goods and services no less needed than they were last week or last month or last year. Our capacity remains undiminished. But our time of standing pat, of protecting narrow interests and putting off unpleasant decisions — that time has surely passed. Starting today, we must pick ourselves up, dust ourselves off, and begin again the work of remaking America.

For everywhere we look, there is work to be done. The state of the economy calls for action, bold and swift, and we will act — not only to create new jobs, but to lay a new foundation for growth. We will build the roads and bridges, the electric grids and digital lines that feed our commerce and bind us together. We will restore science to its rightful place, and wield technology’s wonders to raise health care’s quality and lower its cost. We will harness the sun and the winds and the soil to fuel our cars and run our factories. And we will transform our schools and colleges and universities to meet the demands of a new age. All this we can do. And all this we will do.

Now, there are some who question the scale of our ambitions — who suggest that our system cannot tolerate too many big plans. Their memories are short. For they have forgotten what this country has already done; what free men and women can achieve when imagination is joined to common purpose, and necessity to courage.

What the cynics fail to understand is that the ground has shifted beneath them — that the stale political arguments that have consumed us for so long no longer apply. The question we ask today is not whether our government is too big or too small, but whether it works — whether it helps families find jobs at a decent wage, care they can afford, a retirement that is dignified. Where the answer is yes, we intend to move forward. Where the answer is no, programs will end. And those of us who manage the public’s dollars will be held to account — to spend wisely, reform bad habits, and do our business in the light of day — because only then can we restore the vital trust between a people and their government.

Nor is the question before us whether the market is a force for good or ill. Its power to generate wealth and expand freedom is unmatched, but this crisis has reminded us that without a watchful eye, the market can spin out of control — and that a nation cannot prosper long when it favors only the prosperous. The success of our economy has always depended not just on the size of our gross domestic product, but on the reach of our prosperity; on our ability to extend opportunity to every willing heart — not out of charity, but because it is the surest route to our common good.

As for our common defense, we reject as false the choice between our safety and our ideals. Our Founding Fathers, faced with perils we can scarcely imagine, drafted a charter to assure the rule of law and the rights of man, a charter expanded by the blood of generations. Those ideals still light the world, and we will not give them up for expedience’s sake. And so to all other peoples and governments who are watching today, from the grandest capitals to the small village where my father was born: Know that America is a friend of each nation and every man, woman and child who seeks a future of peace and dignity, and that we are ready to lead once more.

Recall that earlier generations faced down fascism and communism not just with missiles and tanks, but with sturdy alliances and enduring convictions. They understood that our power alone cannot protect us, nor does it entitle us to do as we please. Instead, they knew that our power grows through its prudent use; our security emanates from the justness of our cause, the force of our example, the tempering qualities of humility and restraint.

We are the keepers of this legacy. Guided by these principles once more, we can meet those new threats that demand even greater effort — even greater cooperation and understanding between nations. We will begin to responsibly leave Iraq to its people, and forge a hard-earned peace in Afghanistan. With old friends and former foes, we will work tirelessly to lessen the nuclear threat, and roll back the specter of a warming planet. We will not apologize for our way of life, nor will we waver in its defense, and for those who seek to advance their aims by inducing terror and slaughtering innocents, we say to you now that our spirit is stronger and cannot be broken; you cannot outlast us, and we will defeat you.

For we know that our patchwork heritage is a strength, not a weakness. We are a nation of Christians and Muslims, Jews and Hindus — and nonbelievers. We are shaped by every language and culture, drawn from every end of this Earth; and because we have tasted the bitter swill of civil war and segregation, and emerged from that dark chapter stronger and more united, we cannot help but believe that the old hatreds shall someday pass; that the lines of tribe shall soon dissolve; that as the world grows smaller, our common humanity shall reveal itself; and that America must play its role in ushering in a new era of peace.

To the Muslim world, we seek a new way forward, based on mutual interest and mutual respect. To those leaders around the globe who seek to sow conflict, or blame their society’s ills on the West: Know that your people will judge you on what you can build, not what you destroy. To those who cling to power through corruption and deceit and the silencing of dissent, know that you are on the wrong side of history; but that we will extend a hand if you are willing to unclench your fist.

To the people of poor nations, we pledge to work alongside you to make your farms flourish and let clean waters flow; to nourish starved bodies and feed hungry minds. And to those nations like ours that enjoy relative plenty, we say we can no longer afford indifference to suffering outside our borders; nor can we consume the world’s resources without regard to effect. For the world has changed, and we must change with it.

As we consider the road that unfolds before us, we remember with humble gratitude those brave Americans who, at this very hour, patrol far-off deserts and distant mountains. They have something to tell us today, just as the fallen heroes who lie in Arlington whisper through the ages. We honor them not only because they are guardians of our liberty, but because they embody the spirit of service; a willingness to find meaning in something greater than themselves. And yet, at this moment — a moment that will define a generation — it is precisely this spirit that must inhabit us all.

For as much as government can do and must do, it is ultimately the faith and determination of the American people upon which this nation relies. It is the kindness to take in a stranger when the levees break, the selflessness of workers who would rather cut their hours than see a friend lose their job which sees us through our darkest hours. It is the firefighter’s courage to storm a stairway filled with smoke, but also a parent’s willingness to nurture a child, that finally decides our fate.

Our challenges may be new. The instruments with which we meet them may be new. But those values upon which our success depends — hard work and honesty, courage and fair play, tolerance and curiosity, loyalty and patriotism — these things are old. These things are true. They have been the quiet force of progress throughout our history. What is demanded then is a return to these truths. What is required of us now is a new era of responsibility — a recognition, on the part of every American, that we have duties to ourselves, our nation and the world; duties that we do not grudgingly accept but rather seize gladly, firm in the knowledge that there is nothing so satisfying to the spirit, so defining of our character, than giving our all to a difficult task.

This is the price and the promise of citizenship.

This is the source of our confidence — the knowledge that God calls on us to shape an uncertain destiny.

This is the meaning of our liberty and our creed — why men and women and children of every race and every faith can join in celebration across this magnificent Mall, and why a man whose father less than 60 years ago might not have been served at a local restaurant can now stand before you to take a most sacred oath.

So let us mark this day with remembrance, of who we are and how far we have traveled. In the year of America’s birth, in the coldest of months, a small band of patriots huddled by dying campfires on the shores of an icy river. The capital was abandoned. The enemy was advancing. The snow was stained with blood. At a moment when the outcome of our revolution was most in doubt, the father of our nation ordered these words be read to the people:

“Let it be told to the future world … that in the depth of winter, when nothing but hope and virtue could survive… that the city and the country, alarmed at one common danger, came forth to meet [it].”

America. In the face of our common dangers, in this winter of our hardship, let us remember these timeless words. With hope and virtue, let us brave once more the icy currents, and endure what storms may come. Let it be said by our children’s children that when we were tested, we refused to let this journey end, that we did not turn back, nor did we falter; and with eyes fixed on the horizon and God’s grace upon us, we carried forth that great gift of freedom and delivered it safely to future generations.

Obama’s inaugural speech – CNN.com