Speeches & Presentations
Pam Danziger named by speakers' bureau Leading Authorities as its luxury expert: Click Here
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Target Audience: Pam is an ideal presenter for business audiences that need a view 'over the horizon' to anticipate the shifts and changes in the consumer market. Her research and speeches are factually-based, yet provide a conceptually-oriented strategic interpretation of the data. With the focus on the 'why' behind consumer purchases of discretionary and luxury products and services, i.e. things people buy that they don't need, Pam is well-suited to gatherings of retailing, marketing and strategic planning executives; corporate retreats and business planning meetings; and client presentations.
Topics: The following key note speeches are available in 30, 45, and 60 minute formats, supported by computer slides. Because of Unity Marketing's vast research database, all speeches are customized to the needs and interests of the particular audience. For example, speeches have been customized for the personal care appliance markets, direct mail and catalog marketers, apparel industry, gardening and florals, crafts and hobbies, tabletop, gifts and collectibles, luxury retailing, art and antiques, retail enterprise software, entertainment and DVD, licensing, and others.
To Arrange a Speech: Please call Pam at 717-336-1600 or email at email@example.com to arrange for a speech or presentation.
Luxury Market AFTER the Recession: What Luxury Marketers Need to Know About the New Normal Luxury Market and What They Can Do about It
This presentation contains the most vital information EVERY luxury marketer needs to know. Storm clouds have been brewing in the luxury market since the second half of 2007, coinciding with the mortgage crisis, decline in the dollar and rising gasoline prices. Throughout the second half of 2007 and into 2008/2009 the luxury market has experienced an unprecedented decline in consumer spending that has coincided with the global recession. THe result has been a 'luxury drought.; But this luxury drought marked by reduced luxury spending and purchase of luxury goods and services is not just some temporary blip. There are other factors at work in the culture that signal a fundamental change in people's inclination and propensity to indulge in the luxury lifestyle. In effect, luxury brands lost some 20 percent share of the total luxury market with the emergence of new luxury consumer personality -- the Temperate Pragmatists -- who live a less is more lifestyle and for whom luxury is just not all that important.
This presentation examines the cultural factors that are causing affluent consumers to cut back on their luxury spending, including the impact of the new Temperate Pragmatist personality and other complicating factors all pointing toward a 'less is more' lifestyle rising in the culture. It presents ways that luxury marketers can tap the shifts in consumer psychology to overcome a newly resistant affluent consumer and create a loyal relationship with them.
Here is what a recent attendee said about the webcast:
"Wow, I thought that was excellent! You not only provided thoughtful analysis into current market trends, but equally, if not more importantly, you also presented strategic suggestions on how to address the current environment."
This presentation is suited for private company presentations, large audiences and webcasts. Use the 'To Schedule a Speech' form or call Unity Marketing at 717-336-1600 to schedule this take-action presentation for your audience.
- Meet the Young Affluents: How the "Want-It-All, Want-It-Now" Generation Is Changing the Luxury Market and What Luxury Brands Need to Do About It
The fresh and unexpected needs and desires of the Young Affluents -- The Want-It-All Generation -- is the most important trend that will impact the global luxury market over the next decade and beyond. And savvy marketers need to be poised to meet the demands of this unique new generation making its power felt in the luxury marketplace.
In this new presentation Pam Danziger discusses the nine key trends that distinguish the young affluents from the more mature luxury consumers, based upon the latest research from Unity Marketing. These nine trends form the basis for a strategy to help luxury marketers understand and reach out to the young affluents who will be their primary consumers for the next decade and for years to come.
Young affluents -- roughly corresponding to the Generation X and Millennial generations -- will play an increasingly important role in the target market for global luxury marketers over the next ten to twenty years. This is true not just in the United States (with a median age of 36.5 years) or in the European countries (where the median age ranges around 40 years old), but in the developing luxury markets, like Brazil (median age 28.2 years), India (24.9 years) and China (32.7 years), where the population as a whole is more youthful. This presentation present information that is vital to the future success of luxury marketers worldwide.
Pam explains, "The global luxury market is going young so luxury marketers must learn to think young in order to survive and thrive. Global luxury marketers have gotten used to the passions and nuances of the maturing Baby Boomers after so many years of targeting this generation with their luxury goods and services. Now they have a new challenge to appeal to the young affluents who have different ideas about luxury and different priorities in how they spend their wealth."
"Looking to the future, the global luxury market will be less culturally bound. Given the rise of the internet and other global media embraced by young people, trends in the luxury market will cross borders at alarming rates. The future of the international luxury market will be a 'global village' made up of young affluent citizens of the world," Danziger says.
In this presentation Pam will help luxury marketers and retailers 'think young' in order to understand the young affluents and to position their brands for the future in the developed and the developing markets. To prepare for the future, luxury marketers must understand the unique desires of the young affluents, how they express luxury in their lifestyles today and how they will do so in the future. Understanding the young luxury consumers is critical for marketers to target their marketing communications, advertising and product development efforts effectively now and for years to come.
- The Eight Things Every Marketer Needs to Know about the New Luxury Market -- and What Luxury Brands Must Do About It
In retailing the 80’s was the decade of the mall and the 90’s was the decade of the discounters. This first decade of 21st century is the decade of luxury, which is ushering in changes of paradigm-shifting proportions for marketers and retailers. The gigantic Baby Boom generation (born 1946-1964) has reached the empty-nesting life stage, freeing up vast stores of discretionary spending as boomers indulge in the luxury lifestyle to which they have always aspired. In addition, the Generation X (1965-1977) cohort is rapidly reaching middle-age which corresponds to a rise in affluence and spending on luxury.
Because of the rising tide of affluence across the board, empowered middle-income consumers are shopping for more luxuries to enhance the quality of their. And consumers at all income levels with their homes, closets, attics and basements stuffed full of things, are turning away from a pursuit of more materialism toward an experiential consumerism.
In this session attendees will learn the ten essential things they need to understand about the 'new luxury' market to win in the new decade of luxury retail. Backed up by a six-year longitudinal research study of luxury consumers defined as the top 20 percent of U.S. households (incomes of $100,000 and above), Pam Danziger draws on 20 years of research experience to offer a new direction for luxury marketers.
This is Pam's most popular speech. It's flexible format makes it easily customized to the needs of specific markets and industries. She has presented this talk to audiences as diverse as plumbing and hardware, outdoor and casual furniture, fashion, jewelry, luxury automobiles, travel, hotels and retailing. If your audience needs to understand the 'new luxury' better, than this is the perfect speech for you.
- Shops that Pop: The Shops That Shoppers Love and How You Can Transform Your Store into a 'Shop That Pops'
Aside from the basic necessities, e.g. food and pharmaceuticals, most shopping today is motivated by a desire, not need. Among affluent shoppers, a sizeable majority shop mainly for fun or recreation. These affluent recreational shoppers shop more often and spend more money when they shop. That is why retailers — both big and small, national and local — need to attract these fun-oriented shoppers into their stores by offering them unique and exciting shopping experiences.
In this keynote presentation attendees will learn what distinguishes the recreational shopper from the ordinary shopper. I present the quantum theory of shopping that explains shoppers' propensity to buy as a function of four factors — need, product features, affordability and emotion. I then discuss the seven characteristics that all 'shops that pop' have and which makes a shop that pops irresistible to recreational shoppers. I call these seven factors the retailers' Pop Equation. Throughout the presentation I present case studies of retailers that pop, from national retail chains like Barnes & Noble, Nordstroms and Target to small specialty stores that create a super shopping experience every day in their store.
This speech is drawn from my latest book, Shopping: Why We Love It and How Retailers Can Create the Ultimate Customer Experience. Like my 10 things speech above, it is easily customizable for your particular audience. For retail audiences, I tailor the case studies so that they resonate with the specific product/retail categories. Retailers will get lots of action-oriented take aways from this talk.
For brand marketers and manufacturers, I emphasize the consumer and the critical role the shopping experience plays. In today's hyper-competitive consumer market, marketers can't leave the selling experience solely up to the retailer. They need to manage every way their brand touches the customer, from product design, advertising and marketing communications, retail distribution and merchandising, and customer sell-through and delivery.
This talk will benefit any audience that needs to understand today's shopper and the shopping experience better. A sample template of a Shop that Pops presentation is available upon request to firstname.lastname@example.org
- Shops that Pop Retailer Workshops
Shops that Pop! workshops are designed for retailer audiences who want to find a competitive edge, as well as product marketers who want an action-based solution to help build a stronger, more vibrant specialty retailer distribution channel for their products. Through research-based insights, in-depth case studies and change-oriented activities, specialty retailers that attend the 4-hour Shops that Pop! workshop will learn how to transform their ordinary store into a 'shop that pops.' (see Pop Equation). Aside from the basic necessities, e.g. food and pharmaceuticals, most shopping today is motivated by a desire, not need. Among affluent shoppers, a sizeable majority shop mainly for fun or recreation. These affluent recreational shoppers shop more often and spend more money when they shop. That is why retailers — both big and small, national and local — need to attract these recreationally-oriented shoppers into their stores by offering them unique and exciting shopping experiences.
Shops that Pop workshops are appropriate for pre or post conference retailer meetings, local chamber of commerce, retailer or mall association groups and other associations that want to build vibrant shopping environments. Product manufacturers or national retail chains can commission the creation of customized Shops that Pop workshops targeting their specific retailer networks.
Turning the Tables in the Tabletop Industry
In this provocative new talk, Danziger challenges tabletop marketers to reject the notion that more and better product designs is the answer to declining sales. Rather tabletop marketers need to adopt a new consumer-centric business model. Danziger says, " In order to find a new direction for the tabletop industry that will inspire people to buy more of their products, they need to reject the notion of tabletop as a practical household necessity and play to consumers' desire. Tabletop marketers need to ‘turn the tables' and focus on the customer's needs, desire and passions first."
In her talk she shares insights gathered in new consumer research, including focus groups and quantitative survey, published in Unity Marketing's Tabletop Market Report, 2006. (http://www.unitymarketingonline.com/reports2/tabletop/) Her talk focused on the consumers: what tableware they purchase, where they shop, how much they spend and the reasons why they shop for tabletop. This is a powerful paradigm changing talk for tabletop marketers and retailers that need to discover new strategies to make their products relevant to the consumers' lifestyles.
- Why People Buy Things They Don't Need—So You Can Sell More
American consumers spend $3 trillion buying discretionary and luxury products and services. In today's consumer-driven economy we spend proportionately less on basic necessities and more on things based upon emotion and desire. This session delves into the psychology of consumer spending on things they don't need. Learn how consumers use 14 different 'justifiers' to give themselves permission to make emotional purchases. Get new ideas about how to stack the consumer's emotional-buying equation in your favor so that you can increase sales. By uncovering the interior emotional life of the consumer, this session will deliver actionable ideas and recommendations so marketers and retailers can devise new marketing strategies, competitively position their products and craft persuasive advertising messages.
Gifts: It's No Longer a Noun, It's a Verb—Gifting
Until now the business of gift giving has been virtually ignored from a research perspective, yet its impact on the national economy, on retailers and consumer goods manufacturers is tremendous. The end-of-year two-month gift-giving shopping season accounts for nearly one-fourth of total annual sales among typical retailers. And that doesn't even include the regular, routine gift-giving that occurs throughout the year for birthdays, anniversaries, weddings, housewarmings and holiday occasions, such as Mothers Day, Fathers Day, Valentines Day, Easter. Because people always have and surely always will give gifts, the industry has simply taken gift giving for granted and built a $50+ billion industry on this assumption. But giftware companies and retailers are discovering that the consumer market is shifting. While gift companies and gift stores focus on finding and selling the next big gift item, consumers are choosing different kinds of gifts that they find in different kinds of stores. If you believe the gifts business is about designing, creating, selling and marketing giftware products and your favorite business motto is "product is king," then your business is doomed to failure because it is based on an obsolete business model and misplaced priorities. But if you see your business delivering a wonderfully unique, emotional gift-giving ("gifting") experience to the recipient (the consumer), then you're on track to succeed in the 21st century. You've discovered "product is king" is a lie and what is really important is meeting the consumers' need and desire. In this session you will learn what drives the gift giver in shopping and buying gifts. Discover how to tap into consumers' need for gifts in order to sell more of your company's or store's products. Get a view 'over the horizon' about where the gift-giving market is going and find out how to get out in front of the consumer. In this provocative session you'll be turned around 180° to look at your business from the consumers' perspective. Guaranteed to be eye-opening!
- Meet the Butterflies - The New Luxury Consumer
A new age is dawning in the luxury market. The go-go 90's characterized by conspicuous consumption and self-centered cocooning has given way to a new type of luxury consumer called the Butterfly, who has emerged from his or her luxurious cocoons to reconnect with the external world. In this session we'll meet the butterflies who are changing the way we market and retail luxury in the 21st century. The new, more highly evolved butterfly consumers are at once less materialistic, yet they spend the most money on luxury. And when they buy luxury, they are more likely to spend on personal luxuries, e.g. fashion, cars, jewelry, beauty, rather than home luxuries. Understand the marketing implications of the new butterfly consumer and how to connect with their desire to find new meaning in their lives. Learn ways to tap the tremendous marketing potential of the butterfly luxury consumer through new marketing and retail strategies.
- Connecting with the Consumer—The Ultimate Branding Challenge
Traditional marketing with its emphasis on the 4 P's of marketing—product, price, promotion, placement—ignores the more important P of all—the people who buy our products and shop in our stores. Retailers today sell in the tradition of Sam Walton, 'stack it high and watch it fly,' focusing on selling the 'thing' (noun). But when consumers buy any discretionary or luxury product, the thing they buy becomes a means to an end, and that end is a feeling, an experience that makes their life more meaningful (verb). The ultimate challenge for marketers and retailers today is to connect why the consumer buys with how to reach them and where to reach them. In this session we will explore branding, that is building a brand, communicating its values and using the brand as a conduit to connect with the consumer. Learn how to use the experience of the brand to connect with the consumer through their passion. Harness the power of emotional marketing by viewing the shopping experience through the consumers' eyes.
- Retailing in the New Millennium—Key Trends Today Changing Shopping Tomorrow
If you are planning and strategizing your 21st century business based upon what you learned about the 20th century consumer, you are headed for disaster. There is a whole new consumer psychology at play in the marketplace that has changed the fundamental way we connect with our consumers to sell products and services. Through research findings and case studies of marketers and retailers that are 'doing it right,' this session will give marketers and retailers 'future vision' by exploring the key trends changing the retail landscape in this new millenium:
- The New Luxury Consumer: Insights You Can Use To Get Her To Shop More Often - And Spend More When She Does
- Services boom: I got plenty of money, but what I don't have is TIME
- Word-of-mouth advertising: Too powerful to leave up to chance
- Discounting: the Pandora's Box of retailing and how to get the 'discounting demons' back into the box
- Customer loyalty: It's what we give to our consumers, not something they give to us
- Been there, done that: I've bought everything I could ever need and want, now what?
- Polarizing marketplace: Two generations will define the market over the next decade, the luxury baby boomers and the budget conscious millennials
- Make it real: As our world goes more digital and virtual, consumers crave real human, emotional experience
Click for a Schedule of Pam's Speeches and Presentations
Archive of presentations