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Posts Tagged ‘Influence Sales’

Harley YouTube Channel

Harley YouTube Channel

If you’ve been out of the country this month without any internet access you missed that Harley-Davidson has joined the Web 2.0 movement and is executing on a so-called social media strategy. By social media I’m lumping together blogs, RSS, social networking (Facebook), video (YouTube) and bookmarking.  All of this presents the marketer on Juneau Ave with a rich set of new tools to help generate new business.  And new business is what it’s all about as the company could post a sales decline percentage for July and August in the “mid-teens,” which would follow an 8.7 percent drop in the second quarter.

Harley-Davidson “virally” launched a Facebook page earlier in the month and the official channel on YouTube was launched today.  It’s loaded with content straight out of the motor company. All of this is part of an effort to satisfy the most passionate motorcycle enthusiast.  You see, consumers are no longer sitting around for commercials; they are looking for new experiences. Whether it’s the bad-boy-aura of the riding experience, or the 105th event and ride home blogs, or the active participation in the BB communities, Harley has recognized the need to follow these consumer trends. They’ve looked at the dynamics of their relationships with customers and the nature of their interaction and have concluded that they need to move with the shifting customer base and changing market conditions.

Harley Facebook Page

Harley Facebook Page

Harley’s new social media and branding is nothing but the continuation of selling a lifestyle, a personality and it is also about appealing to emotions of customers. Increasingly, it has become more and more about creating an experience around the product than the product itself!

I’m of the viewpoint that the current social media directions won’t achieve the results they hope for on the sales front.  You can’t approach new media with old thinking. Taking full advantage of social media requires understanding and adopting a specific social media strategy.  Instead they have implemented a “me-to” approach.  Meaning they have followed the others in corporate America and will tie a range of old-school services from their CRM tools and do database development and case management in order to get the database analysis to the telemarketing team.  I just don’t see how all of the new media will connect back to the dealer network to help drive sales.

But, if that’s the way Harley views social media, a set of tools to perform a set of incremental tactics to reach the set of objectives they have always tried to reach with their marketing campaigns, then not only are they really missing the opportunity, they will probably find themselves wondering what all this Web 2.0 fuss was about.

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