Marketing Values (not!)

“The urge for good design is the same as the urge to go on living”
- window display for Design Within Reach

A high end furniture design store in Manhattan’s Flatiron district stenciled this quote from a famous designer on their display window (see pic below).  I passed by it late on a Saturday evening.  A homeless person was huddled below the sign, creating a mini encampment in the freezing midnight air.  Visible from the sidewalk were bed frames on sale for just over $2,000.

Next to this design store is Fish’s Eddy, a housewares store that was displaying a stenciled plate of a floorplan, complete with “servants quarters”.  The store was papered over to look like it was the victim of the recession, when in fact the faux bankruptcy look was being used to simply promote a sale (see pic below).  This is an establishment that looks at recession and oppression and sees marketing opportunities.  Earlier that same day my daughter and I stumbled upon a favorite restaurant with a tax seizure sign posted on its windows.  The restaurant looked as if it had been abandoned just as the waiters were setting the tables for dinner.  “It’s like everyone was vaporized, like in the movies”, she said, sounding incredulous like the rest of her uneasy recession generation.

The novelist John Galsworthy wrote, “Idealism increases in direct proportion to one’s distance from the problem.”  I wonder if the marketing folks at Design Within Reach thought at all about the homeless and the millions of panicked households worried about “survival” when they stenciled the windows.  It must not have occurred to Fish’s Eddy that using the trauma of foreclosure and bankruptcy as a marketing gimmick might be, well, mean.  And the nostalgia plates with the floorplans that include “servants quarters”, especially in our Obama era of “hope and change”, must be targeted at those whose lives and legacies are not marred by class oppression.

Even before Bono’s (Red) campaign, everyone in the field of “buzz” was buzzing about the importance of values marketing.  The problem is, you’ve got to have a handle on some values worth celebrating if you are going to try and use values for your own marketing gain.  Bono’s got his eyes squarely on the elimination of AIDS in Africa.  The Design Within Reach exec’s must be looking inward at their own profit margin.  CEO Ray Brunner brings in about $1.2 million each year in compensation.  Among his directors is branding consultant Hilary Billings, co-founder of Red Envelope. The magazine Fast Company described Billings as someone who “mastered the art of creating “lifestyle brands” – products and services that forge an emotional connection with customers.”  Billings points to three factors that define a “lifestyle brand”: it makes life easier, it makes your world more stylish, and it is an orchestrated strategy that is fully formed at a brand’s launch.

The problem may be that marketing the luxury lifestyle needs to be redefined.  Or perhaps, thinking more radically, does the luxury lifestyle itself need to be reconsidered?  The idea of a $2,000 bed frame being “within reach” may be more symbolic of pre-recession excess than a reflection of smart brand management.

DWR’s stock price has plummeted from $4.50 last May to about $0.66 today.  The company is considering options like merger or sale.   So it may be that the company is thinking of its own death when it compares survival to furniture design.