I’ve been intrigued with History Channel’s recent product America: The Story of Us. Last night, I caught up with my DVR to watch Episode 6 (Heartland). One entrepreneurial story covered was that of R.W. Sears. It obviously struck me from an entrepreneurial aspect; but it really dawned on me that in the 100+ years of advertising & direct response marketing innovations we have undergone, we are in the exact same spot from which we began in the 1870s. The quick story on Sears:
Once the four standard time zones were created (reduced from 8,000!), Sears bought a handful of unwanted pocket watches and through the use of Morse Code sold them to other train station attendants using the trains to make deliveries. The next year he expanded his product offerings by getting products to farmers and their families in the Midwest that had limited access to stores for products such as bicycles, sewing machines and even automobiles. At its maximum, the catalog was over 700 pages! People ordered what they needed and received it in a relatively timely manner. Less than 20 years later, he was fulfilling 30,000+ orders per day.
So how have we not evolved in over 100 years of direct marketing?
Big brands are freaking out and having to work harder than ever for customer loyalty because customers are back in control with word-of-mouth discourse that can be released to thousands of people on impulse. That impulse is very real and very measurable. Customers tell brands what they want and not the other way around. When I think about it, the time of Mad Men (1950s) to let’s say 2000 were really an anomaly in our nation’s history with regards to advertisements. Brands used to push and tell people what is popular. The people are back in control of their buying habits.
The only difference between now and the 1870’s is that the scope of access has dramatically increased. I can now go to Google to find my favorite sewing machine* at the lowest price and then virtually truck on over to Facebook to instantly discuss my potential purchase with thousands of my sewing buddies*. Relatively soon, I will use my Android-based GoogleTV to purchase my favorite advertised sewing machine* (based on my Facebook viewing habits) at its lowest price in the middle of my favorite History Channel show.
*Disclaimer: I do not sew! That is all.











