, ,

Still Looking for Great Solutions-March 2013 Response Magazine

By Collette Liantonio

Still Looking for Great Solutions
Consumers who got used to saving during the recession are still
looking for simple value from their housewares products

As the economy has steadily improved in
recent months, one thing hasn’t changed ‚Äî
consumer demand for housewares products
that provide high-quality, simple solutions at
a value price. While this has long been the case, consumers’
desires for the best possible buy ratcheted up during
the Great Recession that began in 2008. And, even
though today they may no longer be facing a job downsizing
or housing foreclosure, they learned that finding that
kind of product is still desirable.
No one is better at defining that kind of value in the
housewares space than DRTV marketers. As a DRTV
production company, we are constantly driven by our
marketer clients — and our own knowledge of what truly
makes consumers buy — to define the true value of each
product. Nothing is more crucial
to getting consumers to pick up the
phone, open their Web browser or
head to their closest big box outlet.
Two of our earliest DRTV hit
products were housewares products
that became industry legends — the
Contour Pillow and the Smart Mop.
Both products were top quality.
They both made life easier around
the house. And both were great values
for the consumer.
Fast forward to today: many consumers
are beginning to find their
checkbooks balancing with a higher
total in the register at the end of
the month. Yet, they’ve also discovered during the rough
times in the recent past that they can get great products
that solve household problems at better prices. There’s
no need to begin spending big dollars for problem-solving



Mr. Lid is one recent DRTV hit in the
housewares space to capitalize on
consumers’ perceived value.

Take a product like the recent hit Mr. Lid, a patented kitchen-storage container
with an attached
lid. The product is
featured in 60-second,
two-minute, and fiveminute
spots starring
today’s top DRTV
pitchman, Marc Gill. ‚“The key to the product was illustrating
the unique benefits of having an attached lid
on our container. But a value-based piece count of 20 for
only $19.95 put the sale over the top. The reaction of
consumers to Mr. Lid has been simply tremendous,” says
Chris Rebholz, CEO of Norman Direct.
Another recent winner in the DRTV housewares
space is Café Cup, a reusable coffee cup that takes the
place of single-serve coffee pods for popular coffee making
machines. ‚“We are thrilled with Caf√© Cup’s TV and
retail programs,” says Bob Khubani, vice president of
marketing at Spark Innovators. ‚“It is by far the top item
in Spark Innovators’ history. This success is mostly attributed
to the highly effective TV spot and media campaign
which are driving sales at retail.”
The key selling feature was the
comparison to the expense of the competition
pods. Again, it is the value
proposition that convinced the consumer
to buy.
In the case of both Mr. Lid and Café
Cup, the product was built for DRTV
demonstration. Each was a simple solution
at a great price. While consumers
now have more budget, they know they
can stay on that budget — and perhaps
give themselves a nice night out — by
finding the types of housewares solutions
offered by DRTV marketers.
While each of these products found
a sweet spot on the housewares chain,
the capabilities offered by a top-notch production house
in the direct response space have been crucial to their
success. Any successful DRTV campaign is built around
amazing product demonstrations that cut through the
clutter of a crowded television landscape and turn everskeptical
consumers into customers. But not only must
your production partner understand what works on camera
— they also must have a network of leaders in the
DR space to connect you to other capable vendors.
With the right producer — one that understands your
product, its competitive set and its visual advantages —
your product stands a much better chance finding a home
with those value-conscious consumers. ■

To read the full article, please visit: http://www.response-digital.com/response/201303#pg55


Collette Liantonio is president of
Concepts TV Productions, a full-service
production agency based in Boonton, N.J.
She can be reached at (973) 331-1500 or
via E-mail at collette@conceptstv.com.