If you want to see how youth marketing will look in 5 years time, look no further than these inspirational examples.
Summary: Why should you consider social values?
1) Direct marketing (especially display advertising) is less effective with youth
2) To engage youth you need to create
3) Youth are increasingly buying brands as a result of their associate values
4) “Cause Active” Youth are more influential and carry a significant word of mouth ticket
5) Causes are a great way to build market beachheads
6) Successful youth marketing is no longer about what you say but what you do
7) Successful youth marketing is something you do with not to youth (source mobileYouth report 2008)
Do Values Matter to Youth?
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Graham Brown
Back in March 2008 we blogged about the need for brands to be more socially conscious to attract youth. Now we have case studies and data to take this further:
Brandweek: 79% of survey respondents saying they would switch brands to the one that is associated with a good cause (assuming product price and quality is the same) (source)
people spent longer reading cause marketing related ads, and after being exposed to cause marketing ads sales went up anywhere from 5% to 74% (source)
40% of Alcatel Teen Lab’s Members bought something because it was green. Here’s what one said: “On the selling label, they should have a little paragraph about why their product is helping the environment and how it is made differently. That is something a new, limited time organic Target brand did and it was very neat to know what special process went into making the clothes.” – Mae, 16, United States
Alloy’s “College Explorer” survey found that 37% of the 2007-2008 class said they preferred brands and companies that are “socially conscious”–up 4% from the previous year.
Jupiter found that “green teens” were more proactive in the use of online content, particularly mobile content. 24%of “green teens” visited mobile content sites (versus 18% overall), 22% participate in chat rooms (versus 17% overall), and 31% visit movie sites (versus 24% overall).
If you want the proof, check out this video by Alcatel’s Teen Lab with youth talking about choosing one skateboard brand over the next as a result of values.
Go Green: Noah and Sam love Loaded Longboards
Go Green: Noah and Sam love Loaded Longboards
Savvy youth brands are increasingly moving away from overt direct marketing methods and experimenting with cause marketing – turning corporate values from something that the PR department used to band around in the fluffy name of “corporate and social responsibility” to a cutting edge sales tool.
As a prelude to our new 2009 Cause and Connect research, here are 10 inspiring examples
Case Study 1) Virgin Mobile Homeless Youth TV
A study in contrast. As VM USA faces delisting from the NYSE and cuts 10% of the workforce, it continues to ramp up its social marketing efforts. With little to compete on apart from price, the ephemeral nature of a “mobile operator” brand becomes apparent. Virgin Mobile (particularly in the USA as it is now focusing on a heavily localized marketing strategy) has long been proactive in social issues. Now they are launching HYTV, the Homeless Youth TV Network, a new online channel featuring such programs as “Meal or No Meal,” “American Idle,” “My Street 16,” and “Project Runaway.” Obviously the titles are poking fun at the whimsical nature of our appetite for reality TV and rightly making us feel guilty that for some unfortunate souls out there, this really is reality.

Preview of Homeless Youth TV from their Youtube channel
Exclusive Premiere: Homeless Youth TV – See Something Real
Note: Richard Brandson was named was named Citizen of the Year by the United Nations for his eco-advocacy despite criticism.
Eighty-four percent of those polled wanted to select their own cause, 83% said it must be personally relevant and 80% said the nonprofit associated with the brand matters. (Brandweek)
Case Study 2) Roskilde Festival
Denmark’s Roskilde festival is a big deal, growing in popularity every year, having attracted both Bob Marley and Radiohead in the past. Not only does the festival donate significantly to good causes, it also encourages micro-level environmental concern. Festival-goers can recoup a worthy slug of their entrance fee by recycling their garbage. See also PSFK, Piaras Kelly PR and Springwise posts.
Under the slogan “Less Trash—More Music”, the festival organizers provide the recycling infrastructure that other festivals should follow.Roskilde provided stands to collect cans, cardboard, drink containers and more. In exchange, participants were reportedly rewarded with cash refunds of roughly EUR 0.10 per bottle, allowing the most zealous of the festival’s 67,000 paying attendees to come close to recouping the cost of their tickets. (Springwise)
About 97 percent of the cups used at Roskilde’s concession stands were brought back for recycling as a result, according to PSFK. Meanwhile, more than 1,600 sleeping bags left behind were donated to the homeless.
No coincidence then that we find Diesel involved at this micro level with Roskilde (source).
Case Study 3) Orange RockCorps
We’re big fans of Orange RockCorps here on mobileYouth, mainly because it is the gold standard of how youth brands should be connecting with their consumers. Orange Rockcorps is leveraging the best of word of mouth and customer experience as a spearhead for their sales growth. See also this post on the details.
The video below provides the best introduction – “you can’t buy a ticket, you have to earn it”. Fantastic word-of-mouth opportunity for Orange.
So what is Orange RockCorps?
Case Study 4) Nike Ashoka Changemakers
Conscious of its ethical and green image, Nike is a long term player in the innovative “grass-routes” marketing landscape whether through initiatives such as Nike RunLondon, the spinoff from Nike+ or NikeID.
This time teaming up with Changemakers to bring “GameChangers: Change the Game for Women in Sport”. Nike is keen to open up the female sports market and has actively committed resources from its foundation to support grass roots causes.
Nike realizes it’s not just a sport shoe manufacturer – it’s the platform on which youth connect. The current strategy is an online competition that challenges young social entrepreneurs to come up with ways to “leverage sport for positive social change in the lives of girls and women.”
Check out the Changemakers video:
Be a Changemaker too
See also DIDI (tipped by Amy at Shaping Youth)- DIDI: “Dream it do it” An Ashoka Youth Venture effort with Global Kids and funding by RWJF all teaming up to offer seed money to visionary young people anxious to bring positive change to the health of their community.This time it’s on Second Life!
See also here and here on Nike’s effort to clean up its green image.
Case Study 5) Boost Mobile RockCorps
Obama’s team chose Boost Mobile to press home their “conversation” because Boost was the original young urban MVNO.
We’re pleased to see Nextel’s Boost Mobile in the US also active in the RockCorps movement. Boost has long been about providing for the community and now is actively cranking out its “value message“.
Here’s a great clip on how Boost is getting involved at the micro level of the community – regenerating parts of the “hood” and (importantly) engaging the stars of the peer group (in this case Busta Rhymes). Once again, the video says it all:
Boost Mobile: Rock Corps Busta Rhymes, Terry Kennedy
Case Study 6) Lee Jeans: $5 Jeans
Here’s a great case study tipped by Paul Dunay originally profiled at the Media Convergence Forum by Liz Cahill, VP of Marketing and Communications of Lee Jeans.
Thirteen years ago Lee recognized women were the top consumers of their jeans. And at the same time cause marketing was starting to take hold. Lee studied the causes that women really identified with and breast cancer was a clear winner.
Lee wanted to do something because over 44,000 women a year die from breast cancer each year in the US. But they wanted to give the consumer the ability to make a difference.
So they started the “pay $5 to wear jeans to work” on the first Friday of every October (aka – breast cancer awareness day) and wanted to create Lee national denim day. Over the last 13 years they raised $75M for breast cancer research.
Paul’s post also provides some excellent insight into how the strategy utilized social media to grow awareness and communicate values.
Case Study 7) Toyota Driving Expectations
We’ve been following Toyota’s diversified youth line Scion for some time now and caught up with their latest campaign – Driving Expectations. According to their own blog “… designed to introduce and define defensive driving behaviors to teens and to help them identify the dangerous driving situations that they face daily. One important element of the program describes the relationship between distraction and the driver’s ability to react to emergency situations. We’ve posted previously about this, here and here.”
Case Study 8) MyFootballClub – Direct Rule by Fansumers
Buying a football team used to be a rich man’s game. Not any more.
“When MyFootballClub was launched, numerous sports “experts” thought it would be a massive failure because the “crowd” wouldn’t be knowledgeable enough to select the squad” writes Crowdsourcing’s Jeff Howe
“Welcome to MyFootballClub. You are invited to join over 30,000 members who own Ebbsfleet United (although more cited in the Crowdsourcing directory) and vote on all key decisions from team selection to financial budgets. Membership costs £35 annually.” (MyFootballClub.co.uk)
Myfootballclub www.myfootballclub.co.uk
Named by Springwise as one of their top 10 lifestyle ideas, dubbed Fansumers by one pundit (made me chuckle), “Football History” by the Telegraph and 30,000 fans later, does the model prove a democratic edge to capitalism? Well, philosophy aside it’s attracted the interest of Basketball. You can see the emotional attachment to this project runs high – this isn’t just crowdsourcing this is “Direct Rule“!
Plenty of opportunities and PR coverage abound here, particularly for using mobile as a core ingredient in the participation (thanks to Russell @ Mobhappy)

In a world where youth are increasingly priced out of soccer games costing upwards of £40 a ticket, here is a breath of fresh air – a social movement that may well work. So convinced was he of the concept that mobileYouth’s own Josh Dhaliwal is now a fully paid up member.

This is Football Manager in the real world – you pick the team! And guess who is their first sponsor? None other that EA Sports.
Case Study 9) ColaLife – a social message in a bottle
Proof that big unwieldy brands can sometimes do something remarkable, here’s Coke’s ColaLife – not just about sponsoring a good cause but using the company’s infrastructure to make a difference.
“Our idea is that Coca Cola use their distribution channels (which are amazing in developing countries) to distribute rehydration salts to the people that need them desperately. Maybe by dedicating one compartment in every 10 crates as ‘the life saving’ compartment?”
Google Project 10^100 10 to the 100th – ColaLife
Case Study 10) Red Bull Music Academy
My personal favourite – Red Bull’s Music Academy – an effort to provide skills and education to youth in their local communities – connecting them with their role models and (importantly leaving a legacy).
The Academy is intended for anyone with a strong yen for music and a desire to be involved in its evolution: DJs, producers, MCs, singers, sound engineers, broadcasters, laptop lapdancers, soulful songwriters – they’ll all be considered. You’ll need to be 18 or over when the Academy workshops starts… but there’s no other age limit.
No particular set of skills is necessary. For each Academy, two groups of 30 participants are chosen to represent a wide range of cultures, musical backgrounds and set of skills. There are no set quotas for any country or genre of music. Therefore everyone has an equal chance of coming along – as long as they have a creative vision, an honest attitude and an open approach.
Iain Tait’s rundown is worth a read “Amazing” he says. Also check out the video to see what’s going on at the Academy:
Red Bull Music Academy Lounge – SONAR 07
Bonus: World Vision
Here’s a bonus, not a youth brand but about youth. MobileYouth has long been a supporter and donor to WorldVision. In an industry that profits so much from youth’s innovation and drive – surely we should put something back?
worldvision
Have more case studies readers should know about?
Share them using the comments section below
Technorati Tags: values, social, ethical, green, youth marketing, lee jeans, colalife, coke, myfootballclub, crowdsourcing, toyota, scion, roskilde, nike, ashoka, changemakers, orange, rockcorps, boost mobile, mobileyouth, virgin mobile, hytv, grahambrown, nike, red bull,
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10 inspiring case studies how youth brands use social values to sell http://bit.ly/4FLJ
Thanks Graham,
Just on the point about Myfootballclub and social values, there is currently a vote amongst members about the criteria for deciding on new kit suppliers and some of the firm recommendations being voted in favour of are:
* Company has a strict ethical policy on the manufacture of shirts
* Local supplier
Success in growing the membership base has had a remarked effect on the clubs fortunes. Earlier this year Ebbsfleet won the FA Trophy final at Wembley supported by 30,000 of the 40,000 attendance.
Even as a non-league club it has attracted big name associations. The clubs shirts are supplied by Nike, Eurostar is the main shirt sponsor and EA is a further sponsor of the club.
Not all decisions are taken entirely for the benefit of the club – the clubs members voted to accept an offer from a league club for their leading striker with many voicing that it represented a great opportunity for ‘the lad’ and that they shouldn’t stand in his way. Compare that with Spurs and Berbatov!
check out Red Bull http://bit.ly/zaQ0 street style highlights – RB are the gold standard of youth marketing more here http://bit.ly/4FLJ
thanks to @jamesnorris and @technokitten I’m now @ http://connect.redbullusa.com/ (very cool) following up earlier post http://bit.ly/4FLJ
Excellent round up, guys…will lift excerpts for the holiday season soon…I also love the way http://sweetrelief.org/about.html uses mobile for live fundraising at rock concerts turning pennies into moolah in megaseconds.
p.s. And on the cause-marketing side, at the OWCF.org event on Friday, Sejal Hathi 17, used SMS text for donor pledges w/a screenshot of her work behind her, Twitter links to follow and live links/leads for mobile access (she’s one of CNN’s Young People Who Rock picks) Mini-post about her here: http://www.shapingyouth.org/blog/?p=4007 Cheers, Amy
[...] Interessant zijn de cases, tien stuks, met ondere andere Nike, Roskilde Festival, Lee Jeans, Virgin Mobile en Toyota, inclusief mooi video clips. Lees het artikel hier. [...]
Thanks for featuring ColaLife but it’s not Coca-Cola’s idea and they are not doing it (yet!).
If people want to help this become a reality – please join our Facebook Group.
Thanks
Simon
Simon,
Thanks for clarifying. It’s a fantastic proposition. Let me get my understanding straight here – you approached Coke with the idea and they are thinking about it, is that correct?
GB
Case Studies of Youth Brands using Cause Marketing to sell http://tinyurl.com/6pve3c (via @grahamdbrown Nov ‘08)
Case Studies of Youth Brands using Cause Marketing to sell http://tinyurl.com/6pve3c (via @grahamdbrown Nov ‘08)
RT @grahamdbrown: Cause and Connect – 10 inspiring youth brand examples http://bit.ly/4FLJ correct link
[...] Cause & Connect: 10 Inspiring Case Studies How Youth Brands Use Good Causes to Sell (from Mobile… [...]