First and foremost, we at Lochhead on Marketing would like to wish everyone from the bottom of our hearts, happy holidays. Christopher Lochhead hopes that you have an opportunity to be with the people you love this time of year, and enjoy some happiness and peace. That said, there seems to be a lot going on lately. Be it about antisemitism, diversity, equality, and inclusion, and sort of the core values that the United States will be governed by and will latch on to. So I wanted to take this time and have a talk between you and I. You may not like what I will have to say, and that is all right. The important thing is that we have a good dialogue between us, and open ourselves to thinking Different does not always mean they hate you and your type of thinking. As we head to 2024, that is my wish for the holiday season. That we have a breakthrough in real, authentic, civilized, thoughtful dialogue. Welcome to Lochhead on Marketing. The number one charting marketing podcast for marketers, category designers, and entrepreneurs with a different mind. Christopher Lochhead on LGBTQ+ rights over the years Christopher shared a heartwarming story about a LinkedIn acquaintance, a marketing executive, who recently had a baby with her wife. They had a positive exchange about babies, and Christopher expressed genuine happiness for the couple. “Around here, we think babies are fucking fantastic, especially when they're born to good people who are committed to raising those children and loving knows children. What could be better than a great couple are a great group of folks who have a baby, love that baby, and do everything in their power to provide that child with a great life and enjoy that child. It's wonderful.” – Christopher Lochhead Christopher then reflected on growing up around queer individuals, recalling the challenges they faced over the years. He emphasized the progress in societal acceptance of the queer community, highlighting the positive change that allows people to openly share personal milestones without fear of judgment. That said, Christopher expressed joy for the LinkedIn acquaintance, appreciating that she can legally be herself and share her family news without hesitation, considering it a legendary step forward, especially in the United States. Christopher Lochhead on mortgage discrimination Christopher then talks about a CNN headline that revealed the systemic racism about the Navy Federal Credit Union's discriminatory mortgage approval practices. The report states that while over 75% of white applicants were approved for conventional home purchase mortgages, less than 50% of black applicants were approved under the same circumstances. Christopher condemns this as not just systemic racism but outright evil. He criticizes financial institutions like Wells Fargo for repeatedly facing charges related to racial discrimination without executives facing jail time. He emphasizes the urgent need to acknowledge and fight systemic racism for true equality and justice, citing the 14th Amendment of the US Constitution. “This is racism right in front of us. And anybody who's just anybody who cares about equality, and justice, and the pursuit of happiness for all must acknowledge that there is systemic racism against certain groups. There's no doubt about that. And we need to fight it. We really need to fight it.” – Christopher Lochhead On Systemic Racism and DEI in society Christopher expresses concern about the rise of hatred, particularly in the context of recent events, notably the conflict in the Middle East. He highlights the misunderstandings surrounding the October 7th events, emphasizing the severity of the situation and the explicit threat against Israel and the Jewish population. Christopher is dismayed by the confusion and the lack of recognition for Israel's right to defend itself. He shares a personal experience of a friend falling victim to violence and underscores the complexity of the situation,

Christopher Lochhead, an expert in category design, discusses the importance of embracing criticism and not taking oneself too seriously. The podcast explores the failure of the 'better trap' mindset and highlights the significance of understanding the problem before developing a solution. It also delves into the power of languaging in category design and the importance of understanding the problem through 'back casting.' The podcast concludes by emphasizing the need to think unconventionally and stand out in order to create successful businesses.

On this episode, let’s talk about Israel, and the war that has come to this “Startup Nation”. Off the top, let me say the pain and suffering of what's happening is unbelievable, unbearable. My heart goes out to Israel, all Israelis, and all Jews around the world. I also want to say I have spoken with many Arabs since this happened. There's a very big difference between an Arab or a Palestinian and Hamas. They are not the same thing. My Arab friends wanted to stress that to me. My heart goes out to all the innocent Arabs in Gaza and in the region who are suffering and also experiencing extraordinary pain and loss. Israel is a “Startup Nation” If you’ve been in tech for a while, you’ve probably worked with Israelis. For the better part of my professional life, I’ve worked with entrepreneurs, engineers and executives from the country. The Israeli’s I know are smart, tough, driven, no-nonsense result producers. If you want to get big tech shit done, work with Israelis. It has one of the highest concentrations of startups in the world. Its tech sector is a major contributor to the country's economy. Tech is 18% of Israel's GDP, and 14% of all salaried employees work in Tech. That’s roughly 500,000 people. On top of which, 50% of Israel's total exports come from Technology developed by these people. The framework Israelis created to co-locate Israel/US tech startups, established an innovation model that is envied the world over. Israel has over 6,000 Tech Companies The impact of this war borne out by the Israeli people. Reports indicate that the start if this war was "the darkest day in Jewish history since the end of the Holocaust.” And, it will also be felt by virtually every major tech company in the world. There are over 6,000 tech companies operating in Israel, including some of the largest names, with Apple, Microsoft, Google, and Intel to name a few. These companies have a variety of strategic operations in Israel, including research and development centers, sales offices, and customer support centers. Israel is home to over 15,000 startups, and they employ over 100,000 people. In 2021, Israeli tech companies raised a record $25.6 billion in venture capital funding. Today, they are scrambling to secure and support their people.   15,000 Israeli Tech Startups Now, this evil war is extracting an unbearable human cost. More death, suffering and disruption is sure to follow. And this war will be felt by many of us in the tech industry. My heart aches for Israel. My heart aches for all of the innocent souls in the Middle East. We’re praying for peace, and the day we can all get back to building legendary companies. To hear more of Christopher Lochhead’s thoughts on the recent events that unfolded in Israel, download and listen to this episode. If you wish to join the conversation and get more information on the matter, check out Christopher’s post on LinkedIn: Christopher Lochhead Different: Weekly Newsletter We hope you enjoyed this episode of Lochhead on Marketing™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram, and subscribe on iTunes!

On this episode of Lochhead on Marketing, we are presenting some Pirates Perspective from our newsletter, Category Pirates about consumer spending trends. Eddie Yoon, Christopher Lochhead and Katrina Kirsch of Category Pirates discuss the latest consumer spending reports and what they mean for the retail category and retail category queens. They also dive into a category opportunity for McDonalds and how it could impact the future of food delivery. Welcome to Lochhead on Marketing. The number one charting marketing podcast for marketers, category designers, and entrepreneurs with a different mind. The Changing Retail Landscape Eddie Yoon examines the evolving economic landscape and its impact on U.S. consumers. Employing a Category Science lens, Eddie highlights significant disparities in economic indicators. Disposable personal income in July saw a mere 0.15% uptick, the year's lowest, while personal consumption expenditures (PCE) surged by 0.82%, marking a 2023 high. This income-spending disconnect raises concerns. Eddie notes the imminent return of student loan payments, averaging $503 per month, which may strain disposable income. Loan delinquencies, nearing 2020 levels, signal financial challenges. Notably, a fourfold increase in young adults aged 25 to 34 living with parents since the 1960s reflects economic constraints driving lifestyle changes. Prompted by Christopher, Eddie also identifies two contrasting trends: robust growth in experiences and personal transformations versus declining interest in traditional goods. While international travel and categories like medical aesthetics flourish, traditional retailers like Target, Kroger, and Home Depot report declining revenues. Eddie predicts a future marked by consolidation and M&A, with only a select few brands and private labels surviving. Navigating the Shifting Consumer-Driven Economy Christopher Lochhead and Eddie Yoon then tackle the intriguing dual signals in the economy, driven by increasing digital influence on consumer behavior. On one hand, positive indicators suggest the American consumer remains a key economic driver, with retail sales growing by 0.6% in August and a forecasted real GDP growth of 3.5% for the third quarter. However, Eddie Yoon emphasizes the underlying shifts: Consumers are driving economic growth through increased credit spending, but it raises questions about sustainability. Many are making significant changes in their financial habits, including declining college enrollments, reduced home purchases, and a lower birth rate, all contributing to a redefined economic landscape. The trend toward single-person households, now at 29%, signifies a fundamental shift in the traditional nuclear household model. While the macroeconomic picture may still appear positive, these changes point to a significant remaking of the American economy, shaped by evolving consumer preferences influenced by digital transformations. McDonald's Dilemma Christopher and Eddie then discuss McDonald's recent announcement to phase out fountain drinks inside their stores by 2032, which highlights a significant shift in consumer behavior. Currently, 40% of their revenue is generated through app purchases, delivery, and drive-thru, indicating a decline in physical store visits. This trend reflects the changing preferences of Native Digitals, who prefer digital-first experiences and the conveniences they bring. As consumers become more discerning and value experiences over material possessions, businesses need to adapt to these mega trends. Eddie Yoon points out that while some trends are favorable, like digital and app-focused sales, the shift in product mix poses challenges. McDonald's heavily relies on the profitability of fountain drinks, which drive a substantial portion of their margins. However, the convenience of home beverages and changing consumer preferences may lead to a decline in the sale of large-size drinks at McDonald's,

On this episode, we have a powerful dialogue with our guest, Josh Greene about what it really takes to build your reputation online and do legendary marketing in the digital world. Josh Greene is the CEO of The Mather Group. In a world of digital marketing BS, sophomores hacks and self-congratulatory vanity metrics, Josh is the real deal. Welcome to Lochhead on Marketing. The number one charting marketing podcast for marketers, category designers, and entrepreneurs with a different mind. Josh Greene on Marketing and Reputation Management The episode starts off with a discussion about marketing trends and reputation management with Josh Greene. They touch upon the impact of AI on marketing strategies and delve into reputation management techniques. Christopher highlights how individuals with negative reputations try to bury their past misdeeds in online search results. Josh explains that reputation management involves manipulating search engine rankings to push down negative content and make it less visible, while at the same time providing more positive information about you or your company. They also touch on the evolving landscape of SEO (Search Engine Optimization), with Josh emphasizing that SEO is not dead but constantly changing. He notes that traditional SEO tactics, such as keyword optimization, have evolved due to changes in Google's algorithms and the increasing importance of AI-driven queries. Josh Greene on what is the Internet thinking about you They also discuss the topic of the evolving landscape of SEO and the impact of AI, particularly in large language models like ChatGPT and Bard. As mentioned earlier, Josh highlights how SEO has evolved beyond optimizing for Google to also include considerations for AI-driven queries. He then emphasizes the importance of managing one's online reputation in this context. On the topic of AI, Christopher shares his experience with ChatGPT, mentioning how it produced relevant results related to category design, which led him to ponder the connection between AI training data, the internet's content, and these AI models' abilities to provide meaningful information. He also mentions that experts in various fields, including category design, are actively teaching AI models to enhance their understanding and capabilities. Josh Green on how to stand out from the crowd They then discuss how to stand out in the digital landscape, particularly in the context of AI and SEO. Josh explains that AI models like those used by Google rely on credible sources, with Wikipedia and Google's patent tool being primary sources. He emphasizes that credibility, links, and signals play a significant role in determining the relevance of content for AI models. Much like in SEO, authoritative content with strong signals will have a more substantial impact. Christopher adds that AI is evolving similarly to SEO and mentions that some individuals are already trying to exploit AI for personal gain by selling courses on how to manipulate AI models. He highlights the importance of providing valuable content to help people rather than merely trying to stay ahead of trends or exploit emerging technologies. They both agree that the key to success in the digital age, whether in AI or SEO, is delivering valuable content and expertise to genuinely assist others rather than chasing quick fixes or trends promoted by self-proclaimed gurus. They also note that having a real impact requires substance and credibility, not just buzzwords. To hear more from Josh Greene and on how you can build your online reputation, download and listen to this episode. Bio Josh Greene Links Connect with Josh Greene! The Mather Group | LinkedIn We hope you enjoyed this episode of Lochhead on Marketing™! Christopher loves hearing from his listeners. Feel free to email him, connect on Facebook, Twitter, Instagram, and subscribe on iTunes!

Learn about Barbie's successful marketing approach which included a huge investment in both production and marketing. Find out how their strategy resulted in $1B in revenue. Also, discover missed opportunities for Barbie to leverage their marketing efforts.

On this episode of Lochhead on Marketing, we are presenting some Pirates Perspective from our newsletter, Category Pirates. Eddie Yoon, Christopher Lochhead and Katrina Kirsch of Category Pirates discuss Elon Musk’s recent move to rebrand Twitter to X. They also speculate why Elon made such a move, and what he could have done from a category design perspective. Welcome to Lochhead on Marketing. The number one charting marketing podcast for marketers, category designers, and entrepreneurs with a different mind. Twitter to X Elon Musk's choice to rename Twitter as X has left people puzzled, questioning why he would give up a well-known brand and introduce a new one. Katrina follows up that the others think the move might be aimed at entering a different category, possibly related to financing. She wonders whether it would have been wiser to create a new company instead of rebranding Twitter. Eddie Yoon discusses the debate surrounding the cost of rebranding and the value of legacy brand identity. He highlights that classic economic theory suggests ignoring sunk costs, which are expenses from the past, and instead focusing on future opportunities. Eddie mentions that while some argue against rebranding due to the value of Twitter's legacy brand, most consumers prioritize what a brand can offer them in the future rather than its past reputation. He suggests that rebranding can make sense when a company wants to enter new categories and emphasizes the importance of looking towards future opportunities rather than dwelling on the past. In Musk’s case, he’s not banking on the legacy of the brand itself, but the established userbase that Twitter has, who have a high potential of also buying in to what new category Twitter, now X, might become. Elon Musk’s Mistake with the rebrand While Christopher Lochhead agrees with Eddie Yoon’s points, he also believes that Elon Musk made a mistake by rebranding Twitter without clearly unveiling his vision for the new category of service he wants to create. He argues that a rebrand should be part of a strategic launch of a new category and not just a standalone action. The value of a brand lies in its perceived leadership in a relevant category, and in this case, the microblogging category may not be as impactful as before. Although Elon Musk's approach might not align with the ideal category design strategy, his reputation and influence will likely still garner attention when he eventually presents his big vision for the new category. But it definitely will lose some steam because the rebrand has become open to interpretation, rather than being focused on the intended category creation. X as a financial category The three further discuss the possibility of X creating a new currency or incorporating cryptocurrencies into its platform. Eddie mentions that X is already experiencing a shift in money flow, with revenue coming from both advertisers and users. They also speculate that Elon Musk might have plans to introduce financial services or a new token (X token) on Twitter/X, incentivizing creators and potentially offering various payment options, including cryptocurrency. They compare this potential move to American Airlines' frequent flyer program, which essentially created a currency in the form of loyalty points. While they acknowledge they don't have insider information, they highlight that Musk's background with PayPal and his desire to make X a vital part of everyone's life might lead to interesting developments. To hear more about the discussion on what Elon plans to do with X, download and listen to this episode. If you want to join in the discussion, subscribe to Category Pirates and find more Pirates Perspective buried around the beach. Don’t forget to grab a copy (or gift!) of one of our best-selling books:  Snow Leopard: How Legendary Writers Create A Category Of One  The Category Design Toolkit: Beyond Marketing: 15 Frameworks For Creating & Dominating Your Niche

Mike Bruno, Senior Category Designer at Play Bigger, shares insights on his first year in category design, highlighting the transition from traditional roles, the importance of problem identification, and the humbling yet familiar experience of strategizing. The podcast also delves into the significance of strategic category design in market dominance, the importance of a clear point of view, and the challenges and rewards of category design, likening it to a high-stakes competitive field.

On this episode, we are presenting some Pirates Perspective from our newsletter, Category Pirates. Eddie Yoon, Christopher Lochhead and Katrina Kirsch of Category Pirates discuss why it's crucial to frame, name, and claim a problem when designing a category and marketing it to customers. They also discuss why companies struggle to articulate their problems, and explain what happens if they fail to properly language it. Welcome to Lochhead on Marketing. The number one charting marketing podcast for marketers, category designers, and entrepreneurs with a different mind. The three most important things a company does at the highest levels When asked about the problem that category design solves, Christopher emphasizes three key aspects. Firstly, it is important to believe that there are three crucial elements for a successful company: designing a legendary company/business model, offering legendary products/services, and creating a legendary category. These three aspects are considered the most important things a company does. If someone does not agree with this belief, he thinks that there is no basis for further discussion. Secondly, it is necessary to acknowledge the significance of taking ownership and authorship of the category. If someone is willing to assume this responsibility, then assistance can be provided. However, if they are not interested in this aspect, there is no intention to convince or persuade them. “That's the difference between you walking in the dojo and us standing outside the dojo and dragging you into it.” – Christopher Lochhead Would you rather capture the 76% or compete for the 24%? Eddie Yoon emphasizes the importance of category design in capturing the market. He argues that if one does not recognize the significance of category design, then other considerations become irrelevant. If it is agreed that category design is important, it must be acknowledged that it should be pursued wholeheartedly. Eddie suggests that the question of why naming, framing, and claiming are important is essentially a question about the importance of category design itself. He states that if one does not understand the essence of category design, they cannot effectively address the first question. He presents a scenario where capturing 76% of the category economics is compared to competing for the remaining 24% with a better or faster, cheaper version. Eddie suggests that many people are actually comfortable with the smaller percentage because it is familiar and known. However, if someone is content with competing for the smaller share, Eddie acknowledges their choice and states that traditional business strategies and teachings will suffice for that situation. Ultimately, Eddie highlights the importance of understanding one's preference for a larger or smaller market share and reframing the perspective accordingly. Unlearning the 24% way Eddie Yoon discusses the necessity of unlearning old and "comfortable" ways in order to capture the 76% of the market. He emphasizes that choosing to pursue the larger market share requires a significant amount of unlearning. Part of this unlearning process involves freeing oneself to focus on understanding and articulating the problem at hand. Eddie compares it to Mark Twain's quote about not having time to write a short letter, which highlights the importance of concise and effective communication. Framing, naming, and claiming the problem are essential because without the ability to express it clearly, important details can be lost in subsequent conversations with coworkers, investors, or customers. This loss of clarity can lead to a diluted understanding of the value proposition. Eddie explains that without a clear understanding of the problem and its articulation, customers may not perceive the worth or premium of the product or service, investors may question the multiple premiums, and employees may not see the value of choosing the company over competitors focusing on...

On this episode, we are presenting some Pirates Perspective from our newsletter, Category Pirates. Eddie Yoon, Christopher Lochhead and Katrina Kirsch of Category Pirates discuss why some companies ship products, but very few companies category design markets. They explain this through the lens of Apple's new Vision Pro spatial computing headset in talk about why Apple's approach is different. Welcome to Lochhead on Marketing. The number one charting marketing podcast for marketers, category designers, and entrepreneurs with a different mind. Apple has always been Category First, Product Second Katrina Kirsch starts off the conversation with how a lot of companies tend to put out products, and not focus on creating a category for them first. Apple seems to be the biggest contrary to this statement, as it has always been a category-driven company rather than product driven. Eddie Yoon agrees with this, and adds that Apple has never been one to create a product first, or a first-mover. Even going as far as the first Mac, there have been personal computers before it, but Apple sold people to a whole new experience by creating a category around personal computers and having an interface that’s both intuitive and easy to get into. Copying vs Innovating Following up to this, there are those who say that Apple is just copying ideas from its competitors and adding their own quirk to it. But if you look at this deeper, Apple is just really good at finding different uses for existing products in the market, something that those who made it first didn’t even consider as a function. Take for example what Apple is doing to the Vision Pro right now, which was discussed by Christopher in the previous Lochhead on Marketing episode (LOM 178). The main difference with how Google and other virtual headset devices marketed themselves versus the clear-cut presentation and demonstration by Apple is just miles apart. It doesn’t just look like a proof of concept that people can experiment on: Apple clearly tells you, “This is what you can do with it, and what other things you can add on later.” Apple is attacking the "tyranny of the screen” Christopher then explains that a lot of people misunderstood Apple’s point of attack in launching the Vision Pro. As product-centric companies and businesses, they think Apple is attacking other products like the Oculus and other VR headsets. When in reality, Apple is aiming for something else. As Eddie Yoon puts it, Apple is attacking the tyranny of the screen. The concept that we have to get bigger screens when we want better entertainment value, or that we have to be tied down to a certain place when doing work because your display cannot move with you. The other misconception is that people say Apple did not invent spatial computing. That it has been there this whole time in other products. And that’s true. But they are one of the first to adopt it to a question that only spatial computing can solve, and not just push out a product to see what people will do to it. This gives Apple app developers a range that they can work with; a clear scope and limitation so they don’t overshoot their promises, but at the same time push the boundaries of what can be done with it. To hear more about these Pirates Perspectives, download and listen to this episode. And if you like to hear more Pirates Perspectives, you can find it and other buried treasures when you subscribe to our Category Pirates newsletter. Don’t forget to grab a copy (or gift!) of one of our best-selling books:  Snow Leopard: How Legendary Writers Create A Category Of One  The Category Design Toolkit: Beyond Marketing: 15 Frameworks For Creating & Dominating Your Niche  A Marketer’s Guide To Category Design: How To Escape The “Better” Trap, Dam The Demand, And Launch A Lightning Strike Strategy We hope you enjoyed this episode of Lochhead on Marketing™! Christopher loves hearing from his listeners. Feel free to email him,