Fall Campaigns, With an Eye on Holiday Sales

A 1986 Kenneth Cole ad, promoting the American Foundation for AIDS Research, will be included in an advertising archive to be featured online.
HOW concerned is Madison Avenue about the mood of consumers as the crucial fall and Christmas shopping seasons near? Well, one sign of the uncertain times is that Kmart and the Draftfcb agency have already started running a commercial promoting Kmartâs holiday layaway program â" more than a hundred days before Christmas.

Among the apparel brands introducing campaigns for the fall is Lilly Pulitzer.
âPeople are feeling a little better off, but theyâre very cautious, very careful,â said Kenneth Cole, the apparel designer whose Kenneth Cole Productions sells clothing and footwear.
For those like Mr. Cole who market nondurable goods, there is less money to go around as millions of consumers buy cars, new homes and furniture. And data shows Americans are using credit cards to meet more urgent needs rather than make discretionary purchases. That means working harder to divine just what will motivate consumers to become customers.
âWhen we give them what they want, theyâre there,â Mr. Cole said of shoppers. âYou have to offer them something different, a creative alternative.â
One way Mr. Coleâs company will try doing that is through a special Web site, 30yearsbold.com, that is to go live on Thursday, offering a searchable, shareable archive of Kenneth Cole brand advertising that was created internally and by the Kirshenbaum & Bond agency. The budget for the initiative, said Amy Choyne, chief marketing officer, is estimated at $1 million.
There will also be a book, âThis Is a Kenneth Cole Production,â to be published by Rizzoli, written by Mr. Cole and Lisa Birnbach. The book will cover Mr. Coleâs social activism, which is expressed through his advertising, along with a retrospective of the campaigns.
For the Lucy line of womenâs activewear sold by the VF Corporation, a similar desire to reach consumers in âunexpected, nontraditionalâ fashion led to a decision to pass âat this point in our brandâs lifeâ on conventional advertising like commercials or print ads, said Laurie Etheridge, president for Lucy.
Rather, there are plans for an installation on the Charles River Esplanade in Boston that Ms. Etheridge and Dawn Dzedzy, director for brand marketing, are calling a âlight forest,â after its more than 10,000 solar-powered LED lights. People will be able to visit the project from Oct. 3 through 13, Ms. Dzedzy said, âand weâd love to take it to other cities.
âItâs an opportunity to connect with consumers,â she added, âto show who we are rather than tell.â
The project, developed by the Mono agency in Minneapolis, part of MDC Partners, is estimated to cost under $2 million. It is an example of experiential marketing, which seeks to give brands a tangible presence outside of stores. The idea behind the installation is to provide women with âopportunities to refresh and âde-stress,â â Ms. Etheridge said.
Ms. Dzedzy put it this way: âItâs giving women an amazing moment. This doesnât say, âHereâs a light forest; go buy some yoga pants.â â
Jane Schoenborn, vice president for creative communications at Lilly Pulitzer, the womenâs apparel company, agreed that it was increasingly critical to stand out amid a sea of sameness. âBecause of our resort-chic brand positioning, we are filling a different niche,â Ms. Schoenborn said of the distinctive style created by Lilly Pulitzer, known as the Palm Beach princess of prints.
Even so, âweâre careful with our price points so we donât make it hard to buy,â she added. âWhen our consumer sees the garment, and sees the price tag, she is delighted with what she sees, the perceived value. And when we delight her, she pulls the trigger and purchases with us.â
Lilly Pulitzer is introducing a campaign â" in a collaboration between an internal team and Agency Magma in New York â" that illustrates a theme of âLife in print.â The campaign, with a budget estimated at more than $2.2 million, will be in digital media, which is âbecoming the new voice for the brand,â Ms. Schoenborn said, because âweâre finding our consumer loves to talk to us online.â
Crocs, the shoe brand, is also concentrating on digital platforms for a coming campaign, which includes the crocs.com Web site and social media such as Twitter. The effort, mostly created internally, is centered on a lighthearted self-proclamation that designates Sept. 28 as âInternational Comfort Day,â in a nod to the brandâs promise of comfortable footwear.
âItâs a message we can own as a brand,â said Andy Sackmann, chief marketing officer at Crocs Inc., of providing âfun things to engage people.â
At the same time, reflecting the recent difficulties Crocs has had in the United States market, the campaign will offer âincentives to get people in store,â he added, like a 20 percent discount.
The goal is âto turn this into a true business-driven initiative and not just a P.R. activity,â Mr. Sackmann said. âWe want to tell a brand story and tell a product-awareness story.â
