Is Wal-Mart Really Turning Green?

I have watched the plentiful news coverage about Wal-Mart’s green turn and read many opinions both skeptical and convinced. Until now I have withheld judgment.

Talk, after all, (mine included) is cheap.

But it seems increasingly clear that Wal-Mart is not…as the doubters say… just ‘greenwashing’.

How did I come to this conclusion?

Well I read a number of feature stories in the American business press, for one. And one of the common threads is that Wal-Mart has discovered that by trimming packaging, excising unnecessary waste, and maximizing energy costs they are saving tens of millions every year.

Wal-Mart’s unique business proposition is that they are the low price leader and their margins are razor-thin. “A penny saved is a penny earned,” the saying goes. And that’s truer for Wal-Mart than, say, Rolls Royce.

To its bones, Wal-Mart is a cost-cutter.

But I also keep coming across marketing efforts... ironically enough... that evidence Wal-Mart is serious in its greening.

Above is a page from a flyer from the June-July 2007 Sam’s Club Source, their magazine for members. Sam's Club is a member's only warehouse club owned by Wal-Mart. All told 40 pages of editorial and ads… including the cover… had some sort of green or organic or social responsibility messaging.

Notice first of all the three column piece at the top of the page about Sam’s Club gift cards. The plastic cards, we learn, are made from corn sugars and thereby decompose (‘renew’ the copy says), in days rather than millions of years as with an oil-based plastic.

Two years ago the main consideration from Sam’s Club when it comes to sourcing stored-value cards would have been price alone.

Below that is an ad for coffee from Sam’s Club in-house premium brand Member’s Mark. The coffee is triple certified by the Rain Forest Alliance, USDA Organic and Fair Trade.

Two years ago, the coffee buyers at Sam’s Club wouldn’t have even deigned to open a phonebook to find the numbers for the USDA Organic certification authority, much less Fair Trade and the Rain Forest Alliance.

Likewise Sam’s Club and Wal-Mart have traditionally rejected standard-issue cause-related marketing campaigns because they undercut the company’s value proposition, which was encapsulated by their long-time tagline “always the lowest price.” [Wal-Mart’s tagline has since changed to: “Save money. Live Better.”]

After all, how could they be offering the lowest price if some charity got a nickel or two?

What does this mean?

Two things:

Wal-Mart is the world’s first or second largest company by sales depending on the year. In no small measure their size has painted them with an equally gigantic target. And competitors, governments, and social activists the world over take aim every day. With their green initiatives, they’re not going to please their fiercest critics. But if they can find money savings and sales advantages in turning green, your company can too.
For cause marketers it means that you may have an opening… most likely with Sam’s Club… that didn’t exist before. But the cause has to be just the right shade of green and the campaign better be very well thought out. Because every day a plane-load of people with new ideas arrives in Bentonville, Arkansas and most go home disappointed.

Chili’s and St. Jude Children’s Research Hospital

I was in Chili’s today and I ordered their “Triple-Dipper,” a three appetizer combo. While I waited for the food, I noticed another kind of combo. Chili’s is doing a full-featured cause-related marketing campaign for St. Jude Children’s Research Hospital. There was a four-sided laminated table tent outlining the campaign on the table. When the waitress brought the drinks she slapped down Chili’s trademark square paper beverage coasters and on them was a call to action for an element of the campaign called ‘Create-A-Pepper,’ a kind of paper icon campaign. The wait staff was all attired in black shirts co-branded with Chili’s and St. Jude. The Create-A-Pepper paper icon could be found in a stack behind the hostess area. The Peppers are outlines of Chili’s iconic logo meant to be colored. I paid $1 for mine, but they would have taken $5, $10, or more. The crayons, too, were co-branded with the ‘Create-A-Pepper’ and St. Jude’s logos. There’s also creatapepper.com, a microsite, but again wi...

Part 2: How Chili's Used Cause-Related Marketing to Raise $8.2 million for St. Jude

[Bloggers Note: In this second half of this post I discuss the nuts and bolts of how Chili's motivates support from its employees and managers and how St. Jude 'activates' support from Chili's. Read the first half here.] How does St. Jude motivate support from Chili’s front line employees and management alike? They call it ‘activation’ and they do so by the following: They share stories of St. Jude patients who were sick and got better thanks to the services they received at the hospital. Two stories in particular are personal for Chili’s staff. A Chili’s bartender in El Dorado Hills, California named Jeff Eagles has a younger brother who was treated at St. Jude. In both 2005 and 2006 Eagles was the campaign’s biggest individual fundraiser. John Griffin, a manager at the Chili’s in Conway, Arkansas had an infant daughter who was treated for retinoblastoma at St. Jude. They drew on the support Doug Brooks… the president and CEO of Brinker International, Chili’s parent co...

Cause-Related Marketing with Customer Receipts

Walgreens and JDRF Right now at Walgreens…the giant pharmacy and retail store chain with more than 5,800 stores in the United States and Puerto Rico… they’re selling $1 paper icons for the Juvenile Diabetes Research Foundation (JDRF). This is an annual campaign and I bought one to gauge how it’s changed over the years. (Short list… they don’t do the shoe as a die cut anymore; the paper icon is now an 8¾ x 4¼ rectangle. Another interesting change; one side is now in Spanish). The icon has a bar code and Jacob, the clerk, scanned it and handed me a receipt as we finished the transaction. At the bottom was an 800-number keyed to a customer satisfaction survey. Dial the number, answer some questions and you’re entered into a drawing for $10,000 between now and the end of September 2007. I don’t know what their response rate is, but the $10,000 amount suggests that it’s pretty low. Taco Bell’s survey gives out $1,000 per week. At a regional seafood restaurant they give me a code that garner...

Cause Marketing

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