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Archives for September 2015

SMG Tip: The Number May Be Bad, but You Can Be an Agent of Change

September 22, 2015

10.4%. That’s the current unemployment rate for Americans with disabilities1.

If any other demographic group in the U.S. had this unemployment rate, there would be outrage. But that is not the case when it comes to employing people with disabilities.

Many companies say they are equal opportunity employers but their actions around disability employment don’t indicate that they’re doing enough to chip away at this unemployment rate. Further, the numbers don’t indicate that people with disabilities are employed at the same level as the general population. Why is this the case? More than likely there are people with hidden disabilities working in your organization, however many of them haven’t disclosed their disability for fear of being treated differently or limiting their advancement. When there’s a culture of disability inclusion, people are not fearful to disclose they have a disability.

How can your organization take necessary steps to ensure that people with disabilities are a factor in the diversity equation? SMG offers a few insights to help your organization create a culture of disability inclusion.

  1. Be honest: It’s imperative that companies assess what active steps they’ve taken to recruit individuals with disabilities. Does your company have an Employee Resource Group? A senior leader who champions disability inclusion? Do you provide training to HR staff and hiring managers? When your company highlights D&I are people with disabilities included?
  2. Listen: The best way to understand the experience of employees with disabilities, or those impacted by disability with a child or loved one, is to talk openly and honestly with them about their experiences at the company. Conduct internal listening groups of employees impacted by disability. This forum has to be safe for participants to freely share. This valuable input will help inform the overall recruitment plan.
  3. Plan: Creating a disability recruitment plan will provide you with a the road map for your organization to actively recruit people with disabilities. To be successful, it’s imperative to have a budget and staff to support the implementation of the recruitment plan.  Additionally, input for developing the recruitment plan should come from cross-functional internal teams, with active engagement from senior leaders.
  4. Publish success: In focus groups completed by SMG, respondents indicated that one of the primary ways companies demonstrate their commitment to people with disabilities was by actively recruiting and hiring them. They also shared that robust employment efforts provided a resounding demonstration of corporate commitment, which strengthened the brand’s equity. SMG suggests that publishing disability employment success in internal communications, as well as externally, will show that the company’s walk and talk align.

October is National Disability Employment Awareness Month and now is the time to galvanize the internal teams within your organization to develop and implement an inclusive disability recruitment plan. If you’d like to learn more about how to create a culture of disability inclusion, contact the SMG Team for a 30-minute discovery call to gain further insights. To schedule, send a message to cbeaty@disability-marketing.com.

1 U.S. Department of Labor, August 2015

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SMG Tip: The Power of Family and Friends

September 8, 2015

A young boy in a wheelchair with his brother and motherThere are 70 million families in the United States and the Census Bureau indicates that one third of those are impacted by disability. That means that a little more than 20 million families have a loved one with a disability. There are more subtle shifts in these numbers as 1 in 68 children born in our country are on the Autism Spectrum. This requires infrastructure and social supports in our communities at unprecedented levels, which reinforce equity of education and opportunity.

Why is this information important for businesses to know?

It’s important because it can translate to sales. The number of people with disabilities in the U.S. is currently estimated at 56.7 million with an aggregate disposable income of $544 billion. Friends and family comprise 105 million people with a disposable income of $3.9 trillion. Companies who employ, serve and market to people with disabilities and their families reach a large and powerful market, which is more than 2 times the size of the tween market, with more than 4 times the spending power.

Families and friends witness the lives of people with disabilities and understand what they encounter daily. They often become passionate advocates and are ready to share about the value of the person they love. There is unlimited opportunity for the company looking to reach this market.

There are a number of things your company can do to target family members and friends. Here are just a few:

When a company successfully targets families and friends of individuals with disabilities, most assuredly they will not only have a lifelong customer, but also an ambassador who will gladly share about their experiences with other families. Word of mouth has more influence that promoting products and services in ads. Receiving an endorsement from a peer, who has managed similar disability circumstances, builds a credible connection that shapes how consumers know, like or trust your company.

  1. Go where they are: The quickest and easiest way to find family and friends of people who have disabilities is to go where they are: school systems, disability-specific groups, blogs, and non-profit agencies.
  2. Find out what they need: By completing qualitative and/or quantitative research you will hear not only what is important to this important group of consumers, but what services would enhance and add value to their lives.
  3. Speak to them directly: Build facilities and services to support them well. Walt Disney World has built in several accessibility features into the rides, as well as the property for family members to tend to the personal needs of their loved one in a most discreet manner.  Royal Caribbean Cruise Lines has provided value-added for people with mobility disabilities, and has recently been awarded the designation of Autism-Friendly Cruise Lines by the group Autism of the Seas.
  4. Tell it! When your company has made enhancements to provided services and products to people with disabilities and their families, do more than issue a press release.  Advertise on disability sites, and reach out to the disability media, establish partnerships with disability organizations. And share what the latest innovation is, repeatedly.

To learn more about reaching family and friends of people who have disabilities and the money your company is leaving on the table, contact Celeste Beaty at the Solutions Marketing Group, at cbeaty@disability-marketing.com.

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Tags: disability marketing, family, marketing, word-of-mouth

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Tuesday Tip: Use Your Misteps as Lessons

September 1, 2015

Each Tuesday, Solutions Marketing Group offers you advice that can boost sales and increase your company’s presence with the disability market segment. For today’s Tuesday Tip, we bring you an actual case study of learning from your mistakes and getting it right.

In 2000, Nike, found itself in the midst of controversy with the disability community. They published an ad promoting the Air Dri Goat, in hiking and Men’s Journal, Outside and regional outdoors publications.  The copy included the following:

“Fortunately the Air Dri-Goat features a patented goat-like outer sole for increased traction so you can taunt mortal injury without actually experiencing it. Right about now you’re probably asking yourself “How can a trail running shoe with an outer sole designed like a goat’s hoof help me avoid compressing my spinal cord into a Slinky on the side of some unsuspecting conifer, therebyr endering me a drooling, misshapen non-extreme-trail-running husk of my former self, forced to roam the earth in a motorized wheelchair with my name embossed on one of those cute little license plates you get at carnivals or state fairs, fastened to the back?”

Is your mouth on the floor?

This struck a nerve within the disability community and the outrage was heard throughout the country.  The ad created such a visceral reaction because it was offensive and perpetuated stereotypes.  It was pulled immediately after disability rights advocates demanded that it be so, and articles in publications like the Wall Street Journal, covered this horrendous misstep. One of the employees involved in the approval process resigned from Nike, and officials from the company met with advocates in Washington, DC to discuss the ad’s impact.

Fast forward to 2015

Teenage boy wearing shoes featureing FLYEASE technologyIn July, Nike unveiled the creation of the Zoom Soldier 8, which features FLYEASE technology, designed for people with disabilities.

The Zoom Soldier 8 story began back in 2012, when Matthew Walzer, a 16-year-old who lives with cerebral palsy, wrote a letter to Nike asking the company to consider developing a shoe designed for people who have trouble tying shoelaces.

He said,  “My dream is to go to the college of my choice without having to worry about someone coming to tie my shoes everyday,” according to Nike. “As a teenager who is striving to become totally self-sufficient, I find this extremely frustrating and, at times, embarrassing.”

The letter made it into the hands of Nike shoe designer, Tobie Hatfield.  After reading Matthew’s request, he began working to develop a prototype for a shoe Matthew and other people with disabilities with limited dexterity, could wear comfortably.  Instead of laces, the Zoom Soldier 8 features Flyease technology, a type of zipper that goes around the heel of the shoe. This makes it easier for people with limited hand function to easily pull the shoes on and off with one hand. The new design includes the same ankle support as Lebron James’s footwear (James is Matthew’s favorite basketball player). How cool is that?!

What our team, at the Solutions Marketing Group has discovered is that when a company communicates authentically to the disability market, it will resonate and shine and gain the attention of the general market, as well as those with disabilities.  We applaud Nike for getting it right this time and for sharing the story of the Zoom Soldier 8 in a powerful way.

Check out the Flyease story:

If you are interested in learning how to communicate your company’s commitment to the disability market in an authentic way, leading to building a strong relationship with consumers, contact the SMG Team for a 30-minute discovery call. To schedule, send a message to cbeaty@disability-marketing.com.

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Tags: consumers, lessons, reputation

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Quick Facts

The disability market consists of 56M people, representing an annual disposable income of $544 billion.

The disability market is more than twice as large as the tween market (20M), and has almost 3X the disposable spending power ($180B).

According to the U.S. Census Bureau, of the 69.6 million families in the U.S., 20.3 million families have at least one member with a disability.

A University of Massachusetts Boston survey found 92% of consumers felt favorably toward companies hiring people with disabilities; 87% prefer to do business with such companies.

By the year 2030, 71.5 million Baby Boomers will be over the age of 65 and demanding products, services, and environments that address their age-related physical changes.

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