Pillow makers: Free Making Money

It’s that magical time of the year when brand preferences are being lodged in the consumer psyche by any means necessary, be it free online shipping offers or conventional “doorbuster” style shopper stampedes. (Plus, in an admirable show of advance conditioning, there are those sidebar Four Loko-fueled parking lot brawls.)

But the romance of the brand is a notoriously ephemeral thing, as any casual survey of thrift-store Tickle-Me Elmo and Tamagotchi displays will promptly demonstrate. To do the job right, in this as in so many other realms, we would do well to heed the example of the Germans. As Bloomberg’s Chris Reiter reports, Deutschland’s Big Three automakers—BMW, Mercedes, and Audi (now a Volkswagen property)—have long been locked into a battle for the overtaxed attention spans of the youth market.

Back in February, Audi made a dramatic bid for high-end kiddie allegiance with a $13,300 model of a 1930s roadster, evidently calculating that a Weimar-era collectible is the perfect bridge to the true sturm-und-drang of a privileged adolescence. The model comes replete with “an aluminum frame, hydraulic brakes, seven speeds, leather-clad steering wheel, and oak dashboard,” and nearly sold out of its initial 500-unit manufacturing run, Reiter notes.

The idea behind such lush toy marketing, of course, is to instill intense brand-loyalty among the market’s littlest thought leaders. "Merchandising is important not because you can make huge money with it,” Audi sales chief Peter Schwarzenbauer tells Reiter, “but because it's another means of positioning your brand.” That means that Audi isn’t confining its initiatives to pint-sized drive trains, but is branching out to other durable badges of status, such as a $17,000-plus table soccer game—the idea here, evidently, being not so much to cultivate hooligan-style soccer fandom in the plutocratic young, but rather to inculcate the more genteel and respectable habit of full-scale team ownership.

It’s true that Audi isn’t neglecting more downmarket kiddie consumers in its push, with a $60 branded teddy bear and a $400 red-plastic version of the roadster; here, the functional array of model accessories include “an adjustable rollover bar, hand brake, over-sized tires with Audi-style rims, and padded seats.” But the main event is clearly the scrum for top-line market cachet, which is why Audi’s rivals are stepping up their game. Mercedes, for instance, is planning a spring rollout for “the foot-powered SLS Bobby-Benz, featuring headlights, grill, and rear end similar to those of the company's $183,000 SLS sportscar. The toy SLS features quiet-running tires, an Ackermann steering system with tight cornering for living-room maneuverability, and a steering wheel that absorbs impact to prevent injury in the event of a collision.” The model will boast a comparatively modest $120 asking price—but that loss-leader price point is a small sacrifice when you’re grooming future six-figure auto customers. "All the products have to live up to Mercedes' standards for quality and safety—especially our toys, which are all-time favorites with the next generation of Mercedes-Benz customers," reports Christian Boucke, who heads up the Benz accessories division.

BMW, meanwhile, appears to be the most horizontally minded lifestyle competitor in the luxe-branded market, brandishing a wide panoply of gear from a $460 kid-scale version of its M3 GT2 race car to a pair of $50 rain boots. The Beamer accessories division also turns a healthy 7 percentish profit—even though its brand-keepers, too, stress their real stake is in the longer-term loyalty game. “We are first and foremost a marketing initiative, and the main objectives are to broaden the brand's presence and strengthen loyalty," says Thomas Goerdt, who directs BMW’s distinctly un-German-sounding merchandising and lifestyle unit.

Still, the great risk of too-rampant accessory branding is market saturation—which is why Michel Gabriel, a branding specialist who has advised past Audi projectS, draws the line at underwear, even though “a lot of money can be made from a product” aimed at the intimate end of the brand market.

We can’t help thinking, though, that the Grosse Drei auto barons are selling short tomorrow’s financial titans with mere miniature knockoffs of luxury rides—and not just because their British competitor, Aston Martin, still owns the highest tip of the market with a Volante Junior model fetching a cool $24,000 with a devoted consumer base of young royals—who have duly gone on to modify their fullscale Astons to run on wine.

After all, the lesson of branding the world over is that a truly consummate brand eventually eclipses its mere material referent—hence the power of the glyphlike Nike swoosh (which only cost the firm $35 when design student Carolyn Davidson submitted in in 1971), or the “i”-themed Mac brand interface. Likewise, the business model for Mercedes has involved coaxing lavish multimillion-dollar subsidies from U.S. lawmakers at the same time it’s presented itself as an above-the-fray survivor of the 2008 global auto downturn.

Likewise, BMW has briskly seen to it that influential state congressional delegations have placed its own export interests ahead of the bailed-out U.S. auto industry—while Audi’s corporate parent Volkswagen has at least been candid in soliciting U.S. bailout funds, while also putting in for homeland funds to shore up its rickety loan operation. (Needless to say, this corporate pursuit of public-sector handouts doesn’t seem to have softened VW’s stand on American union drives, since like other foreign automakers, it’s expanded operations in anti-union right-to-work states to evade higher labor costs at home.) All of which is to say that, if doting plutocratic parents are looking to instill formative brand preferences this holiday season, nothing says “heed daddy’s example” like a simple, influence-subsidized government check. And Lord knows that for the properly connected family or industry, a good government kickback is about as hard to obtain as a pair BMW rain boots.

You, valued and valuable reader, are invited to join Chris Lehmann and your other fellow rich people to celebrate the publication of Rich People Things, this Thursday, December 2nd, at Le Poisson Rouge in New York City, from 7 to 9 p.m. There will even be a brief chit-chat with Thomas Frank and Maureen "Moe" Tkacik.

As we’re all well aware, Facebook doesn’t offer an iPad app. Well, maybe we’re not all so aware of that. Because Friendly, an unofficial app made by Oecoway, has been a massive hit on the platform. In fact, it has over 500,000 active users, co-founder Cyril Moutran tells us. And that’s pretty amazing considering that they have been charging for the app. But you can probably expect that number to explode even further, as they’ve decided to make the app free.

To be clear, there will still be a $0.99 version of Friendly, but the only difference from the new free version is that it won’t have ads. Undoubtedly, most users won’t care about that and will opt for the free version. And the app will rack up even more downloads because 1) again, Facebook doesn’t have an official app and 2) Friendly is a very solid way to use Facebook on the device.

“We’re making Friendly for Facebook free, because we want to expand our user base and put Friendly for Facebook in as many people’s hands as possible,” Moutran says. The service essentially takes the touch-optimized version of Facebook’s site and wraps it in their own native app wrapper. But this allows them to add more functionality, such as the ability to change fonts and colors. Plus you can browse the web within it and quickly share back to Facebook. You can also easily manage multiple Facebook accounts from the app.

The app also brings a native app look, feel, and performance to Facebook. That may not sound like much, but given the usage numbers, it definitely can’t be overlooked.

But while Friendly is very good, let’s be honest: if Facebook had their own app, most people would likely use that. People currently searching for “Facebook” on the iPad only have the third-party options — and this has tricked some people. And considering that many of these apps are paid apps, that has cost people money — something which Facebook can’t like too much.

So did Facebook pressure Friendly to go free? It doesn’t seem that way. Moutran says that Facebook has been very supportive of what they’ve been doing. “The Facebook Platform team in particular deserves kudos for their around the clock dedication at providing help and guidance to developers on iOS SDK,” he says.

Maybe we should take Friendly going free as a sign that an official app is coming? That also doesn’t seem all that likely given Facebook CEO Mark Zuckerberg’s recent words about the possibility.

While Moutran declined to talk about their revenue numbers, if you simply take the 500,000 user number and multiply it by the one dollar the app had sold for, you get $500,000 (before Apple takes their 30 percent cut). Of course, Moutran did say the 500,000 is active users, so it’s possible the app has been downloaded quite a bit more, bringing Oecoway even more money.

Now they’ll likely have to replace a lot of that money with ad revenue. Will it add up? Who knows, but this move will undoubtedly bring them a lot more users.

“We’re really excited because Friendly for Facebook has been an extremely successful paid application. It’s held the top overall spot for paid applications for more than 40 days, and it’s been the top paid social media iPad app since we launched version 1.0. But we want as many people as possible to be able to experience Friendly for Facebook so that’s why we are making it free,” Moutran reiterates.

That’s great news for Facebook users and iPad lovers alike.

You can find the free version of Friendly here. And the paid version here.

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Wednesday, December 8, 2010

Free Making Money

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