Excesses of successSimon Canning
DECEMBER 19, 2006
SANTA isn't coming down the chimney this year. He's arriving in a delivery van. The $4000 plasma screen and surround-sound system simply wouldn't fit in the sleigh. Christmas isn't for children any more. It's for cashed-up baby boomers, empty-nesters and DINKS (double income, no kids) who are offered champagne during their VIP shopping nights as they shower each other and themselves with extravagant gifts.
Where once wide-eyed children would run out on Christmas morning to see a tree surrounded by toys, now there is little space for kiddie knick-knacks in between the high-priced sound systems, iPods, designer-brand fashion and jewellery.
Mark Uncles, marketing professor at the University of NSW, who has been researching the spending habits of Australians 40 and older, says Christmas has evolved into the perfect excuse for expensive self-indulgence.
"There is longer life expectancy, decreasing birthrates, more disposable income that people have available," Uncles says. "They can spend it on themselves and they can spend it on others.
They are increasingly spending it on themselves at this time of year."While many are splurging on electronics, fashion and jewellery, Uncles says the Christmas list is expanding. "I would add to that list short breaks and short vacations, there is huge growth in that area," he says. "One way of characterising many of these areas, such as gaming and electronics, is they are almost adult toys. Toys do figure in it, they are adult toys."
But material goods are not the limit on the increasingly sophisticated adult wish list.
"There are even more sorts of high-end things such as cosmetic surgery," Uncles says. "It is very much something they are giving themselves, but to them it is treat time, a time for self-fulfilment and feeling good. If it's for a partner it's in the context of jewellery -- it might be too much of a latent hint if it is cosmetic surgery -- it is a token oflove."
Uncles says for those buying short breaks and vacations for Christmas, it is a shared present. "It's not just treating yourself but treating others who are near and dear."
Uncles says high disposable incomes are feeding the spending but there are other factors at play. "Particularly in Australia, there's the very low savings ratio," he says. "Here, if we have got it we spend it, and increasingly older generations and older consumers have it. The mortgage has been paid off, the kids have left home, but they are still active and interested in life."
Having yourself a very adult Christmas extends beyond high-priced presents to the way people shop.
Across the country retailers, shopping centres and arcades are hosting VIP shopping nights at which invited guests are plied with champagne and given exclusive access to stores after hours and after the hordes have been shown the door.
Last week, the Ipoh shopping arcade operator held an invitation-only event at its Chifley Plaza precinct in the centre of Sydney. Well-heeled shoppers were offered champagne, wine and canapes and serenaded live by pop group Human Nature as they wandered through high-end fashion and jewellery stores, credit cards at the ready.
John Klein, Ipoh marketing manager, says the event has become an important feature of the Christmas calendar. "Our primary objective is to drive sales," Klein says. Shoppers were invited from the centre's VIP list, while individual stores also invited their special customers.
"Last year we partnered with the Prestige Car group and invited the Maserati Club of Australia," Klein says.
While shopping is the aim of the evening, Ipoh threw in plenty of extras to help get shoppers in a spending mood. Along with Human Nature there were masseurs and two astrologers for fortune-telling.
Klein says the massages and fortune-telling added to the relaxed nature of the evening. "Last year we had the latest Maserati there and created a whole buzz around the car," he says. "This year we had two astrologists doing numerology and tarot cards and three masseurs that were also very popular."
More than 1000 people took part in the three hour pre-Christmas spending spree, each handing over on average more than $300 at shops including Herringbone, Leona Edmiston, R.M. Williams and Crabtree & Evelyn. "People see it as sort of a Christmas party as well, there is sort of a Christmas party atmosphere and it is sort of a social event," he says.
Gill Walker, of
baby-boomer marketing specialist Evergreen (aka Tosser), says Christmas is a time for boomers to indulge in what she calls the "what I always wanted" spending.
"I am sure boomers are going to happily spend more on themselves than ever before as the advertising noise ramps up," Walker says. "As many boomers pay off their mortgage (
the average age to have paid off a mortgage is now 55) they are suddenly left with an accumulating surplus that can be re-directed into the 'what I always wanted' list. Women in particular feel the sense of retail therapy freedom as children leave home and they enter 'me time'.
"During our midlife we are motivated by self-approval rather than social approval, so when it comes to spending we only have one person to rationalise with, ourselves.
In addition, if boomers want something, they now have the confidence and financial resources to buy it for themselves. The wait to be given a gift has been replaced by couples buying what they want for themselves, whenever, or jointly buying shared experienced, such as holidays.
"The hottest items this festive season for boomers will continue to be based around enjoying the experience, such as travel, resorts, technology, good food and wine, home entertainment.
"Take, for example, buying a plasma screen; older audiences are genuinely motivated by the quality of the experience it will offer their viewing pleasure."
The retail figures don't lie. Research company GFK, which tracks sales of consumer goods, shows a large spike in sales of big ticket electronic goods in the lead-up to Christmas. Last year, sales in the consumer electronics market topped $1.5 billion during the fourth quarter and analysts expect even bigger figures this year.
In 2004, GFK reported spending in the fourth quarter in the consumer electronics market jumped by $300 million. Last year it rose by almost $400 million and this year GFK predicts the sector will top $1.6 billion for the first time.
The electronics market is witnessing growth of close to 22 per cent during the Christmas period, while the toy market has increased 10 per cent to 12 per cent. This year, GFK predicts heavy spending on LCD and plasma television sets, DVD players, home audio, theatre and surround-sound systems.
Department store David Jones is having its best Christmas in six years and Paul Zahra, group general manager of stores and operations, says a large proportion of it is driven by adult indulgence. Although Zahra says toys are still important -- with Barbie and Bratz dolls popular -- people are spending more on adult gifts.
"We have certainly noticed that people are trading up in their purchases," Zahra says. "IPods are just flying out the door and the average price is about $300. Plasma TVs, again, we just can't keep up. People are replacing and giving family gifts or larger gifts." Zahra says Chanel No.5 perfume has been the most popular this year, with many customers trading up from the traditionally bigger selling eau de toilette to the perfume, an extra cost of $100. "It has certainly been much more of an adult Christmas," he says.
Uncles says the era of Christmas indulgence has come at the cost of simpler gifts, particularly homemade ones such as jumpers and scarves. "My sense is that it does not happen any more, which may be greeted with gratitude because some of these things were not very attractive but you had to pretend to like them," Uncles says.
Also celebrating are the marketers, who for a generation have been subtly shifting the perception of Christmas from a time of family celebration and togetherness to a retail revenue opportunity.
"It is about branding," Uncles says. "But I don't think it is marketing per se, which is getting people to do all that we have been describing. What we are picking up is changes in society.
"The way people want to live their lives and get self-fulfilment from their lives, which goes well beyond what mere marketers can do. People are half thinking about doing these things, but then need a little extra push."
The "little extra push" means Santa Claus is coming to town, but he may need some help getting in the front door with the load he's carrying.
Simon Canning is <a href="http://www.theaustralian.com.au">The Australian's</a> marketing and advertising writer.
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