With the official one-year mark of COVID-19 behind us, you too might be asking, “can we go diving yet?” Even if where you live is open for business, the answer may not be an automatic yes. There are a few things you should consider before booking your next dive or packing your dive bag.
Have you questioned teaching in a backplate, harness and wing before? We’re here to break down exactly why this set up is a-okay to use in your next course and offer some pointers to make it go smoother. Finally, we make the argument on why using a BPHW set up can actually be better in some cases for you as the instructor and the evolving student.
Do you know the differences in teaching an SDI course versus teaching another agency’s courses? With SDI you might find that we offer a more flexible training schedule as well as the chance to become a more proficient diver from the start. In an SDI course, you’ll learn buoyancy control as well as how to use your computer from the moment you step in the water. We aren’t in a rush to get divers in and out of courses, our goal is create divers who are confident in their skills.
Did you know that certain foods have been tested and even showed signs of reducing decompression sickness? Did you also know there are an array of exercises you can do to reduce your risk of DCS? And the most stunning thing of all? Your Genetics even play a role!
There are a lot of ways to stand out against the competition these days; and the good news is, it doesn’t mean you have to have the lowest prices. In a business like diving where there’s no shortage of dive retailers, you may often feel yourself stuggling to set yourself apart from others. There are many ways to stand out and we’re giving you some ideas on how to do it.
Understanding how customers buy, you can tailor your marketing activities to get the best results and get them signing up for courses and dive trips.
No matter what level of diver you are there’s one thing that stands true for all: buddy checks. The truth of it all the higher level of certification usually the more things can go wrong. It’s important that before every single dive you and your buddy go through a buddy check of each other. We’re giving you some guidelines on what you should be doing before every dive.
Over the last 10 years SDI/TDI/ERDI has seen tremendous growth throughout the world. Due to our growth outside of the United States, we recently decided to expand the staff working with Paul, by adding Jordan Greene, an experienced member of our staff, and Mark Powell, a long time IT for SDI/TDI/ERDI from the UK.
by Mark Powell
Good marketing is key to the success of any business. Most people would readily agree with this statement but it is surprising how much variation there is in what people think of as “marketing.” Before you read any further I want you to take a few seconds to think about what you understand of this term, “marketing.”
I would imagine that you thought this question would be relatively easy; after all, everyone knows what marketing is, right? In reality, it is one of those terms that everyone recognizes, but finds very hard to define. You can also try asking friends, colleagues, customers and staff the same question and see what responses they give. The answers will probably include some mixture of advertising, selling, customer needs, value, strategy, positioning or promotions.
Part of the reason for the range of answers is that marketing has changed over the years, and many people have definitions that come from different stages in it’s evolution.
In the 1950’s and 60’s, there was not a huge variety or availability of products. Put simply, customers bought the products that were available, and so marketing was associated with selling. We can call this the Marketing=Selling period. Marketing involved selling the products that a company made. As a result, marketing was a sales support function involving advertising the product to the consumer, setting a competitive price and having effective salespeople.
In the 1970’s and early 80’s, a wider proliferation of products, increased technology and competition from countries such as Japan, Taiwan and Korea changed the way customers looked at products. This required a more sophisticated approach to marketing with more focus on effective promotions and market research. During this period, marketing communications developed as a way to better get the message to the customer. Sales techniques became more sophisticated and this led to a phase referred to as the Marketing=Selling+ period.
In the late 1980’s and into the early 90’s, the focus shifted from products that the company was producing to products that the customer wanted to buy. This led to a major shift in the way marketing was viewed, and more market-focused companies, rather than product-focused. Rather than trying to convince the customer they wanted to buy the products that had been developed by the company, marketing was used to help design products that would appeal to customers. We can refer to this as the Marketing=Accepted Philosophy approach.
In the 1990’s and into 2000, this approach was developed further so that marketing influenced not just the product development process, but the whole approach of the company. In this way, marketing became one of the key tools for strategic planning. Companies were driven by the requirements of the market and specifically by meeting the needs of customers. The aim was to develop a superior value proposition for the customer by focusing not just on the product, but also on the service provided to the customer and the image of the company. This is known as the Marketing=Driving Philosophy period.
So it is no wonder that marketing has many meanings to different people. It has been used to in very different ways; from a slightly more sophisticated way to sell products, to the driving philosophy of a company’s strategy. Your answer to the question, “what is marketing?” asked at the start of this article will give an indication as to which period of marketing you are thinking of.
This history lesson in the development of marketing might be very interesting from an academic point of view, but how is it important to a scuba diving instructor or dive centre owner?
The fact is, the diving industry has gone though a very similar process. At the start of our industry, diving instruction and products were very rare and were desperately sought out by those who wanted to become scuba divers. Scuba diving was new, innovative and exciting. Customers were desperate to buy the product, and so the only marketing required was to make sure the eager customer knew where you were. This is the equivalent of the Marketing=Selling period. As the number of instructors and products increased, and professional agencies developed well structured programs, it became more important to differentiate yourself from other instructors, centres and products. During this phase, the Marketing=Selling+ approach worked well.
As scuba diving became more established, and other adventurous pastimes became more popular, instructors, dive centres and scuba equipment manufacturers had to focus more on identifying and meeting the customer’s needs. More tailored programmes were introduced, as well as a range of equipment to suit different needs. This shows how the industry had moved into the Marketing=Accepted Philosophy period.
Today many divers are also regular mountain bikers, skiers and social activists, as well as family members and business people with time and financial commitments. Providing a service that suits and appeals to these customers is a much bigger challenge than in the past, and one that can only be achieved by adopting a Marketing=Driving Philosophy approach. If your view of marketing is stuck in one of the previous periods, then your business is at risk from the competitor down the street who is offering what the customers really want, presented in a way that appeals to them, and structured in a way that is consistent with their other commitments. On the other hand, if you adopt a Marketing=Driving Philosophy approach you can develop and grow a strong business which matches the requirements of your customers. This approach will also allow you to adapt to their changing demands and to the social, technological and political factors that affect the diving industry.
Mark Powell is a SDI/TDI Instructor Trainer, consultant to the diving industry and the author of Deco For Divers. Prior to becoming employed full time in the diving industry, Mark was a visiting lecturer at the London School of Business and Management after serving in a range of international sales and marketing management roles.
by Mark Powell
One of the most important techniques in marketing is the concept of segmentation, targeting and positioning (STP). These three tools allow businesses to identify their most likely customers and tailor messages to these customers in order to increase their chances of offering the right product to the right customer.
Segmentation is the process of splitting up a huge group of all possible customers into meaningful sub groups. Segmentation is often done on demographic lines such as age, gender, income levels, family size, home address or work address. For example, a business may split its customers into male and female customers or into customers that are in their teens, 20-30, 30-40, 40-50 and over 50. Alternatively, a business may distinguish between customers that live within 10 miles of their store and those that live more than 10 miles from the store. In addition to these objective demographic categories, segmentation can also be carried out on a more subjective level, such as life stage, personality or behavioural characteristics. For example, life stages might include single, married with no kids, married with young children, etc. Although there is a correlation with age it is not fixed. For example a married couple in their forties may have no children, one young child or two teenage children. The key point of segmentation is to pick segmentation criteria that are relevant to the product or service you are offering.
Once you have chosen your segmentation criteria, the next step is to select various segmentation groups to target. For example in the video games market, age and gender are commonly used for segmentation. Early targeting strategies focused on males in their teens and early twenties. As a result games were developed that appealed to this target group. However, as the industry developed it was realized that there were other potential target groups. Older customers from both genders were targeted for a completely new genre of games involving brain training and female customers in their 30s and 40s were targeted for games such as the Sims and Farmville. By the use of suitable segmentation criteria, the games industry was able to hugely increase its potential market. It is only by the use of segmentation and targeting that this was possible. If they had tried to offer the same product to all groups they would have failed to expand beyond their initial market, however by realising that there were different segmentation groups the industry could offer a more suitable product to each of those groups.
This third stage is known as positioning. This involves offering a product that suits the target group and communicating with that target group in a suitable manner. In the video game example, positioning started with offering a radically different product to each target group. In other cases the same or very similar products can be positioned very differently by means of packaging and advertising. A good example of this is Diet Coke and Coke Zero. What is the difference between these two products? There are some minor differences in the recipe but ultimately they are almost identical in terms of the actual product. The real difference is that Diet Coke is aimed at women and Coke Zero is aimed at men. As a result, the product packaging for the two is very different and if you have ever seen a Diet Coke advert it is obvious that it is aimed at women while Coke Zero adverts are clearly aimed at younger men. In this way Coke can position their product specifically for the relevant target markets. Trying to come up with an advert that appealed to both men and women would be much less effective overall.
Positioning your scuba diving courses will also depend on your target group. One target group may prefer online training while another may prefer the face to face approach. One group may be attracted by action and adventure while another may be worried about the risks involved. One group may be interested in marine life and the environment while another may be more interested in exploring wrecks. One group may be interested in diving in far flung exotic places, while another maybe more interested in being able to train locally without the need to travel away from home. By coming up with an appropriate set of target groups you can put together a set of offerings that appeal to those target groups.
As well as product specification and product imagery, positioning can also affect your choice of advertising medium. National TV advertising on a major channel can have a huge reach but is a very expensive and an inefficient method of reaching a specific target group. If your target market lives within 10 miles of your dive centre then local advertising will be much more cost effective than national advertising. If you are targeting new divers, diving magazines or online forums are not the right place to look for those customers. However, if you are targeting experienced divers who are looking to get into technical diving then they are much more appropriate. If you are targeting inexperienced divers who want to gain more experience then your open water students over the last few years are the best starting point.
Segmentation, targeting and positioning is not a magic bullet but if used correctly it can help any business owner identify likely groups of potential customers and help you think about how best to position your offering to those customers.