Ibex is another company that clearly understands its customers, or “tribe,” as Seth Godin would say. I discovered this Vermont-based outdoor wool clothing company a few years ago when I was looking for a better quality vest than the ones on display at REI.
My older brother put me onto Ibex. I not only enjoy wearing their products (I refuse to share my ultrasoft, wooly hat with anyone), but I see them as a great example of a company that’s taken pains to know its customers and integrate its brand – “durable, evolving, active and modern” – into everything it does.
Their Web site (http://shop.ibex.com/) exemplifies what I mean:
- They openly involve and display their tribe. Ibex has a client base of dedicated outdoor enthusiasts. Each product features “verified customers” who have posted their ideas, opinions, and product reviews, even the rare negative ones. Ibex knows that their best advocate is the existing customer, not their own company copy. They have the confidence to let real customers speak for them. Not something you see often. AND they have Google+ and Facebook Like buttons for all their products so rock climbers, runners, and back country skiers can share their passions for fine wool wearables.
- They gently educate their prospective customers. With only four main navigation elements, the site is clean and modern. The pleasant surprise comes when you mouse over one of these (Men’s, for example). Try it. Not only do you see the product breakdown, but you get a primer on their clothing lines (they call it Ibex 101). Their site navigation doubles as a dictionary! Phenomenal experience for a first-time visitor.
- They reinforce their identity and engage their visitors with compelling content. Ibex does content marketing as well as anyone. They include high-quality video (including “The Art of Wool” on their home page), informative articles, and Instagram shots of their own employees wearing their products. Not overwhelming and enough to help bolster their brand. By far my favorite section is “Dogs Matter,” a jaw-dropping assemblage of the best dog photography I have ever seen. I’ve bookmarked this page and visit when I need an easy smile.
Sure, my own career (and the careers of many friends) is bound to business-to-business (B2B) marketing rather than business-to-customer (B2C) retail. Yet examples like Ibex are inspiring all the same. I only wish that the head of marketing had responded to my interview request for this post. It seems an odd miscue for a company that so clearly uses its customers as a tool in their sales process to ignore a customer request that would bring them positive PR. A broken process? Lack of staffing? Disinterested in small-time online media? High on maple syrup? I’ll never know.
Perhaps they are too busy trail running with their canine companions through the picturesque woods of Vermont…