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In last week’s column on Super Bowl ads, I stressed the importance of providing a value proposition when you are advertising or marketing your goods and services.
As a reminder, a value proposition is a promise that you make to potential customers that provides them a compelling reason why they should buy your product rather than a product from one of your competitors.
Prior to developing a value proposition, you first need to understand who you are trying to sell to and what product characteristics they value. This will ensure that your value proposition will be more likely convince these buyers (your target market) to buy from you. The most effective Super Bowl ads from last week did this important work well. Once the company has a good, valuable proposition, it then needs to communicate that valuable proposition to its target market. Fortunately for companies with Super Bowl ads, just about all target markets are watching the game. However, for pretty much all other advertising and marketing, it must communicate where the target market will see or hear it. In today’s column, I will walk you through how to determine who your target market is, what they value, and finally, where to distribute your marketing messages.
You are probably asking yourself, why is a guy who teaches Operations and Supply Chain Management (O&SCM) writing about Marketing? The answer is simple, really. It is the job of the O&SCM function of the company to deliver on the value proposition. So, as marketing develops its value proposition, it must confer with O&SCM to determine if the firm can deliver on that value proposition. If marketing communicates a value proposition it cannot meet, the company will likely be unsuccessful. With that in mind, let us examine the target market/value proposition development process.
As a firm begins to identify its target market for a particular product, it must first determine the various potential customers who might buy that product and attempt to partition those customers into groups who value similar things.
For instance, looking at the automobile market, there are some customers who value low price most, some who value performance and aesthetics most, and others who value reliability, durability, and consistency. If we are either in the automobile market or thinking about entering the automobile market, we need to find a group that values some characteristics that we think we can provide better than other market entrants. As you can see, the identification of a target market and the development of a value proposition that will appeal to that target market are done concurrently and iteratively. As noted above, the O&SCM function of the company is also brought in during these iterations to determine if the physical good can be manufactured or a service can be delivered in such a way that it can meet the value proposition.
One important thing to remember is that in most cases, you are not your target market. What I mean by that is that you are often biased by your own knowledge and taste/preferences, and this may differ significantly from what your target market values. Remember that you are a unique individual whose preferences for a price point and evaluation of other characteristics might differ from your target market. Be sure to develop a value proposition that reflects the buying habits of your target market customers.
Once you have developed a strong value proposition that you know your O&SCM can deliver upon, it is time to message that value proposition in places where your target market is present. As noted above, this aspect of our process is like “shooting fish in a barrel” for Super Bowl advertisers because all target markets are typically watching the Super Bowl. It is not so trivial for the rest of us. We need to understand what forms of media our target markets consume (e.g., television, radio, social media), but also, with each of these media, which applications or types of shows do they frequent. While most think social media skews young, and that is true for the most part, Facebook skews older, while Instagram, Snapchat, and TikTok skew much younger. On television, much of network television skew older, but there are shows like “Dancing with the Stars” and The “Bachelor” that do particularly well with younger women. Many mornings when I am getting ready for the day, I listen to “Augusta’s Morning News” on WGAC radio, and it is clear that my fellow listeners are primarily in my age demographic. My advice is to do your homework and find out where your target market is consuming media.
All the work above is not very easy, but doing it right will lead to big returns. If you can identify who you want to target, based on what they value, and then be sure they get the marketing message that you have what they value, your business will succeed!
In this candid conversation, Vahé Heboyan, PhD, and Marlo Vernon, PhD, talk about their work at the intersection of public health, economic stability and substance use disorder recovery. The interviews are centered on Augusta University's public health-driven small business training initiative and explore how recovery is strengthened when communities invest in people and provide practical paths to long-term stability.
Heboyan, a professor in AU's School of Public Health and a public health expert with a background as an economist, explains that economic vulnerability often hinders recovery, especially in rural areas with limited resources where risk-taking can be costly. He translates economic research into public health practice, emphasizing that small businesses and microenterprises are about providing a sustainable income for individuals and families, not creating large corporations. This stability, he notes, can have a ripple effect, supporting local economies, job opportunities and community resilience.
Vernon, whose research focuses on maternal and infant health, as well as substance use disorder recovery, highlights the human side of recovery and the importance of financial security for families. She notes that economic instability can increase the risk of relapse, especially for mothers in recovery who are supporting children. Her insights show that entrepreneurship can be a public health tool, addressing income, dignity, confidence and long-term wellbeing.
Both interviews emphasize the key role of community in recovery. Heboyan points out the power of peer support and shared experience, noting how participants use their past challenges as strengths. Vernon agrees, emphasizing that effective public health work requires building relationships and engaging with communities over time, rather than just conducting short-term research.
Together, the interviews show that recovery is part of a larger ecosystem that includes economic opportunity, mentorship and community trust. The video illustrates how combining economics, public health and lived experience can create lasting, meaningful impact for individuals in recovery and their communities.
Looking to know more? Click on Dr. Vernon's profile below. To connect with Dr. Heboyan, simply contact AU's Communications team via email (mediarelations@augusta.edu) to arrange an interview today.
At Augusta University’s annual Economic Forecast Breakfast hosted by the James M. Hull College of Business, Simon Medcalfe, PhD, offered a grounded, data-driven look at how the local economy is performing — and what lies ahead. Speaking to business leaders, students and community stakeholders, Medcalfe emphasized the importance of distinguishing real economic growth from inflation-driven gains, noting that while the Augusta region continues to grow, it does so at a measured pace compared to national averages. His presentation framed the local economy as stable and resilient, but not immune to broader forces shaping the U.S. outlook.
A key theme of Medcalfe’s remarks was the role of research, innovation and education in sustaining long-term economic health. He pointed to strong gains in research and development across Georgia and highlighted how university-based research directly contributes to regional economic output. According to Medcalfe, investment in knowledge creation remains one of the most reliable drivers of growth, reinforcing the value of higher education institutions as economic anchors.
Simon Medcalfe, PhD, is an economist with an emphasis on sports economics, social determinants of health, and the local economy. View his profile At the same time, Medcalfe cautioned against complacency. While regional fundamentals remain solid, he stressed that uncertainty at the national level continues to pose risks.
“However, uncertainty abounds in national macroeconomic policy that could negatively impact growth next year,” Medcalfe said, underscoring how unresolved fiscal decisions and policy shifts can ripple down to local economies. Still, his overall outlook balanced realism with optimism. Medcalfe concluded that the Augusta region — and Georgia more broadly — is positioned to weather uncertainty thanks to diversification, investment in early education, and continued research activity.
“Overall, Augusta and Georgia are positioned well for economic growth in 2026 with a strong commitment to early childhood education, a diversified labor market and strong research and development,” he said. View the full article 'Annual Economic Forecast Breakfast offers snapshot of the local economy' here:
For journalists covering regional economics, workforce development, higher education, or policy-driven growth trends, Simon Medcalfe, PhD, offers clear-eyed analysis rooted in data — and an ability to translate complex economic signals into insight that matters locally.
Simon is available to speak with media - simply click on his icon now to arrange an interview today.
