It is easier in many ways to promote physical activities to middle-aged and older populations for a variety of reasons, but how well will they listen? If the messages are tailored precisely, they will listen very well, it turns out, despite the generation's somewhat skeptical demeanor.

Many seniors are turning attention to themselves after raising their children. Some may turn to physical activity because of medical advice to ward off chronic disease or for weight control. The effects of heart disease, asthma, diabetes, and a host of other conditions are mitigated by regular physical activity.

Others turn to physical activity to fill time or to engage socially with others after children have left home and there's more free time available. Retirement communities often market themselves as "active communities," advertising golf courses, tennis courts, a menu of aerobics, dance, yoga/pilates, and other classes that enable seniors to be physically and socially active at the same time.

Marketing to baby boomers, the World War II generation, and older seniors is good business. The wave of children born after that global conflict has been the major marketing influence at each age as they have moved through adolescence and the childbearing years of adulthood and now into their retirement years. We are only in the first few years of baby boomer retirement so the bulk of those born during those years have yet to receive their first retirement checks. As this generation marches inexorably towards their "golden" years, business marketing will be increasingly focused on tailoring their pitches to attract this cohort.

In a recent review of research by the American Association of Retired Person (AARP) into marketing to seniors, Colin Milner, CEO of the International Council on Active Aging, recommended that those who wish to market programs, services, etc. to the burgeoing seniors market do their homework first.

"[This] valuable research reinforces the need to do your homework before setting out on a communication campaign aimed at the mature market. Learn how to speak the language of older adults. Encourage them to be physically active four or more days per week at moderate intensity, and focus on your low-hanging fruit: the planners and tryers. Your success could depend on it." - Colin Milner

It is human nature to assertively press for individual choices as we age into the second half of our lives. While marketing gurus typically expect us to make economic choices based on how we identify with one sector or another of the consumer population, we humans self-diversify as we age. It becomes much harder for those who would wish to separate us from our dollars to predict accurately what car we'll buy or what beer we might drink based on our friends' choices. We just don't follow the pack the way we once did.

As boomers age, their marketing clout will be felt throughout the economy, and the fitness and wellness sectors won't be left out. Nearly one quarter of all fitness memberships belong to seniors, and more than 40% of hospital wellness center memberships, according to the International Health, Racquet and Sportsclub Association (IHRSA). Successful marketing to this generation will become a business imperative for many.

AARP's research drilled down to determine what motivates seniors to engage in physical activity and what obstacles block them from participating. The research found broad differences between those who were retired and those who were not, as well as differences between those who are habitual exercisers already and those who are sedentary. According to Milner, "they found big differences in how specific words were interpeted: Exercise was viewed as hard and difficult while physical activity was not." Neither those who exercise not those who do not equated the words "physical activity" with exercise, which many thought was too hard and difficult.

AARP Triumph Triathlon Series Was Early National Model

In 2002, AARP was worried about the Surgeon General’s declaration that more than 60 percent of all adult Americans were overweight or obese, with the 50+ population representing the most sedentary and obese segment of the adult population. Looking at demographic data stating that 80 million people would turn 50 over the following decade, AARP launched the Triumph Classic, a mini (swim-bike-run) triathlon in cities across the country. The series – a 400-meter swim, 20k bike, and 6.2 mile run - grew from six to 15 races in one year, with support from the National Park Service. The final event featured more than 500 senior triathletes competing in a national championship event in - where else? - sunny Florida.

AARP and USA Triathlon, the national governing body for the sport, joined together to offer an 8 week multisport training program that was included as part of the $30 dollar race entry fee to help seniors prepare for the short triathlon event.  The low cost and the AARP’s enormous potential for marketing the events around the country to its very own members. Triathlon has grown so extensively in the United States since then that nearly every race has its own senior “waves,” and special senior events no longer are needed.

SilverSneakers Success

SilverSneakers is a wildly popular physical activity program marketed by Healthways to various group retiree health plans nationwide or for those eligible for Medicare. Healthways is the largest independent global provider of well-being improvement solutions.

SilverSneakers is a multi-modal program that offers a fitness center membership that may be used at any participating fitness center, including YMCAs.  Program benefits include access to fitnessand conditioning classes, exercise equipment,  and customized classes along with online programs for weight loss, smoking cessation, and stress reduction. Participating health insurance companies include the AARP Medicare Supplement, Human, Kaiser Permanente, Bravo Health, some Blue Cross Blue Shield plans and many others. Silver Sneakers targeted the program to seniors to motivate them to make healthier lifestyle choices to reduce future health care costs.  According to the Silver Sneakers website, members have lowered sedentary behaviors by 70 percent with nearly half reporting physical activity at least two days per week.  With more than 40 major health plans across the country participating in the program, the program reaches more than 2 million people at no cost above usual health insurance premiums.

The AARP Triumph Triathlon Series and the SilverSneakers program are both innovative approaches to heighten physical activity among our aging population. There are countless programs and activities marketed to our seniors, a generally skeptical bunch. By doing your homework first and paying close attention to the words and style of the generational leaders, your marketing campaigns are most likely to resonate with your intended new markets.

At the fine age of 80, after his wife's death, Fauja Singh moved from India to the UK to live with his son. Being in a strange country and speaking a foreign language, Singh found himself isolated until he rediscovered an old passion - running. Twenty one years later, he is the marathon world record holder for adults 90 years of age and older, clocking in at 5 hours and 40 minutes.

Singh's rapid rise in the marathon world started 17 years ago, when at age 80 he completed the 26.2-mile race in six hours and fifty minutes. What made this achievement so special was the fact that he knocked 58 minutes off the previous world best in the 90+ age bracket. Since that time he has competed in more marathons and holds many world records. Singh's achievements have not gone unnoticed. In 2004, Adidas signed him to appear in a major advertising campaign that also featured soccer great David Beckham. The campaign's tagline, "Impossible is Nothing," reflects not only Singh's achievements, but also those of older athletes from around the world.

In the U.S. alone there are over 250,000 older athletes. These athletes desire to compete, no matter what their age, and have created national and state-level Senior Games and Senior Olympics.

What can you do to tap into the rising numbers of older athletes who want to compete outdoors without getting injured? Whether it's the training for the Senior Games or for a weekend competition (librarian by day, world record holder by night), helping the 50+ adults achieve their dreams is a valuable business.

First-Things-First

The following are eight tips to share with your staff and clients as initial approaches to building "Life Champions":

1. Don't underestimate your clients' desires. When an older client wants to train for a competitive sport, or a competition such as the marathon or triathlon, don't discard their commitment or capabilities. Fauja Singh is only one example of what happens when desire is set in motion.
   
2. Understand the aging body. Many of the perceptions of what the human body is capable of in old age are not only incorrect but debilitating to a generation who's true potential may be snuffed out by ageist points of view. Today, gerontologists have found that many of the issues we attribute to aging are more a function of disuse. When your clients choose to challenge their bodies and minds, they are capable of pushing past what was once thought unachievable.
   
3. Set goals.When setting goals for your client, identify the challenges they will face along the way. Your job is to create a realistc picture of what they will have to do, and not do, to achieve those goals.
   
4. Make short-term advances. Be sure to monitor your client's progress on a regular basis to ensure that they are making the desired improvements in their performance. This is not only a way to motivate older athletes, but is an important process in ensuring that their body is able to handle the trainings. For example, an older body takes more time to heal after a competition, so you may need to encourage your client to compete less frequently, but to go for it when they do. Competing less may improve their actual performances.
   
5. Create a foundation. Before starting your clients on a sports-specific training regime, be sure to build a solid foundation by having them participate in a regular fitness program that includes cardio, strength, balance, range of motion and flexibility training. Once they have the foundation in place you will be able to build upon it, bit by bit.
   
6. Get rest. Since an older athlete may require more rest to recover from their training, be sure to structure the program to take this into consideration. Also recognize that people over the age of 50 are more likely to experience aches and pains. These conditions may not have a considerable impact on their program. However, some may suffer debilitating pain; for these indvidiuals, you will need to adjust their training. Some may find relief by doing flexibility exercises throughout their program, or less strenuous sessions in the pool. You can also try making the warm-ups and cool-downs longer and more gradual.
   
7. Water counts. Aging reduces the body's mechanism to alert us about thirst and dehydration, placing older clients at risk. This can have an impact on the older person's ability to compete or process their medication. Remind your older clients to hyrdate before, during and after training.
8. Enjoy the experience. For many older adults, whether participating in team sports or an ultra-marathon, the most rewarding part of the journey into competition is the experience they gain and the challenges that they overcome during the process. Make sure to recognize and reward these along the way.
   

Future champions

By helping your customer to enjoy their competitive spirit outdoors, you are helping to create an environment that says, "It's never too late to pursue your dreams...and we will help you."

What are you doing to inspire older adults to enjoy the competitive side of physical activity and sports in the great outdoors?

You have probably heard the saying, "A family that plays together, stays together." If this saying is true, our goal must be to provide the environments and programs that support this intergenerational bonding activity. The question is, How do we, as providers of health and wellness services, achieve this goal? Two words: active aging.

The active-aging approach enables you and your organization - as well as governments, product and service providers, employers and the health care industry - to create and implement strategies that provide fitness and wellness offerings over the life span. To help guide this process, the International Council on Active Aging (ICAA) offers a roadmap with its "Nine Principles of Active Aging."

Nine Principles of Active Aging

As you develop and deliver programs and environments for the family, remember to take the following into consideration:

1. Populations: Who is your consumer? The US population is extremely diverse - from ability and age, to income and culture, to sexual orientation. How will you meet the needs and interests of the different individuals you serve? And consider how these challenges may be heightened in centers that serve multiple population segments.

2. Perceptions: Ageism, racism, and negative stereotypes are stalling the opportunity for inclusion. Moving forward means leaving old ways of thinking behind. What family programs can you offer that are inclusive and give people opportunities to discover misperceptions they may have about others?

3. People: What personnel will you need? If you offer a fitness program for grandparents and grandkids, what staff and staff knowledge will be required to run the program? With fewer people working in the field of aging, where will the workers come from if the program should need to accommodate special needs, such as those of frailer individuals or those living with disabilities?

4. Potential: With the population aging, age 50-plus consumers will dominate purchasing decisions for decades to come, creating untold business opportunities for those who attract them. What are these opportunities, and how can businesses tap them? One opportunity is to offer programs that grandparents will support. Engaging these consumers in family activity is good for the whole family - and for your bottom line.

5. Products: What products and services will you need to meet the needs and interests of multiple generations? From technology to fitness equipment, to outdoor playgrounds and fitness trails, are the products and services you use accessible and inclusive for all? Or will your choices limit the family experience?

6. Promotions: Effective promotions are important ways to inspire connections between generations. Yet marketers often earn a failing grade with the older population by being youth-oriented in their promotions. Did you know, for example, that 95% of all marketing dollars are spent on attracting people 35 years of age and younger? To be effective, promotions must be rooted in the realities of today's diverse population, including young and old, fit and non-fit, and individuals from a variety of cultures.

7. Places: Environments can encourage or discourage families in leading active, engaged lives. What environments - both indoors and outdoors - will you use to support active aging across the generations? Also, how will you create an environment that feels welcoming to all? It may make all the difference to people continuing to participate in your programs.

8. Policies: How do policy decisions affect active aging? Consider how important policies are in areas such as age discrimination, where policies can help avoid the unfair exclusion of young or old, and encourage intergenerational relationships. Are your policies inclusive, or do you need to revisit them?

9. Programs: As promoted by ICAA, the seven dimensions of wellness - physical, social, spiritual, intellectual, emotional, vocational and environmental wellness - are the backbone of active aging. They are also key to meeting the challenges of providing the wide variety of programs and environments that fulfill the needs and interests of a diverse population. What programs can you offer in each dimension of wellness that will support your family plan? One example is a program where adults mentor children through lifelong learning... Why? Research from the MacArthur Foundation Network on Aging in Society shows that children who fail to graduate high school live 10 years less than their counterparts who graduate. No matter which programs you decide to create - and there are many possibilities - focus on getting the family involved.

What is your family plan? Only you can answer this question. But the Nine Principles can help guide you in establishing your plan of action - from recognizing the populations you serve to choosing the place, products, and programs you offer to those who participate.