Aging used to be simple: People were born, moved through childhood into adolescence and adulthood, through midlife into old age (if they lived that long), and then died. They often established a home, a family and a vocation, before retiring to live out their “declining” years. Today, with 30-plus years added to the life span, a new view of aging has emerged—one filled with anticipation and accomplishment. Standing in the way of optimal aging, however, is that familiar foe: ageism. Whether the older adult is viewed as a burden to family and society or as a “superhero,” unrealistic perceptions of aging can, and do, have a negative impact on the mental and physical health of this population. The media and marketers use fear-based communications to sell “anti-aging” products and services, driving home the message that aging - a natural process in life - is negative and should be fought every step of the way.

The reality is we are all aging. And we all will experience old age, if we’re lucky enough to live that long.

While negative portrayals and messages of aging are common when marketers and the media address the older market, most of the time this population is practically invisible to them. Only five percent of marketing dollars are spent on individuals over age 50. Together with the lack of inclusive, appropriate products, this neglect can make older consumers feel irrelevant, even though they have money to spend.

What the media and marketers miss in all the above is the reality. By addressing the real challenges that older adults face and fulfilling the opportunities they desire for lifelong experiences, you and your organization can significantly impact the self-perception of these consumers and their quality of life, as well as the way others perceive them. To do so requires you and your staff, your organization and your suppliers to become advocates for this consumer group. How? Promote the message and language of autonomy, while fostering a “can do” attitude among customers. You will see a return on this investment in many ways, from consumer loyalty, to increased business, to a positive position in the greater community.

Of course, to achieve the above, you may also need to address perceptions within your organization. Columbia University's International Longevity Center in New York points out four categories of ageism: personal, institutional, intentional and unintentional. Living in an ageist society, we are often unaware of how stereotypes of aging shape our perceptions of older adults. Greater sensitivity begins with increased awareness.

Bottom line, perceptions become reality. The only way to change old perceptions is to create a new reality.

A thought to ponder: What is the societal cost of ageism and exclusion, versus self-empowerment and inclusion?

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.

Marketing: A Powerful Force

Families are inundated with powerful and noisy advertisements in the fields of health and fitness, many suggesting get-fit-quick products. Fitness and sports marketing may lead us to believe we can get six-pack abs through a new exercise device or that a certain pair of shoes will make us play like the pros... if only that were true!

As effective as these ads may be, they often leave the customer disappointed and frustrated with the results, or lack thereof. In addition to quick-fix disappointments, we constantly see ads for junk food via TV, radio, billboards, Internet, etc. Everywhere we look, there is temptation and the lure of a quick, family-pleasing meal.

How can families combat the marketing influencers and build a healthy lifestyle that will stick?

Fight Back for Physical Activity

The answer is simple: be active as a family, and talk about healthy lifestyles. Incorporating physical activity into busy family life doesn't have to be expensive, time-consuming or difficult. The Physical Activity Guidelines for Americans state that children should be active for 60 minutes per day and adults should be active for 150 minutes per week. This can be as easy as walking or jogging, or as fun as shooting hoops or playing capture the flag. Parents can take part in family bonding activities while staying in shape, like taking a 20-30 minute to walk with their children after dinner or before school.

The American College of Sports Medicine's 2013 Health and Fitness Trends predict that 2013 will bring in many easy and economically friendly activities, such as body weight training. Make a goal to try at least four of the activities on the trend list - and see what works best for you and your family.

It's also important to talk together about the need to eat healthy meals and get regular physical activity. Children should learn to consider the sources of nutritional or exercise information they receive and to make judgments about what to believe and what advice to follow.

Marketers may be savvy by convincing us that we must have the latest product for a healthy life or fit physique. However, setting realistic goals, creating a schedule for fitness activities, and sharing solid information and goals can help families develop truly healthy habits that will last a lifetime.