Target Marketing articles from March 2001

Target Marketing archives from March 2001

The Psychology of the Sell.(Brief Article)
March 1, 2001... UNDERSTANDING THE CUSTOMER PSYCHE is essential to anyone trying to sell products or services. Whether your customer is an individual or a business doesn't matter, nor does the type of product you sell: The same triggers are involved in pushing...

CALL CENTER.(PriceWaterhouseCoopers risk management white paper)(Brief Article)
March 1, 2001... You know it's irritating: "To be disconnected from this call, press one. To hear a busy signal, press two. To hear the message about how important your business is to us, press three." If you don't pay attention to what happens to customers...

LISTS ON LINE.(Alvion Technologies)(Brief Article)
March 1, 2001... Traditional retailers have learned that while the Internet is more of a golden calf than the cash cow everyone originally believed it to be, it is still an important and viable channel for sales. List companies are learning this lesson, too....

B-TO- B-WEB.(business to business marketing on the internet)(Brief Article)
March 1, 2001... Moving your sales channels onto the Web can be a pretty tricky operation. And, just like a splenectomy, you can't do it alone. In business-to-business commerce, more than 70 percent of products and services are sold through indirect sales...

And stuff to buy.(Review)
March 1, 2001... Before you spend tens of thousands on the newest, rich media-enhanced graphics, super flash, html-coded, whiz-bang, knock your socks off e-mail programming software, why not spend significantly less on a book that shows you how to launch...

Web Site Best Practices.(Brief Article)
March 1, 2001... Want to know if your Web site is keeping up with the latest best practices of the masters of the online universe? Consider this 15-point checklist, compiled from some of the most innovative, well-designed and customer friendly sites in the...

From what PLANET are you?(the PLANET postal code)(Brief Article)
March 1, 2001... If you're still unsure about PLANET Code, here's the skinny, plus a few good reasons to use it. It's out of beta testing and into full operation. It tracks First-class, Periodical Rate and Standard A mail, as it is moved through the U.S. Postal...

BRANDING EN POLITICO.(the effects of the Bush Administration of marketing)(Brief Article)
March 1, 2001... Policies and regulations aside, the Bush administration also could affect the brand preferences of consumers and the way companies can reach their target audiences, predicts Mark DiMassimo, president and executive creative director of DiMassimo...

The Evolution of Teleservices.(Brief Article)
March 1, 2001... Teleservice expenditures are set to outpace outbound telemarketing sales due to the increasing importance of inbound service and CRM programs, according to Winterberry Group's Industry Map research study, "Teleservices Industry--Multi-Channel...

The COLOR of CRM.(cutomer relationship management)(Brief Article)
March 1, 2001... InterWest Bank, based in Seattle, has grown rapidly, and it has recently acquired five banks. The bank was building relationships with these new customers by providing them with detailed information on changes to their current accounts. "We...

Red Flags When Shopping for Lists.(Brief Article)
March 1, 2001... In addition to asking the usual questions of list compilers--such as what data are included, cost and how the information was gathered--marketers also should watch out for the following three red flags, according to Bob Hacker, president of The...

ThinkDirectMarketing.com.(version 2.0 of ThinkDirectMail)(Brief Article)
March 1, 2001... The new version 2.0 of ThinkDirectMail, from ThinkDirectMarketing.com a provider of online marketing database products and services, is a direct marketing list generation product. The Web-based application, targeted to small-and mid-size...

Unica Corp.(Brief Article)
March 1, 2001... Unica Corp.'s new Affinium Interact solution is an analytically based, context-sensitive means to deliver multi-sourced customer information in real-time to an enterprise's marketing channels. It uses four types of information--historical,...

Might I Suggest.(Merchandising Avenue, contextual marketing for the Web)(Brief Article)
March 1, 2001... Perhaps people are getting sick of computerized shopping suggestions. Most would agree that banner ads aren't quite cutting it, but there might be a way to allow for real people to once again make those infinitely specific and truly intimate...

A Turn of the Page.(Hotsocket, online direct marketing)(Brief Article)
March 1, 2001... What if you could learn something from every single person who visits your Web site? Dev Bhatia, CEO of Hotsocket, says you can. This online direct marketing company builds the entire transactional system for an online company and tests and...

BROWSERS BY NATURE.(good human interface design)(Brief Article)
March 1, 2001... People browse in different ways. Good human interface design should embrace all these styles, and should be redundant enough to allow people a choice of how they will interact with the system depending on circumstances. Most people use all...

Got CRM?(survey of 500 U.S. and European companies, Customer Relations Management)(Brief Article)(Statistical Data Included)
March 1, 2001... Got CRM? A recent survey of 500 large U.S. and European companies in sectors such as banking, life sciences, automotive, ...

A Victory for Direct Marketing in Germany.(government scraps two laws)(Brief Article)
March 1, 2001... This January, the German government announced its plans to scrap two laws that have been thorns in the side for direct marketers doing business in Germany. Enacted in the protectionist era of the 1930s, the first law limited companies from...

Co-op in the United Kingdom.(Cox Target Media, Val-Pak program in United Kingdom)(Brief Article)
March 1, 2001... A familiar blue envelope has made its way to the United Kingdom. Hoping to achieve the same brand recognition it enjoys in the United States, Cox Target Media is testing its first overseas Val-Pak mailing. For the U.K. launch, Cox tweaked...

WHAT I LEARNED AS THE CHILD OF A DIRECT MARKETER.(Brief Article)(Column)
March 1, 2001... EDITOR'S NOTE: Lois Geller has been speaking all over the country, so we asked her son Paul, a copywriter from Bethesda, MD, to fill in for her this month. We think you'll enjoy this! SINCE I WAS A WEE LAD, my mother has been a direct...

Devise a Customer Privacy Policy...AND STICK TO IT.(creating successful online initiatives)(Brief Article)
March 1, 2001... BECAUSE SO MANY customers are adopting the Web to transact business, e-commerce is exploding. Online sales to consumers is projected to reach $184 billion in 2004. Business-to-business online sales will grow at an even faster rate, and are...

LEVERAGE YOUR REPLY ENVELOPES--It Can't Hurt.(direct mail packages)(Brief Article)
March 1, 2001... EACH ELEMENT IN a direct mail package needs to pull its weight, but some pieces carry a heavier load than others. The outer envelope sets the stage for the sales presentation in the letter and brochure. Lift pieces play supporting roles to the...

Nine Costly MISTAKES.(catalog workflow)(Column)
March 1, 2001... Part Two of a Two-part Series on Cutting Costs by Improving Your Work Cycle IN LAST MONTH'S ISSUE, I discussed why it's important to review your catalog's workflow for maximum cost efficiency. This month, I'll outline nine costly workflow...

Internet Taxation Battle.(tax-free Internet for five more years)(Brief Article)
March 1, 2001... IT SEEMS WE may have reached the goal of a tax-free Internet for at least five more years, and both Web operators and catalog owners should be pleased with these prospects. One year ago, the Advisory Commission on Electronic Commerce held...

Step Up to World-Class Standards.(Internet marketing)(Industry Overview)
March 1, 2001... WISELY SELECTING APPROPRIATE BACK-END TECHNOLOGIES CAN HELP BOLSTER YOUR MULTI-CHANNEL, DIRECT-COMMERCE OPERATIONS THANKS IN LARGE PART to the innovations developed by and for Internet marketers, the pace of change in direct commerce has...

WHERE IN THE WORLD.(good marketing)(Brief Article)
March 1, 2001... HOW TO DETERMINE THE BEST MARKET FOR YOUR PRODUCT OR SERVICE WHERE IN THE WORLD is Carmen Sandiego? As you may know, that was the name of a delightful children's television program on PBS. Using a huge map of the world (without country...

List Selection Strategies.(direct marketing)(Brief Article)
March 1, 2001... WANT TO KNOW HOW TO PICK THE RIGHT LISTS? CONSULTANT PAUL GOLDBERG SHARES HIS METHODOLOGY AND INSIGHTS OF ALL THE ELEMENTS that go into a direct mail effort, the single most important one is the list. Think about it: If you don't reach the...

Mine for Gold in Green Fields.(direct marketing)
March 1, 2001... HOW TO TARGET NEW COMPANIES A TINY, THREE-PERSON company selling shortening once landed a relatively small order from an unknown restaurant entrepreneur. The customer was looking for just the right mix of vegetable oil and beef fat in...

Invensys CRM 4.2.(customer relationship management software)(Brief Article)
March 1, 2001... The new Invensys CRM 4.2 suite provides b-to-b services companies in the United States and Europe with fully integrated CRM solutions. The solutions automate pricing and configuration tools, ensuring that only correctly priced and configured...

Impresse.(Brief Article)
March 1, 2001... Impresse is a new marketing resource management company that can help marketers, using a collaborative platform, to bid, negotiate, track and pay for marketing jobs online. Formerly a printing online exchange, Impresse's new solution tracks all...

In Site.(business-to-business websites)(Brief Article)
March 1, 2001... The Internet, of course, offers scads of information and resources pertinent to b-to-b marketers. The following sites are just a small sampling: alibaba.com offers import and export trade leads for b-to-b marketers. b2btalk.org is an...

15-Minute Interview: Thompson on PRM.(Partner Relationship Management)(Brief Article)
March 1, 2001... Bob Thompson is founder and president of Front Line Solutions, an independent research and consulting firm, www.frontlinehq.com. He publishes the newsletter CRM.Insight, and manages the CRM portal, CRMguru.com. Target Marketing: What...

Infrastructure Under Construction: B-to-B Exchanges.(forecasts)(Brief Article)
March 1, 2001... Total b-to-b revenue generated via online market exchanges is expected to reach $9 billion within the next four to five years, according to a new study by the Boston Consulting Group. While these numbers appear impressive, many critics are...

Choosing an "ALTERNATE" Solution.(direct mail marketing)(Brief Article)
March 1, 2001... PICK WHICH TYPE OF ALTERNATE MEDIA WORKS BEST FOR YOU THE PAST FEW MONTHS haven't been easy for direct mailers. On Jan. 7, the U.S. Postal Service increased its rates, prompting many direct marketers to mail fewer prospecting packages...

Fred Pryor U.S. Masterfile.(information services)(Brief Article)
March 1, 2001... Reach more than 2 million success-driven leaders who strive to advance and improve all aspects of their professional and personal lives, with the Fred Pryor masterfile. It's comprised mostly of women who try to stay updated on changing...

AGI Enhanced Masterfile.(Brief Article)
March 1, 2001... The base list price is $85/M. The Affinity Group Inc. masterfile consists of 2.1 million outdoor and travel enthusiasts who are buyers or subscribers to one of AGI's publications. AGI's catalogs and magazines include Camping World,...

Home Planners LLC.(Home Planners LLG )(Brief Article)
March 1, 2001... Home Planners LLG is a source of home design books and blueprint plans from architects and designers across the country. Its file consists of 33,382 buyers who rely on up-to-date information on building, renovating and restoring their homes....

Art & Antiques Magazine.(Brief Article)
March 1, 2001... Target 174,815 active subscribers of Art & Antiques Magazine, a widely read art magazine by high-end, affluent collectors. These upscale, direct-mail responsive subscribers have the discretionary income to purchase high-ticket apparel and...

Wiley Book Buyers.(list)(Brief Article)
March 1, 2001... Broaden horizons and expand knowledge by studying business, computer technology, architecture, science and more. Sound like fun? Then the Wiley Book Buyers list is what you've been searching for. Target 117,888 life-long learners who are...

Zoobooks.(guide to wildlife)(Brief Article)
March 1, 2001... If upscale, educated parents with an interest in products for themselves and their families is your target demographic, the Zoobooks file is the one for you. Zoobooks is the all-in-one illustrated guide to wildlife, and its database consists of...

Cat Fancy Magazine.
March 1, 2001... Get your feline-friendly offer into the hands of 206,577 active subscribers to Cat Fancy magazine, which offers cat owners information on how to help their pets live long, healthy lives. The magazine serves as a guide to total cat care, with...

Blue Sheep U.K. Business Database.
March 1, 2001... Reach several retail market companies and executives in the United Kingdom with the Blue Sheep U.K. Business Database. This file consists of 248,641 contacts ranging from senior decision-makers to principals and managers of departments. The...

Accepted Consulting Engineers.
March 1, 2001... The Accepted Consulting Engineers database consists of 12,600 consulting engineers from 17 different firm specialties. The file is selectable by number of employees and address type, and almost every record has a telephone number. The base list...

Brainbench.
March 1, 2001... Target 435,710 technology professionals with the Brainbench masterfile. Whether you have a client looking for C++ programming professionals, MS Office specialists or sales and marketing executives, Brainbench has the prospects you seek. These...

Family Run Businesses.
March 1, 2001... The Family Run Businesses Database is made up of 1.1 million owners who run their own businesses. The list is selectable by type of business, number of employees, sales volume and more. Sellers of office supplies, financial marketers,...

Economist.com.
March 1, 2001... Economist.com is an Internet newsletter targeted to high-income, top executives in business, finance and government. This list of 114,781 Web-registrants is an influential audience that is important when promoting products, corporate image, and...

Environmental Engineers and Scientists.
March 1, 2001... Reach 36,000 professionals who focus on environmental impact, project compliance, government standards and ecological balance. The list is selectable by job specialization, such as research labs, consulting engineers, waterworks engineers and...

Bakers Review.
March 1, 2001... This list contains 17,790 names of people in the United Kingdom who are involved with retail bakeries, wholesale bakeries and plant bakeries. It also includes suppliers of flour and other baking ingredients. The list is selectable by...

Executive Masterfile.
March 1, 2001... From Fortune 1,000 headquarters to smaller businesses, the Executive Masterfile reaches more than 2 million clients and represents many major top and middle management titles and functions. Executives can be reached at headquarters, branch and...

Foundations.
March 1, 2001... Target 38,717 non-profit and tax-exempt foundations with names of living donors, presidents or trustees with this list. These executives and the foundations they represent are the major sources of funds for various activities including cultural...

Business Magazine Subscribers.
March 1, 2001... Target 60,360 current subscribers to magazines published for the business community. The list is selectable by magazine, including Forbes, Fortune, Money and Individual Investor. The base list price is $90/M.

Masonry Construction.
March 1, 2001... This list of 18,367 active subscribers to Masonry Construction includes masonry contractors, architects, designers, engineers, general contractors, construction managers, manufacturers and others involved in building with brick and block. Each...

E-commerce Decision-makers.
March 1, 2001... This list consists of 98,401 executives involved in the e-commerce decision-making process. These IT, sales and marketing executives may respond to offers for b-to-b software, Web design services, and products and services related to e-commerce...

Thomas Regional Editorial Listings.
March 1, 2001... Reach 448,354 executives with the Thomas Regional Editorial Listings. This file is a compilation of suppliers of industrial goods and services. Buyers and specifiers in manufacturing, service industries, government, health and educational...

New Juno Members.
March 1, 2001... Juno Online Services, the third-largest Internet Service Provider in the United States, is allowing outside mailers to advertise in ride-alongs to new members. Each new subscriber receives a Welcome Package that contains a letter from Juno and...

Wizard: The Comics Magazine.
March 1, 2001... Have your insert polybagged with Wizard: The Comics Magazine. Wizard boasts a 415,000 projected monthly buyer count, and its demographic consists of predominately young men who are enthusiasts of both comic books and comic-related...

The List Industry and THE WEB.
March 1, 2001... DURING THE LAST 23 YEARS, I've been engaged in providing list management and brokerage services to some of the nation's leading direct marketers. I've witnessed the evolution of customer-acquisition and list-marketing strategies that have...

Judaica.
March 1, 2001... Targeting this close-knit niche can be hard, but also rewarding AS FAR AS MARKET SHARE GOES, Christmas is the clear winner over Hanukkah. Its popularity as a major marketing event isn't even matched by the Super Bowl (yet). At least one...

Famous last words.
March 1, 2001... Internet Buyers: The New Castrati THE EQUIVALENT OF ROCK STARS in the 18th and 19th centuries in Europe were the castrati, former choir boys whose soprano voices were so pure and exquisite they were subjected to castration. Said one...

Just the Stats, Please.
March 1, 2001... Just the Stats, Please B-toB Projected Sales Revenue Attributed to: 2000 2004 (figures are in billions) Direct Mail $200 $293 Telemarketing...