BtoB articles from January 2002

BtoB archives from January 2002

E-Champs: Motiva CEO leads rebranding.(Jeff Carr)(Brief Article)
January 14, 2002... Byline: John Evan Frook ***** Correction: An incorrect photo appeared with a profile of Jeff Carr, chairman-CEO of Motiva Inc., in the Jan. 14, 2002, issue of BtoB. The correct photo appears on page 2 of the 02/11/2002 issue. ...

Burlington Northern moves freight and data.(Burlington Northern and Santa Fe Railway Co. adds services to Web site)(Brief Article)
January 14, 2002... Company: The Burlington Northern and Santa Fe Railway Co., Ft. Worth, Texas Web site: www.bnsf.com Launch date: 1995 Agency: Witherspoon, Ft. Worth, Texas Design: When Burlington Northern Inc. merged with Santa Fe Pacific Corp. in September...

Closing the loop; Deploying software for customer and sales management doesn't inevitably lead to increased revenues and satisfied customers. But rewards can be great if sales and marketing work together.(Seagram Spirits and Wine Group implements brand-management interaction software)
January 14, 2002... Seagram Spirits and Wine Group is one of a growing number of companies using technology to link sales and marketing. In December, the beverage company announced it was using brand-management interaction software from CentrPort Inc.,...

New Campaigns.(Household International, Quantum Corp. launch business-to-business advertising campaigns)(Brief Article)
January 14, 2002... Quantum launches rich-media ad Quantum Corp. launched an in-depth rich-media ad exclusively on CNET Networks' CNET.com and ZDNet Web sites on Dec. 10, targeting information technology and information services professionals who access the...

Exclusive: Bisceglia forms agency holding company; Founder of TFA envisions national network of b-to-b marketing firms with $500M in billings.(Sean Bisceglia forms 3i L.L.C.)
January 14, 2002... Sean Bisceglia, founder of one of the most successful technology advertising agencies of the 1990s, believes he has found the next new thing. He plans to build the Omincom Group of b-to-b, creating a holding company to acquire marketing...

Survey finds HP, Compaq, Cisco most 'bruised and battered brands' ; Execs most harmful to their brands include Fiorina, Ellison and Gates.(Hewlett-Packard Co., Compaq Corp., Cisco Systems Inc., Carly Fiorina, Larry Ellison, Bill Gates)(Brief Article)(Polling Data)
January 14, 2002... Hewlett-Packard Co., Compaq Corp. and Cisco Systems Inc. were the three technology companies that did the worst job of maintaining brand value in 2001, according to the ``Bruised and Battered Brands'' survey released last month by technology...

Exclusive: Mobium launches b-to-b resource site; Agency's online branding `book' to help marketers communicate better with clients.(Mobium Creative Group)(Brief Article)
January 14, 2002... Mobium Creative Group, a Chicago-based integrated brand strategy agency, on Jan. 14 launches Mobium 1.0, a 600-page ``virtual branding book'' designed to provide tools and resources for b-to-b advertising clients and marketing communications...

Get smart with your CRM.(analysis of customer relationship management)(Brief Article)(Editorial)
January 14, 2002... Take customer relationship management but leave the intelligence behind and what do you have? ``Just a fancy Rolodex,'' says James H. Goodnight, CEO of SAS Institute, the world's largest privately held software company. Embark on a...

Three Do's and Don'ts.(advice for implementing customer relationship management, sales force automation systems)(Brief Article)
January 14, 2002... BtoB asked a group of experts to identify keys to success and failure among organizations that install sales force automation (SFA) and customer relationship management (CRM) systems. Here is their advice: DO * ``Make your system...

2002 Outlook: Serious business; Marketers are turning away from the funny ads and splashy events of the past few years in favor of practical matters such as metrics and boosting ROI.(return on investment)
January 14, 2002... Expect some notable differences this year, compared with last year, in how b-to-b companies market their products and services to their target audiences. Some of these changes will involve what's missing: flashy Super Bowl spots, sensational...

Next stop: HTML mail; Marketers looking to break through the clutter are creating e-mail messages with as much wallop as a Web site.(Brief Article)
January 14, 2002... There's a reason you may have noticed more HTML e-mails in your in mailbox. Marketers like HTML e-mail marketing campaigns because they look good and they get a solid response rate. Though the industry still lacks quantitative research about...

Clued In: Site usability standards still the same.(Brief Article)
January 14, 2002... Thousands of businesses now have broadband connections to the Internet, including many of your customers. So have the standards for what makes a Web site ``usable'' changed? No, according to Jakob Nielsen, principal with the Nielsen Norman...

How to get your e-mail noticed.(Brief Article)
January 14, 2002... As more marketers use e-mail as an integral part of their campaigns, users are getting as adept at hitting the ``delete'' button as they are at weeding credit card applications from their postal mail. To ensure that your message is getting...

Avoid learning the wrong lessons from a harsh 2001.(Brief Article)
January 14, 2002... A collective sigh of relief could be heard on Dec. 31, 2001. ``Well, thank heaven that's behind us,'' many people said or felt. Of course, New Year's is often that way-a moment to look ahead, not back. Tradition tells us to welcome the baby new...

IBM reaches China with Webcast; ITworld.com hires chinese actors for quick translation.(Brief Article)
January 14, 2002... IBM Corp. is marketing to the world's most populous country, China, with an Internet Webcast titled ``Making Dynamic E-business Profitable,'' according to ITworld.com Inc., the IDG business unit that was a partner with IBM on the project. ...

Advertisers punt on Super Bowl; Monster.com, HotJobs.com are suiting up for the Big game; Other firms opt for more airtime during Winter Olympics.(Brief Article)
January 14, 2002... Perennial Super Bowl advertisers and online recruiting rivals Monster.com and HotJobs.com plan to run spots during this year's telecast on Feb. 3, but as many as three of the five b-to-b companies that advertised during last year's game may...

Companies aim message at investors; HP campaign representative of new aggressiveness.(Brief Article)
January 14, 2002... Hewlett-Packard Co.'s ubiquitous ad campaign plugging its proposed acquisition of Compaq Computer Corp. underscores the rise of investor relations marketing, formerly a backwater technique, as a mainstream tactic. In late November, the...

Accenture invests in collaborative software firm; Deal boosts clout of Procter & Gamble-backed Emmperative.(Brief Article)
January 14, 2002... Emmperative, the marketing collaborative software developer formed and bankrolled last February by Procter & Gamble Co., has added Accenture to its list of investors. Accenture will contribute not only money to Emmperative but also will provide...

Quick Hits.(Brief Article)
January 14, 2002... VerticalNet buys Atlas for $24M B-to-b Internet pioneer VerticalNet Inc. announced it has acquired privately held Atlas Commerce Inc., a provider of private exchange software. The deal, which was a combination of stock and $3.5 million in...

Methodology.(Brief Article)
January 14, 2002... The BtoB magazine/PepperCom Inc. partnership survey was conducted through a combination of methods. Some 2,000 surveys were sent to BtoB subscribers on Dec. 5. In addition, two sets of e-mails, providing a link to an online survey form at...

Quote Unquote.
January 14, 2002... ``Companies are less likely to blow millions on an advertising campaign for a useless site; they are also less likely to blow millions on bloated design.'' Web site usability guru Jakob Nielsen on the positive effect of a bottom- line...

Beyond The Biz.(Brief Article)
January 14, 2002... 'Americans Side by Side' poster catches on Suka & Friends Design Inc., New York, a seven-person firm specializing in designs for corporate annual reports, letterheads and the occasional corporate poster, is about to go into the third...

BtoB Survey: Partnering is popular but fails to meet goals.(Brief Article)(Statistical Data Included)
January 14, 2002... More than seven of 10 companies involved in partnerships say these business relationships are unsuccessful at achieving their most desired result: increasing sales and revenue. That was one of the findings of a recent survey of business...

'InternetWeek' latest tech pub to shut down.(Brief Article)
January 14, 2002... The technology advertising downturn has claimed another victim: CMP Media L.L.C.'s InternetWeek ceased publication last week and will not produce its Jan. 21 issue, which was to have been its second of the year. ``Unfortunately, we are...

The Profile Box: Fenton builds plan around homebuilders.(Brief Article)
January 14, 2002... Jayne Fenton, who was recently appointed president of Hanley Wood L.L.C.'s Home Planners Division, wants to help make dreams come true. Not just for those consumers who can design their own dream homes, but for the building planners and...

Direct Personality: Yahoo! dives into direct.(Brief Article)
January 14, 2002... Over the past year, Yahoo! Inc. has been working hard to diversify its revenue streams beyond online advertising. Tiana Wimmer is heading up a key part of that effort in a potentially lucrative field: direct marketing. Wimmer was hired in...

Microsoft bets on offline direct ; Tech giant's deal with direct mail company zairmail emphasizes small-business focus.(Brief Article)(Statistical Data Included)
January 14, 2002... In a bid to extend its presence in offline direct mail, Microsoft Corp. has entered a broad-ranging small-business deal with Portland, Ore.-based Zairmail Inc. The pact underscores not only Microsoft's expanding focus on the potentially...

Case Study: How one manufacturer converts leads into sales.(Brief Article)(Statistical Data Included)
January 14, 2002... When it comes to linking electronic b-to-b sales and marketing systems, Poly Hi Solidur is a grizzled veteran. The Fort Wayne, Ind.-based manufacturer of abrasion- and corrosion-resistant polymers has been combining sales and marketing...

In Direct.(Brief Article)
January 14, 2002... Fair, Isaac buys Nykamp Consulting In a bid to build its customer relationship management focus, Fair, Isaac and Co. has agreed to buy Nykamp Consulting Inc., Oakbrook Terrace, Ill. The deal is a boon for Fair, Isaac, for it not only...

Briefs.(Brief Article)
January 14, 2002... Microsoft, Bank One in $30M online ad deal In a move that under-scores both companies' long-term commitment to Internet marketing, Microsoft Corp. and Bank One Corp. entered an expansive $30 million online advertising deal. Bank One, the...

Media News.(Brief Article)(Statistical Data Included)
January 14, 2002... `Financial Times' starts b-to-b media service The Financial Times has introduced FT Pro, a Web-based service that will allow executives to search for business news from 300 media sources. The service is meant to be a competitor to other...

Defining an original in the world of copiers.(Brief Article)
January 14, 2002... Pilots who push the envelope know that conditions are unforgiving at the ragged edge of the atmosphere. The same goes for creative types who, in their quest to break through the clutter, court disaster. To distinguish itself in the crowded,...

Goat or Gloat.(Brief Article)
January 14, 2002... Company: Aon Risk Services, Chicago Agency: In-house Market: Construction management Chase: A world-beating ad? No. But it works because the art director has a clear vision of the audience Aon is trying to reach. The photo of the construction...

Cut to the Chase: Print.(Brief Article)(Statistical Data Included)
January 14, 2002... Company: Oracle Corp., Redwood Shores, Calif. Agency: Grey Advertising, New York. Market: Small businesses Chase: Talk about bold promises. Oracle tells small businesses that it can help make their problems go away-well, at least the really...

Cut to the Chase: Internet.(Brief Article)
January 14, 2002... Company: Lotus Development Corp., Cambridge, Mass. Agency: Ogilvy & Mather, New York Market: Info-tech Chase: Those two ``Codernauts'' from a parallel universe sporting outfits that look disturbingly like biohazard suits help to create a sense...

McGraw-Hill eyes growth after cuts ; Publisher predicts restructuring will bring double-digit earnings gain this year.(McGraw-Hill Inc.)(Brief Article)(Statistical Data Included)
January 14, 2002... After weathering one of the worst ad markets in memory last year, Business Week Publisher William Kupper has a cool sales forecast for this year. ``It's not going to be a great year. It'll be OK,'' Kupper said. ``Things will gradually...

Comings & Goings.(companies announce appointments, promotions, retirements)(Brief Article)
January 14, 2002... * Bruce Kelly to co-vice chair-man, Martin Agency, Richmond, Va., from president of U.S. operations, Lowe Lintas & Partners, New York. * Rosalind Resnick, CEO and co-founder of opt-in e-mail marketing company NetCreations, New York,...

Making the pitch for pay-per-view; New AllCharge vp Ress explains why micro payments have market potential.(Erica Ress)(Brief Article)(Interview)
January 14, 2002... As worldwide creative director at Grey Advertising in the early 1990s, Erica Ress led the team that established Procter & Gamble's Pantene Pro-V line of shampoo, helping to boost it from a tiny market share to 20% of the $20 billion-a-year...

Agenda.
January 14, 2002... Date Event Organizer Event city Location Phone Web site Feb. 5-6 Database Marketing Direct Marketing Association New York The DMA Seminar Center (212) 790-1500 www.the-dma.org/events Feb. 11-12 Maximizing...

Hindsight - January 1952: Increasing costs.
January 14, 2002... Reacting to rising media rates and production costs, advertisers 50 years ago significantly boosted spending. Even so, ad budgets as a percentage of expected sales averaged only 2.16% in 1952, according to Industrial Marketing's fifth annual...