BtoB articles from January 2003

BtoB archives from January 2003

BtoB Q&A: Association of National Advertiser's Robert Liodice foresees better year in '03.(News)(Interview)
January 13, 2003... Byline: KATE MADDOX On Jan. 3, Robert Liodice took the helm of the Association of National Advertisers as acting president-CEO. He succeeded John Sarsen, who retired from the post at the end of 2002. Liodice joined the ANA in 1995,...

Low sale price angers Hoover's stockholders; Critics question the decision to sell to D&B.(News)
January 13, 2003... Byline: CAROL KROL Several large shareholders of Hoover's Inc. are speaking out against the company's pending acquisition by D&B Corp., saying the $117 million cash deal announced Dec. 5 underestimates the value of the online...

BtoB Q&A: Hughes sees '03 rebound; American Bisiness Media president expects continued slump in computer sector.(Business Media)
January 13, 2003... Byline: MATTHEW SCHWARTZ Gordon Hughes, president of American Business Media, turns to the gridiron for an analogy to describe the challenge b-to-b publishers face this year: ``B-to-b publishing is like a football team that has good...

Profile: True North picks Tim Taylor to lead new Web unit.(Direct & Database)(Brief Article)
January 13, 2003... Byline: CAROL KROL Tim Taylor, recently tapped to lead ad agency True North Inc.'s new interactive division, brings a diverse mix of skills to the role. Before joining True North in 1996 as design director, he handled advertising...

By Design: Fractional jet ownership Web site takes off.(NetMarketing. www.citationshares.com)
January 13, 2003... Company: CitationShares Holdings L.L.C., Greenwich, Conn. Web site: www.citationshares.com Agency: Zentropy Partners, Los Angeles Relaunch date: November 2002 Design: CitationShares Holdings L.L.C., a joint venture of Cessna...

Penton Media Inc. sells properties, but M&As [marketing and advertising industry] still sluggish.(News)
January 13, 2003... Byline: SEAN CALLAHAN In the closing weeks of 2002, Penton Media Inc. made a flurry deals, selling off a number of non-core properties, including: * Boardwatch magazine and related properties to Light Reading. * ISPcon Events to...

The personal touch in b-to-b.(Opinion)
January 13, 2003... Byline: Andy Cagnetta You're meeting with a new client. You're mentally and physically ready, and you're well prepared. You did your research on the client, so you know what they need and how you're going to help them. Don't start...

Primedia's Andrews cleans house to stay competitive.(News)
January 13, 2003... Byline: SEAN CALLAHAN Tim Andrews, who wears fashionable frameless glasses and a goatee, doesn't look like the stereotypical b-to-b media executive. But as CEO of Primedia Business Magazines and Media, Andrews has found himself doing what...

Meeting and beating the enemy in '03.(Opinion)
January 13, 2003... Byline: Don E. Schultz Over the years, Pogo, Walt Kelly's cartoon character, provided many business truths. One was: ``We have met the enemy, and he is us.'' Purloining Pogo's line, I suggest b-to-b marketing is in big trouble. And much of...

Quote Unquote.(Opinion. Quotes from the marketing industry.)(Brief Article)
January 13, 2003... ``I think we've seen the economy bottom out. Barring some catastrophic world event, we won't see another downturn. It'll be a slow recovery.'' Steve Penn, CEO-executive creative director, Penn Garritano Direct Response Marketing, in a...

Marketing messages missing mark; Survey: B-to-b communications messages are overwhelming, don't address needs.(News)
January 13, 2003... Byline: KATE MADDOX B-to-b marketing communications messages often contain too much information and don't deliver relevant information to the target audience, according to a survey by Mobium Creative Group, Chicago. The online survey of...

Clued In: Good data, judgment key to e-mail success.(NetMarketing)
January 13, 2003... Byline: Dana Blankenhorn B-to-b marketers who have implemented an explicit privacy policy and respectable e-mail practices now have something else to worry about-whether recipients will pay any attention to those marketing messages that...

E-mail overload: The glut of e-mail marketing messages-both solicited and unsolicited-leads to increased legislation and self-regulation.(NetMarketing)
January 13, 2003... Byline: CAROL KROL NetCreations Inc. President Michael Mayor calls e-mail marketing ``the problem child of interactive advertising.'' It's an apt metaphor. Though many marketers have enjoyed success with e-mail, they're becoming more...

Case Study: United Asset's CRM [Customer Relationship Managemetn Software] effort pays off.(CRM Strategies)(Company Profile)
January 13, 2003... Byline: MITCH WAGNER United Asset Coverage Inc. is using customer relationship management software from Oracle Corp. to oversee its entire $35 million operation. The 77-person company, based in Naperville, Ill., contracts with...

Big success for small-biz CRM.(CRM Strategies)(Company Profile)
January 13, 2003... Byline: MITCH WAGNER While large businesses frequently fail when attempting to implement customer relationship management projects, CRM efforts by small businesses are often successful, according to many marketing managers, analysts and...

B-to-b advertisers punt on Super Bowl; Tough times, pricey media buy cause many companies to skip huge exposure opportunity.(Advertising)
January 13, 2003... Byline: KATE MADDOX Despite the opportunity to reach a U.S. audience of roughly 130 million viewers on Jan. 26, not many b-to-b advertisers are suiting up for Super Bowl XXXVII. At press time, only four b-to-b marketers were confirmed...

Hopes run high for postal reform; Presidential commission to weigh needs of stakeholders, propose legislation.(Direct & Database)
January 13, 2003... Byline: CAROL KROL Direct marketers breathed a collective sigh of relief in December when President Bush, in a move that had long been anticipated, named a special commission to study postal reform. ``It's a significant first step...

The Profile Box: Shaffer ready to battle rivals.(Business Media)(Brief Article)
January 13, 2003... Byline: MATTHEW SCHWARTZ David Shaffer, named CEO of Thomson Financial in November, is hoping a new online program rolling out this month will help the Thomson Corp. unit compete more effectively against rivals Bloomberg L.P. and Reuters...

Selecting an Agency; You've got your product. You know who your customer is. Now comes one of the most nerve-wracking decisions marketers must make ...(Special Report)
January 13, 2003... Byline: Kate Maddox The slumping economy is putting pressure on b-to-b marketers that are looking for agencies to handle their communications needs. ``Budgets are tighter and expectations are higher,'' said Mike Kust, chief knowledge...

Downturn puts pressure on compensation.(Special Report)
January 13, 2003... Byline: KATE MADDOX Combine an already tight economy with today's cost constraints on clients and ad agencies, and you've got a pressure cooker atmosphere in the negotiation room. At issue is how to fairly compensate ad agencies for work...

HSR Business to Business clicks with Kodak.(Special Report)
January 13, 2003... Byline: MATTHEW SCHWARTZ Rick Segal thought he was cooked. The president of HSR Business to Business Inc. had reached the final round to land the advertising account for Eastman Kodak Co.'s professional division. Kodak had eliminated...

CMP Media bets 'Government Enterprise' fits the bill; New supplement to target IT buyers in public sector.(News)
January 13, 2003... Byline: MATTHEW SCHWARTZ Ilene Patrizio, associate media director for Computer Associates Inc., makes sure to cover all of her bases among information technology titles targeting the Beltway crowd. For years Patrizio has purchased ad space...

Hindsight - January 1942: Clearing the copy decks.(Opinion)(Brief Article)
January 13, 2003... With the U.S. having entered World War II a few weeks earlier, Industrial Marketing called for a no-nonsense approach to marketing in keeping with the times: "No matter when you last looked at your copy, take another sounding right here...

Media News: Forbes study finds willingness to pay for news via cellphone.(Business Media)(Brief Article)
January 13, 2003... A survey of more than 550 Forbes.com users found that business professionals are using advanced features on their wireless phones and would be willing to pay for news content to be delivered to their cellular devices. According to the study,...

Quick Hits; Hewlett-Packard consolidates roster of interactive agencies.(Briefs)
January 13, 2003... Hewlett-Packard Co. announced the consolidation of its roster of worldwide interactive agencies. HP named Goodby Silverstein & Partners, San Francisco, as its lead agency for developing the online component of its brand efforts. Modem Media and...

New Campaigns.(Advertising)(Brief Article)
January 13, 2003... GE Aircraft Engines ads look back in time GE Aircraft Engines' latest advertising campaign goes for a historic spin, celebrating the 100th anniversary of flight with the headline: ``The Wright Brothers' legacy lives on in everything we...

Presentation product ads don't project well.(Chasers)
January 13, 2003... Ads for presentation products need to be more presentable. This observation is as ironic as the proverbially shoeless children of the shoemaker. But for the advertisers of products for presentations (such as projectors), it's not a case of...

Cut to the Chase: Print.(Chasers. Advertisements.)(Brief Article)
January 13, 2003... Company: International Paper Co., Stamford, Conn. Agency: Euro RSCG MVBMS, New York Market: Packaging managers Quick chase: International Paper's black-and-white photo forgoes the opportunity to stop magazine readers with the colorful vibrancy...

Goat or Gloat.(Chasers. Advertisements.)(Brief Article)
January 13, 2003... Company: Intel Corp., Santa Clara, Calif. Agency: Euro RSCG MVBMS, New York Market: IT managers, corporate users Quick chase: In this bland ad, Intel throws a roadblock in the reader's path with a microscopic caption beneath the dominant visual...

Beyond The Biz; Marketing's most awkward moments.(Briefs)
January 13, 2003... It turns out that Murphy's Law, which states that if anything can go wrong, it will go wrong, holds true in the world of marketing. The Creative Group, a specialized staffing service that provides marketing, advertising, creative and Web...

Preparing your Web site's privacy policy.(NetMarketing)
January 13, 2003... Byline: MARY E. MORRISON Should your Web site have a privacy policy? It's not required by law, but it's probably a good idea, according to Stephanie B. Glaser, an associate at Patterson, Belknap, Webb & Tyler L.L.P. in New York. While...

Resources for responsible e-mail.(NetMarketing)(Directory)
January 13, 2003... * Association for Interactive Marketing's Council for Responsible E-Mail (www.interactivehq.org/ councils/cre) * The Direct Marketing Association's Ethical Guidelines (www.the-dma.org/library/ guidelines) * The Interactive Advertising...

Free advice for United: Enough already.(News)
January 13, 2003... Byline: SEAN CALLAHAN Here's some unsolicited advertising advice for United Airlines' parent, UAL Corp., as it struggles through its Chapter 11 proceedings: ``Shut up,'' says Al Ries, chairman of branding consultancy Ries & Ries Inc. ...

Cut to the Chase: Television.(Chasers. Advertising.)(Brief Article)
January 13, 2003... Company: Ricoh Co. Ltd., West Caldwell, N.J. Agency: Gigante Vaz & Partners, New York Market: Information technology managers, office managers Quick chase: There is a chieftain who communicates with his tribe though a series of simple clicking...

United Airlines uses e-mail to keep in contact with customers.(News)
January 13, 2003... Byline: Sean Callahan In the wake of its parent company's Chapter 11 filing, United Airlines can't keep its name off the front pages. But, aside from promoting some low-fare deals and newspaper ads immediately after the bankruptcy, United...

Exclusive: Measurable results, direct tactics key, survey finds.(News)
January 13, 2003... Byline: ELLIS BOOKER AND CRAIG SHIELDS The economic downturn has forced b-to-b marketers to focus on ROI, lead generation and direct marketing, according to an exclusive, just-completed survey by BtoB and Patrick Marketing Group. ...

Trends reflect cautious optimism, budget priorities.(Opinion)
January 13, 2003... Byline: Ellis Booker The current issue of BtoB confirms what's in every marketer's gut: Business prospects for 2003 seem somewhat better than they were in 2002. But this optimism is tinged with extreme caution, so the intense focus on the...

Bruised marketing industry cautiously optimistic in '03.(News)
January 13, 2003... Byline: KATE MADDOX Coming off a year that saw a recession, a crisis in corporate confidence and the slashing of marketing spending, b-to-b marketers are facing 2003 with battle-hardened wisdom and cautious optimism. The lessons...

NAA estimates newspaper advertising could rise 6%.(News)
January 13, 2003... Byline: KATE MADDOX Newspaper advertising should improve by at least 3.2% this year and possibly by as much as 6.1%, according to January estimates from the Newspaper Association of America. For 2002, the NAA estimates total newspaper...

Agenda.(Calendar/Datebook. January 2003.)
January 13, 2003... Jan. 27-29 Call Center Demo & Conference Dallas CMP Media Dallas Hotel Intercontinental (415) 947-6136 www.cmpevents.com/ccd Feb. 12 BtoB's NetMarketing Breakfast BtoB magazine New York Grand...

Cut to the Chase: Television.(Chasers)(Correction Notice)
January 13, 2003... ***** Correction: In Chasers (Jan. 13, page 30), the agency that created a TV spot for Ricoh Co. Ltd. was incorrectly identified as Gigante Vaz & Partners. Lowe, New York, created the ad. ***** Company: Ricoh Co. Ltd., West...