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Professionals answer
your questions. |
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This issue of DIRECT Newsline is sponsored by
MeritDirect
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Top Stories
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Yahoo! to Buy Right Media Ad Exchange
By Brian Quinton
Yahoo! said yesterday it will spend $680 million in cash and stock
to acquire the whole of Right Media, an interactive display ad exchange
that lets online marketers and Web publishers come together to set a
price for Internet ad delivery.
Yahoo! already owns 20% of equity in the exchange, purchased last year
for $40 million as part of Right Media's second funding round after its
2003 start-up. Yahoo! expects the deal to close in the second or third
quarter of this year.
CEO Terry Semel, making the announcement in a conference call, said
Yahoo! considers display advertising to be "a very vibrant marketplace."
Exchanges such as Right Media make most of their deals in remnant ad
space -- non-premium Web pages from small publishers or niches within
larger portals, of which Yahoo! has many.
Yahoo! said it expects to move more of its own ad inventory over to
Right Media and to see revenue gains from competing bids for that
inventory as a result. Speaking of the small portion of ad space the
company had already tested on the Right Media exchange, Yahoo! CFO Sue
Decker said the company had seen price lifts of more than 50%.
"A good portion of our inventory is sold to resellers and other ad
networks, and we believe that there is a meaningful price spread in the
buy price from us and the sell price to the markets," she said. "We
believe we can narrow that by creating a more efficient auction by
bringing our two channels together."
Yahoo! said it will also use the exchange to sell graphical ads on the
partner sites in its search ad network and on eBay pages. In response to
a question about possible conflicts involved in selling Yahoo! inventory
alongside other publishers' space, Decker stressed the exchange will be
run completely independently. "Right Media has managed that issue
internally because they have an ad network business in addition to the
exchange, and they've managed that extraordinarily efficiently."
Valuation of the deal was also questioned during the conference call.
Yahoo!'s 20% stake in Right Media last year suggested that the company
was worth $200 million. Yesterday's acquisition will be for more than
three times that amount. But Decker said integration of Right Media's
existing tools and sales team will help Yahoo! build a more robust
display ad platform.
DoubleClick, which recently agreed to be acquired by Google for $3.1
billion, announced early last month that it would launch an online ad
exchange of its own, clearing payments from advertisers to
space-sellers
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Number of Automotive Catalogs More Than Doubles
in Five Years
The automotive products category is the fastest growing in the
catalog industry, according to the latest National Directory of
Catalogs, published by Oxbridge Communications. Over the last five years
the number of automotive catalogs has increased from 261 to 553,
representing a 118% increase.
The next fast growing categories are catalogs selling religious products
and education catalogs. The number of catalogers with an online presence
has increased fourfold to 8,402.
In terms of numbers of catalogs overall, books remain the single largest
market category, followed by apparel, automotive, education and
gardening catalogs.
Categories in decline include manufacturing, gifts and greeting cards,
and computers. Each has fewer catalogs compared to five years
ago.
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This issue of DIRECT Newsline is sponsored by
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Live From CADM: Change is
the New Constant
By Beth Negus Viveiros
Three factors have an overwhelming impact on marketing today -- the
consumer, connectivity and change.
"Just when you think you know what will happen, you don't know
anything," said Lor Gold, chief creative officer, Rivet Chicago.
Change is never easy, he told attendees of Chicago DM Days on Monday,
during a keynote presentation.
The three catalysts for change are globalization; time, or lack thereof;
and technology, which is often moving so fast that marketing can't keep
up with the ideas and products that need to be sold.
Communication that is relevant to a consumer's needs is the imperative,
said Yvonne Furth, president and COO of Rivet. Part of that equation is
getting word out to the consumer quickly. Information now circles the
globe at lightning speed, she said, citing as example how quickly the
whole world knew Britney Spears had shaved her head -- and saw the
photos to prove it.
Furth noted that recent research shows 75% of all television advertising
is skipped. However, there's much more advertising content that
consumers are choosing to view, primarily online.
Marketers need to become attuned to sites like YouTube and other social
networking spaces, where consumers are creating the content, he
said.
Rivet, a spin-off agency of Draft FCB, was formed in January.
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Live From CADM: Harle is
Chicago's DMer of the Year
By Beth Negus Viveiros
When asked what is the biggest change he's seen in his 47 year
direct marketing career, Don Harle didn't hesitate with his answer.
"Technology," he said. "Technology has exploded."
Indeed, when he founded Mid-America Mailers in 1969, the company was
addressing mail with typewriters and metal plates. Today, of course,
business is run extremely differently at the company, which merged with
Diamond Marketing Solutions in 2004.
On Tuesday, Harle -- now vice president, marketing solutions with
Diamond -- will be honored as the Chicago Direct Marketing Association's
27th Charles S. Downs Chicago Direct Marketer of the Year.
Harle began his career in 1960 in the direct mail advertising department
of Encyclopedia Britannica. In 1964, he joined the advertising and
mailing services division of Bankers Life and Casualty Co; two years
later he became vice president and assistant to the president at Mailers
Inc., before leaving to found Mid-America.
Consolidation of suppliers has had a major impact on the industry, he
noted. And on the customer side, he's seen changes as well. Where in the
past there might have been a large department to handle direct mail
services, often now there are only two or three people. And those
overworked individuals want one stop shopping for their DM services,
rather than running around and dealing with a variety of vendors.
Harle is a past president of CADM and has been very active with the
association throughout the years. Today, much of his volunteer time is
spent with the Mailers Technological Advisory Committee, of which he is
currently mailing industry vice chair.
In his down time, he plays golf and visits his two grandsons in Indiana.
One of his children followed him into the world of direct marketing:
Holly Harle is a past president of CADM herself and is vice president of
sales with Diamond.
"It's nice to be known as Holly Harle's father,'" he said with a
smile.
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Blair Becomes a Subsidiary of
Appleseed's
Appleseed's Topco Inc. has completed its acquisition of Blair Corp.
and turned it into a subsidiary. Blair will continue to operate from its
headquarters in Warren, PA.
The combined companies have annual revenues in excess of $1.1 billion.
Other firms in the Appleseed's women's apparel group include Draper's
and Damon's, Haband, Norm Thompson, Sahalie, Solutions and The Tog
Shop.
Blair's stock is no longer listed on the American Stock Exchange.
Blair's stockholders are supposed to receive $42.50 for each share
owned, from Computershare Shareholder Services Inc.
Golden Gate Capital, a San Francisco-based private equity investment
firm, owns Appleseed's.
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People in the News
Michael P. Sherman, who serves on the Direct Marketing Association's
board of directors, has been named senior advisor at the investment
banking advisory firm Peter J. Solomon Co.
Dmitri Kuznetsov has been appointed vice president and director of
analytics at Intellidyn Corp. Kuznetsov will lead a team of database
marketing and analytics professionals at the database compilation firm.
He was formerly with the Media Planning Group.
Ed Henrich has joined the marketing services firm Responsys as vice
president of strategic services. His responsibilities will include
integrating Loyalty Matrix, which was recently acquired by Responsys.
Henrich was formerly president of Yesmail.
Michael D. Contino has been named chief operating officer for Home Decor
Products Inc., where he will oversee a network of direct marketing Web
sites. Contino was previously executive vice president and chief
operating officer at Hanover Direct Inc.
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Short Cuts
The Interactive Advertising Bureau of Canada has projected online
advertising will increase 32% by the end of this year in Canada to top
$1.3 billion, compared to slightly over $1 billion in 2006. Among the
fastest growing segments are online direct response, search engine
advertising and e-mail.
The direct marketing agency W.A. Wilde has opened a new office in
Cincinnati, OH, its first full service facility outside of New
England.
Travel Oregon has launched a digital advertising campaign to generate
online traffic and click through response to the state's tourism Web
site TravelOregon.com. It's presently running banner ads on
Travelocity.com, Outside.com, Epicurious.com and the Tacoda Web site
network.
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Mail Stream: A Report on
Incoming Direct Mail
By ParadyszMatera and Direct Newsline
Bass Pro Shops Lures Women's Apparel Buyers
The recently launched Bass Pro Shops Collections offers "Women's
Clothing Inspired by the Great Outdoors." The 80-page book features a
cover shot of a woman in a fashionable outfit of white capri pants, a
multicolored tunic and flip-flops.
The inside front cover introduces the
offerings as a way to "bring the perfect balance of style, comfort and
fun to the outdoor woman's wardrobe." Featured brands include Clarks,
Columbia, and Merrell. Apparel is grouped by style, including the
"Tropical Collection," "Nautical Collection," and "Floral Collection."
While the focus is primarily on casual wear, the Bass Pro Shops'
spin-off offers a few products, like the waterproof Pro Action Suit
($39.95) that are perfect for the serious female angler. The book also
features active wear, swimwear, lingerie and accessories, including the
Herringbone Clamdigger ($29.95), Resolve Rain Jacket ($79.95), and Bass
Pro Shops T-Shirts and Tanks ($9.95 - $14.95). Orders can be placed by
mail, phone, fax or online at BassPro.com.
St. Anthony Indian Mission School Provides Soundtrack for
Giving
The St. Anthony Indian Mission School is a Catholic elementary school in
New Mexico that educates local Native American children and upholds the
traditions of their Zuni tribe.
The front of a recent 6" x 9" package
from the nonprofit features a black and white picture of a smiling
child, next to a teaser which asks, "Would you like to receive
hand-written letters from a Zuni Indian Child that you are helping to
educate?" Readers are enticed to open the package with a promise of a
"Special Gift" -- a "Full-Length Indian Flute CD." A look inside the
package reveals the promised freemium, entitled, "Kokolepi Dreams." The
CD features flute music played by Fernando Cellicion, a member of the
Zuni Indian Pueblo and "proud graduate" of the St. Anthony Indian
Mission School. A photo of Cellicion, wearing customary Zuni clothing
and turquoise jewelry, is printed on the disc itself. A four-page letter
highlights the school's link to the Zuni heritage and urges readers to
"slip Fernando's recording into your CD player and soak up a little bit
of our exotic local Zuni flavor!" Headlined, "Would you like to adopt
the education of a Zuni child for just $1.97 a day?," the letter
stresses the need for education, noting that unemployment currently
stands at 60% within the Zuni tribe. Pictures of traditionally dressed
children throughout the letter emphasize the school's goal to provide a
quality education, while teaching respect for native heritage. Though
the letter states that worldwide "adopt a child" emergency relief
programs are "noble and worthy," it asks for assistance in taking care
of the American Zuni children "right here at home." A postscript invites
readers who would like to discuss the school, the Zuni mission, or
"anything whatsoever" to contact tribe Judge Albert Banteah -- by
writing or phoning him directly. A "Donor Response Card" included in the
package gives readers the option of either making a onetime donation to
help give schoolchildren "the right start in life," or pledging $30 a
month ($1.97 per school day) to "adopt" a Zuni child. In turn, monthly
supporters will receive a photo of their adopted child, and personal
letters at Christmas and Easter.
DIRECTV Package Insert Makes "An Offer You Can't Refuse"
Satellite television provider DIRECTV teamed up with HBO original series
The Sopranos to make recipients "An Offer You Can't Refuse" in a recent
package insert effort.
The headline, which paraphrases a famous line
from the classic mafia movie The Godfather, is featured above a photo of
the actors who portray mobsters Tony Soprano and Silvio Dante on the
show. As noted on the insert, the drama began its final season on April
8, 2007. The 5" x 7" insert, which was mailed in a package from direct
mail bookseller Literary Guild, is the first tracked from DIRECTV to
promote a specific television program. Many past inserts have promoted
the company's services alongside pictures of happy families gathered
around the television set. Other recent promotions have highlighted
feature films available to customers through Pay Per View. The front of
the insert offers "3 Free Months of HBO and Cinemax." Additional
premiums include professional system installation, equipment upgrades,
and a widescreen portable DVD player, available as a "bonus gift" after
rebate. To take advantage of these deals, recipients must sign up for a
one-year service agreement, as outlined on the back of the insert.
Packages range from $29.99 to $69.99 per month. Recipients are directed
to a toll free phone number or DIRECTV.com for more information.
The direct mail promotions appearing in Mail Stream are tracked and
analyzed by ParadyszMatera, a media brokerage services company, through
its MarketRelevance(tm) Promotion Library. Click here to visit their
site:
ParadyszMatera.com.
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ACCM
May 21-23, 2007
Boston, MA
The Annual Conference for Catalog and Multichannel Merchants
(ACCM) is the only conference devoted to merchants who need to
understand, segment and market to today's customers and prospects across
an array of media and channels. ACCM will help you to focus on the
strategies you need to successfully integrate your marketing channels.
Register before the conference and Save on your full conference
registration! Use DIRECT savings code E10. www.accm07.com/dnl
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List and Database News
National Retail Transaction Database
Direct Partner Solutions Inc. has taken over management of this retail
database. Some 28 million names are on file sourced from retailers
scanning UPC packaging codes. Purchases were paid for with credit or
debit cards. No telemarketing is allowed.
Selections: Product, category, age, gender, income, recency,
state/SCF/ZIP
Price: $120/M to $300/M (depending on user category)
Contact: Direct Partner Solutions Inc., 678-762-9869
Marquis Who's Who Lists
Directory publisher Marquis Who's Who LLC now handles list management
in-house. Its U.S. lists target Baby Boomers, and individuals at
business, home and e-mail addresses. It also offers a foreign file.
These are comprised of responders and buyers who spent $250. Counts
range from 66,000 to 160,000. Direct mail is the source.
Selections: Gender, decade of birth, marital status, presence of
children, occupation, interest, political, religion, state/SCF/ZIP
Price: $110/M to $300/M
Contact: Marquis Who's Who LLC, 800-473-7020,
Galeton Gloves and Safety Supplies
Edith Roman Associates Inc. has been chosen to manage Galeton Gloves'
list. More than 100,000 catalog buyers are available from the last 12
months. The average unit of sale was $125 for work gloves and other
safety equipment.
Selections: Hotlines, number of employees, SIC code, sales volume,
state/SCF/ZIP
Price: $120/M
Contact: Edith Roman Associates Inc., 845-731-2748
Boy Scout Leaders
Honor Publishing Co. has tapped Listdata Management Services Inc. to
represent a list of 51,737 youth and Boy Scout leaders. Postal and
telemarketing records are available. These individuals have subscribed
to newsletters and magazines or purchased books pertaining to scouting.
Thirty-two percent are women.
Selections: Quarterly hotline, gender, state/SCF/ZIP
Price: $95/M (postal file); $250/M (telemarketing file)
Contact: Listdata Management Services Inc., 845-357-1881
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Classified Advertising
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Classified
Several Domain Names For Sale
Accepting offers
For details contact DomainOholder@yahoo.com
Americaneedschange2008.com
Ordermanagementpros.com
Seofulfillment.com
Thedmpros.com
Thelistpros.com
Vidclips4free.com
We are currently looking for a qualified candidate to fill the
following open position:
List Rental Account Executive - New York, NY (Req # 2316)
The List Rental Account Executive will be responsible for generating
list rental revenue from Nielsen Business Media's client list,
contacting NBM's clients not utilizing list rental and generating new
leads for list rental. The AE will be responsible for working with the
list rental management company on behalf of client, overall performance
and growth of list sales for assigned brands, territory management,
develop telesales skills, and achieve/exceed assigned sales quotas.
Please visit www.nielsen.com/careers to
view the job description and to apply online. You can enter the
requisition ID number listed above to take you directly to the position
you are interested in.
The Nielsen Company is an equal opportunity employer.
MAKE THE FASHION A-LIST
One of the most successful brands in America, Spiegel has been the
fashion resource for over 100 years. A trendsetter in catalog and
e-commerce, Spiegel Brands Inc has launched designers and careers. If
you are fashion-addicted, have incredible energy and a passion for
excellence, this is your opportunity. Join us if you have interest and
expertise in the following area:
MANAGER OF CUSTOMER CIRCULATION
Newport News
The Manager of Customer Circulation is responsible for retaining Newport
News customers at a profitable level. Responsible for supervising the
proper execution of approximately 50 catalog mailings per year and any
other direct mail communications (e.g. postcards, letters) to the
customer file. This includes customer database selection, test and
promotion analysis (p&l) and the use of database modeling. Charged with
overseeing customer segmentations, testing and reporting performed by
two customer marketing analysts. Mailings are carried out through
extensive interaction with the marketing services team (located in
Virginia) and the production department to ensure the proper and timely
delivery of mail tapes for processing.
This position is also responsible for managing the Market Research area
to ensure that all research projects are executed properly and to the
benefit of Newport News and the Spiegel Brands Inc.
Our tremendous growth means competitive compensation and benefits to
qualified individuals. We invite you to submit your resume, salary
requirements and area of interest to hrny@spiegelbrands.com or fax
to: (212) 916-8320. EOE
SPIEGEL BRANDS INC
Title Nine: General Manager - Title Nine is a Bay Area-based
multi-channel retailer. We sell women's athletic apparel and sportswear.
No matter what the channel, we are passionate about sports and fitness
in general and our products in particular. We're looking for an
executive that shares our passion for fitness but who also brings deep
experience in direct marketing.
This position requires someone who has deep knowledge of the metrics of
multi-channel retailing, and a measure of respect for the magic of a
brand. This position will have complete responsibility for P&L, cash
flow and daily operations of our multi-channel adventure. The primary
job responsibility will be to move our 175-employee business out of our
current founder-led stage and onto the next phase of growth. Ideally,
our candidate will be both architect of our growth as well as guardian
of our company culture.
For a full outline of job responsibilities, please visit our website at
www.titlenine.com or our posting
on DIRECT Jobzone at jobzone.directmag.com/index.php?a=2&b=778
To reply, please contact teamscout@titlenine.com
TravelSmith Outfitters -- List Rental Manager
About Us:
TravelSmith Outfitters, located in Novato, 30 minutes north of San
Francisco, is the premier catalog and e-commerce retailer of travel
apparel and accessories. We are currently seeking a List Rental Manager
to work in our Marketing Department.
TravelSmith offers a comprehensive benefits package including 401k with
company match, unique time off benefits, excellent work environment, and
fantastic product discounts.
Position Summary:
The List Rental Manager will be responsible for planning, executing and
analyzing TravelSmith's customer acquisition programs and circulation
plans as well evaluating the market place and making recommendation
based on business needs. Additionally, responsible for all functions
related to data processing as it pertains to service bureau as well as
print and bind instructions to printer. Assist in the development and
implementation of the Company's overall mailing and marketing program
with the goal of optimizing the company's growth and profitability.
For a full detail of position responsibilities and qualifications visit
our posting on the DIRECT JOBZONE at http://jobzone.directmag.com/index.php?a=2&b=774
To Apply:
Submit letter of interest and resume with salary requirements to Human
Resources or e-mail to jobs@travelsmith.com
Director of Catalog Operations -- Sierra Trading Post
We are looking for an individual to develop and implement a catalog
marketing strategy for an aggressive direct marketing company. Will
oversee the marketing, branding and production of 90+ individual catalog
mailings a year under 8 different covers with a distribution of 50-60
million and a $25M budget. Will direct our Catalog Marketing Manager and
our Creative Service Manager, which oversee 65-70 people: catalog
marketing efforts, list management, customer modeling analytics,
response analytics, ROI analytics, catalog production, catalog branding,
catalog copy, photography and graphic image services. Requires: Ten plus
years of management experience in the direct marketing industry.
Bachelor's degree in marketing, communications, or other related field.
Knowledge of the creative processes is a must. Occasional travel will be
required.
Please send resume and cover letter to: Sierra Trading Post Human
Resources Dept/Catalog 5025 Campstool Rd. Cheyenne, WY 82007. or resumes@SierraTradingPost.com
(no zip files please).
V.P./Director of Marketing
Reid Supply Company is a global direct marketer for the distribution of
industrial components and supplies located along the beautiful shoreline
of West Michigan. Since 1948 our collective mission has been to provide
the highest quality products and unbeatable customer service to all of
our customers. Our vision is to be a company that provides opportunities
to those who want to maximize their job satisfaction and earning
potential. We encourage innovative thinking and action, and we know that
actions to increase value require risk taking. We encourage
entrepreneurial thinking, and we value improvement of process and mind.
Our people are passionate about their work and we reward them with an
attractive benefit and compensation package, including bonus, 401k
match, cafeteria style health care plan, education reimbursement and
more!
We are seeking a VP/Director of Marketing to define, develop, lead,
direct and execute the company's marketing activities including
e-commerce, e-mail, direct mail, and catalog. As a member of our
leadership team, you will be a key player in strategic planning,
business development, and shaping the future of Reid Supply Company.
Responsibilities:
All marketing strategies
Budgetary and financial responsibilities for all marketing
efforts
Working with Sr. Mgmt to explore new market opportunities and
achieve sales
goals resulting in the growth of all business channels.
Internal and External Corporate Communications, including branding
and corporate identity
Web Development
E-Commerce initiatives
All aspects of direct mail including print production of catalogs,
direct mail and other promotional pieces.
Mailing list and database maintenance and hygiene.
Advertising and Promotional activities such as trade shows, trade
magazines and other media.
Staff development
Requirements:
Bachelor's degree
10 years experience in direct marketing, with a minimum of 5 years
B2B direct marketing
Demonstrated substantial growth in e-commerce
Two plus years experience in direct marketing of industrial supplies
is strongly preferred
You can check out our product offerings by visiting: www.reidsupply.com.
If we've piqued your interest, please forward your career history,
including resume, references and wage history to: resume@reidentities.com No
recruiters please!
For more information on other Reid companies go to: www.reidentities.com
Have a great day!
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Find Targeted Lists Fast with ListFinder
ListFinder is a FREE search engine that lets you search more than 50,000
data cards that represent virtually all lists on the market -- postal,
e-mail, telephone and insert media. It's the quickest and easiest way to
find lists for your marketing campaigns.
Click here to access ListFinder for:
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About this Newsletter
Editorial Director: Ray Schultz
Managing Editor: Charles Vietri
Executive Editor: Beth Negus Viveiros
Senior Editor: Larry Riggs
Senior Writer: Richard H. Levey
DIRECT Newsline is sent by request. Subscriptions are free to qualified
applicants.
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Feedback should be sent to: ray.schultz@penton.com
or may be sent by paper mail to:
Ray Schultz
249 West 17th Street
New York, NY 100111
For Sponsorship/Advertising information please contact: Elizabeth
O'Connor, Associate Publisher at elizabeth.oconnor@penton.com
or 203-358-4391
For information on Classified Advertising please contact: Steve Franco,
at steve.franco@penton.com
or (203) 358-4389
Thanks for your support!
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A Penton Media publication
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Email:directmag@pbinews.com
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Copyright 2007, Penton Media. All rights reserved. This article is
protected by United States copyright and other intellectual property
laws and may not be reproduced, rewritten, distributed, re-disseminated,
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