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TABLE OF CONTENTS
  • Yahoo! to Buy Right Media Ad Exchange
  • Number of Automotive Catalogs More Than Doubles in Five Years
  • Live From CADM: Change is the New Constant
  • Live From CADM: Harle is Chicago's DMer of the Year
  • Blair Becomes a Subsidiary of Appleseed's
  • People in the News
  • Short Cuts
  • Mail Stream: A Report on Incoming Direct Mail
  • List and Database News
  • Classified
  • ListFinder: Search over 50,000 lists
  • Webinars
  • Find a vendor


  • This issue of DIRECT Newsline is sponsored by MeritDirect
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    Top Stories
    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

    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.


    This issue of DIRECT Newsline is sponsored by Profile America: a mailing list and database company committed to performance, integrity and service. We offer a wide range of consumer lists targeted to lifestyle and affinity to match your offer. We can enhance performance with advanced predictive modeling services and marketing tools, designed to help you achieve superior results.

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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.

    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.

    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.

    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.

    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.

    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.



    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

    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

    Classified Advertising
    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!

    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:
    directmag.com/listline/



    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
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