White Papers Archive

Throughout the year, the DMA posts papers on specific topics, relevant to the direct marketing industry. Find out how to submit a white paper.

NOTE: The DMA is providing this information as a service to its members and makes no representations about the suitability of the content or information provided by third parties and the information contained therein does not necessarily represent the position or views of the DMA. For more information see the disclaimer.

Most Popular White Papers

DoubleVerify's Trust Index Report - October 2011 -- DoubleVerify
Who Do You Trust? DoubleVerify is trying to help the online advertising industry answer that question and build trust throughout the ecosystem with our third installment of the DoubleVerify Trust Index

Creating Local Marketing Campaigns: Essential Elements & Tools - June 2011 -- Shared Marketing Serivces, Inc.
One of the biggest challenges confronting franchises and dealer networks today is the

Rowing As One: Integrated Marketing Today - May 2011 -- ALL FOR ONE: The Integrated Marketing Summit
“Most marketers understand that aligning their marketing efforts is an imperative,” said Yory Wurmser, DMA’s director of media and marketing insights. “What they’re still figuring out is how to do it effectively.” Over 93 percent of respondents using multiple channels indicated that they have attempted integration of their messaging across channels, but only a quarter of this group report effective integration. As the chart below shows, other areas of integration fare even more poorly, with fewer than 15 percent of attempts at integrating data leading to effective integration.

The DMA Taps Bizo Audience Marketing to Achieve Conference Goals - March 2011 --

Future of Selling. - February 2011 -- OgilvyOne worldwide
The Future of Selling; the lifeblood of business. OgilvyOne's Chairman & CEO, Brian Fetherstonhaugh tells why when it comes to business, selling is crucial.

Local Search White Paper 2010-2011 - November 2010 -- http://www.location3.com/
Small business owners, corporate marketing professionals and anyone looking to understand local search marketing will benefit from reviewing Location3 Media’s Local Search White Paper 2010-2011.

Automated Dynamic Content - August 2010 -- Marketing 1by1
What if...A customer visits your site, explores specific products and the next day they receive an

Writing a Social Media RFP - White Paper - May 2010 -- http://theport.com/
The Port Network White Paper: Building Connections: How to Write a Top-Quality RFP When Building a Social Networking Platform

Nonprofit Social Network Benchmark Report - May 2010 -- http://theport.com/
NTEN, Common Knowledge, and ThePort Network offer this second annual installment of the Nonprofit Social Networking Benchmark Report.

Engaging and Growing Donors via Social Networks: White Paper - May 2010 -- http://theport.com/
The Port Network White Paper: To be successful, a fund-raising professional has to “meet” the donor where they are and provide avenues for the information and engagement donors increasingly demand.

Direct Marketing Tip Sheet:50 Tips for More Effective & Efficient Campaigns - March 2010 -- Ryan Cote The Ballantine Corp.
This white paper tip sheet contains actionable advice from a wide variety of vendors with different capabilities and experience. Categories covered include creative, PURLs, email, mailing, envelopes and printing.

Direct Marketing Trends for 2010 - March 2010 -- Ryan Cote The Ballantine Corp.
This paper provides some insight into some trends that are expected in direct marketing for 2010, including specific trends related to lists, direct mail, and email marketing, based on the predictions of direct marketing industry experts.

Measuring Marketing Programs - A Primer - March 2010 -- Omer Lizotte HiWired Inc
There are many variables that must be considered when determining lift for a marketing campaign. Examining sales trends, seasonality, comparing averages of stores or products are just some of those elements. However, one of the problems becomes determining if what we observe is true movement due to the program or just normal noise. Parsing all of these externalities takes time and may prove difficult or costly.

Media Metrics Matrix - March 2010 -- Robert Blakeley WebMD
This document outlines a reporting model for media sites. This model allows for both horizontal comparisons (at a given level) and a vertical drill-down (or roll up). The metrics covered here are not the only metrics one can get or that are useful. Rather we are concerned with monitoring; monitoring the effect of changes made to the site or user behaviors over time. It focuses on the primary metrics used to report performance and improvement and the relationship between those metrics.

Call Tracking Simplified - March 2010 -- Mongoose Metrics Mongoose Metrics
Many marketers are frustrated with the current, limited methods of analyzing and measuring online to offline conversions. They believe today’s technology cannot deliver a complete picture of real sales-ready leads and this won’t justify online ad spending. Without call tracking there is no easy way to understand which online marketing efforts are driving phone calls.

Use of Online Social Networks - February 2010 -- Beresford ResearchBeresford Research
This survey initiative was undertaken to address a surprising lack of detailed public research on how people in the US over 18 years old are using online social networks.

Customer Centricity: The New Imperative - February 2010 -- Lavanya ManchikatlaREWAY Inc.
Information revolution of 21st century changed the dynamics of marketplace. Organizations are challenged with unprecedented complexity, intense competition and marketplace polarization. Today’s customers are more informed and more demanding than ever, forcing organizations to reorient their core strategies. To remain competitive, organization must deliver superior customer experience and gain distinctive edge over the rest. Customer-centricity is the cornerstone of competitive advantage and growth.

why Lead Generattion Fails - February 2010 -- RMIResponsemine Interactive
Lead Gen. CPA. CPL. Per Inquiry. Performance marketing. Affiliate marketing. Co-Reg. These are all terms that describe pay-for-performance marketing relationships, where you pay third party companies for each lead they send you. They often drive significant volume for call centers and other direct marketers, but more often, you end up paying for leads that don’t convert very well.

Targeting an Under-Marketed Opportunity in B2B - May 2009 -- John HoodMCH,Inc.
How to find the end users and true decision makers hidden by the institutional purchasing process.

Primer on DemandROMI ABMS - May 2009 -- Guy PowellDemandROMI
This document describes the methodology underlying DemandROMI ABMS (Agent-Based Modeling & Simulation) used to model consumer categories. It is based on a robust choice engine combined with a media information processing element to connect upper and mid funnel marketing to conversion. It describes how purchase intent is developed as a result of the brand's advertising activities and how these lead to an understanding of how consumers in segments make choices and purchase products. It shows how a consumer's past history with the brand is also incorporated into the model. This document also describes the process the model uses by which consumer segments develop value (utilities) based on their preferences for functional, emotional and price attributes. These preference weights and differences by segment deliver valuable information to support the brand in improving their messaging and targeting. It describes the underlying purchase funnel and how existing customers and new customers respond to marketing activities to drive conversion.

How Smart Brands are Beating The Recession with DRTV - April 2009 -- By Hawthorne Direct Hawthornedirect
The objective for this brief guide is to illuminate a fresh perspective of seeing opportunity within these trying times and provide you and your company with a tactical vision for thriving in the midst of a recession.

Beat Practices For Webinars - March 2009 -- By Real MagnetReal Magnet LLC
Even before the recession, webinars had emerged as a leading marketing tool. According to a 2008 study by Wainhouse Research, 94% of marketers plan to use webinars in some capacity in 2009. Gartner Research reports that U.S. businesses will more than double their spending on web conferencing in just 4 years, increasing to $1.6 billion by 2011. Very simply, webinars are proving to be an effective, less costly way to get visibility for your products and services at a time when spending on travel, trade shows, and traditional marketing programs is on the decline.

2008 New Media M&A Round-Up - January 2009 -- By Peachtree Meida AdvisorsPeachtree Media Advisors
In 2008, there were 707 merger, acquisition and capital raise transactions in the online sector of media (92 more transactions than the 615 in 2007). The 707 deals were comprised of 348 capital raises, which are substantially more than the 273 capital raises in 2007, and 359 digital media acquisitions that involved a change of control. In addition, there were significantly fewer large scale transactions in 2008 and substantially more small niche‐oriented acquisitions than in 2007.

Strategic Assessment - January 2009 -- Marketing Transformation ServicesMarketing Transformation Services
Success in MRM requires an assessment of where you are today and where you are going. The strategic assessment identifies where the company is today, where they need to go to help drive the initiative, and it makes clear what work streams need to be done, in what order, and what the work stream timelines are.

Strategies for Marketing Successfully in a Freakonomy - January 2009 -- By Richard BergerASTRALCOM
While agressive companies are continuing to cultivate opportunities in this economy, most businesses are adopting a very conservative approach to the market. Some companies do have legitimate reasons to pull back their marketing efforts, but other firms are merely reacting to the market uncertainty and pulling back out of fear. If you're doing the latter, then you may be missing fortuitous opportunities to dominate the competition and gain significant marketshare.

Recession Resistant Marketing - January 2009 -- By MCHMCH Inc.
Over the past several months, we’ve all spent time discussing the election, the economy, and the general business climate. This document provides B2B marketers with an overview of the major effects of the economic crisis; the areas of the business market that are most likely to hold their own, or even thrive during the coming year; changes on the horizon; and actionable steps that can be taken to adapt in this fluid environment.

Creating Great Subscriber Experiences: Are Marketers Relationship Worthy? - December 2008 -- By Return PathReturn Path
Email marketing is a lot like dating. The marketer tries hard to be seen as an enticing match by the potential subscriber. He offers attractive benefits (best selection! free shipping! fascinating articles!) which the subscriber examines, assessing the possibilities. The subscriber enters into a budding relationship with the expectation that each conversation with the marketer should be interesting and relevant enough to be worth their precious time. The marketer may not be given much time to prove their value. And if the subscriber thinks the marketer’s not delivering, they’ll cut off the relationship. As we said, a lot like dating.

Your Reputation Holds the Key to Deliverability - December 2008 -- By Return PathReturn Path
Twenty percent of legitimate email never reaches the inbox. Blame the ISPs’ ongoing fight against spam—and then, look in the mirror. Today, your sending practices play the major role in determining whether or not your email makes it to the inbox.

Online Marketing Making the Invisible Visible - November 2008 -- By ReachForcereachforce
Combining a Deliberate Marketing approach with Online Marketing programs, means business-to-business Marketers can have the best of both worlds-fast, low-cost demand generation combined with proactive, targeted nurture marketing to the right buyers in the right companies. By following the 4 steps outlined in this paper, you can begin to leverage early purchase indicators from search engine activity and Web site visitor logs to convert virtually 100% of your web leads and almost 1/3 of your Web site visitors into real leads.

Is Dirty Data Sabotaging Your Marketing Results? - November 2008 -- By ReachForcereachforce.com
Online Marketing activities such as search engine marketing advertising and web analytics data generate a wealth of hidden opportunities waiting to be uncovered. But using the contacts and company names generated by these programs to identify the right buyers is not always straightforward. This white paper presents a four-step process for applying Deliberate Marketing techniques to Online Marketing activities to turn passive programs into proactive, profitable action.

Laser-Targeted Lead Generation - November 2008 -- By Reachforcereachforce
Do you know your best customers? Can you easily identify your target market sweet spot? In which markets do you sell the most or the fastest? Are there other business buyers in your sweet spot that you should be targeting?

Emerging '09 DM Trends - November 2008 -- By Daniel StepanicC.Trac
With the number of innovative ideas and strategies shared at DMA:08, remaining true to the old adage "what happens in Vegas, stays in Vegas" would be a direct marketing crime. Held in Sin City this past October, the week long, National Database Marketing Conference and Exhibition, was a-buzz with direct marketing hot words like data-strategy, relevancy, opt-in and integration. As the electro-glow of the Vegas slots fades, these emerging DM-trends remain at the forefront of my mind.

DMA Quarterly Business Review - Q3 2008 - October 2008 -- Direct Marketing Association
Quarter 3's Revenue vs. SQLY (Same Quarter Last Year) Index of 47 is the third consecutive quarter that this index has been in negative territory. Q3 2008 findings point to growth in Profitability, with each of the three segments (Marketers, Agencies, and Suppliers) registering an index that is in the high 50s or better. Projected Revenue for Q4 2008 points to modest growth, with an index of 51. In the QBR index, a score of 50 represents no change in performance. Scores above 50 represent growth, and those below 50 represent a decline. DMA Members can download the complete results at no cost, while Non-Members can order a PDF file by visiting the DMA bookstore.

Successful E-Mail Marketing Methods - September 2008 -- Medical Marketing ServicesMedical Marketing Service, Inc.
E-mail marketing is an increasingly demanding art and science. Competition within the recipient’s in-box is fierce, and recipients are merciless in deleting e-mails that are illegible or irrelevant. Your message has just seconds to capture the attention and interest of the recipient and to be opened, all of which are prerequisite to achieving your objectives; average reading time for a promotional e-mail is 15 seconds or less. Therefore, successful direct marketing requires employing best practices to beat the odds. Based on actual e-mail broadcast results and industry standards, we recommend nine Successful E-mail Marketing Methods to maximize your direct marketing results

Driving ROI Once Your Email is Delivered - September 2008 -- ClickMail MarketingClickMail Marketing
Even with a superior deliverability rate, are your email marketing results everything they could be? Getting your email delivered is only the first step in marketing via email. Your emails must arrive in a manner that encourages action on the part of the recipient. This white paper addresses several components of email marketing that matter after you're in the inbox, as well as aspects you can control to encourage more opens, more click-throughs and more conversions.

Latinos Online - September 2008 -- Susannah FoxPew Hispanic
Latinos comprise 14% of the U.S. adult population and about half of this growing group (56%) goes online. By comparison, 71% of non-Hispanic whites and 60% of non-Hispanic blacks use the internet. Several socio-economic characteristics that are often intertwined, such as low levels of education and limited English ability, largely explain the gap in internet use between Hispanics and non-Hispanics.(c) 2007 Pew Hispanic Center, a Pew Research Center project. All rights reserved.

DMA Quarterly Business Review - Q2 2008 - August 2008 -- Direct Marketing Association
Quarter 1's Revenue vs. SQLY (Same Quarter Last Year) Index of 47 is the second time since Q2 2003 that this index has been in the negative territory. Q2 2008 findings point to growth in Profitability, with each of the three segments (Marketers, Agencies, and Suppliers) registering an index that is in the low 60s or higher. In the QBR index, a score of 50 represents no change in performance. Scores above 50 represent growth, and those below 50 represent a decline. DMA Members can download the complete results at no cost, while Non-Members can order a PDF file by visiting the DMA bookstore.

Six 2008 Holiday Email Tips: Exposed - August 2008 -- By Fred TabsharaniVidiemi
This holiday season, ISP's will be policing marginal databases like never before. Old subscriber data and/or bad email addresses will have sobriety checkpoints. If you think you have old data we suggest you omit this data from your holiday mailing list. We recommend that you create a separate database and remarket to this group after the busy holiday season. You don't want to risk getting your messages blocked or have them diverted to the junk folder during the season's rush. In addition, with a less than stellar list your metrics will diminish, causing skewed reporting, thus costing you more money to deploy while not getting a clear picture of who your most profitable subscribers are. Pay special attention to subscribers that haven't opened in the past 6-12 months. Reputation scores have been known to decrease for senders who do not purge customers without any opens or clicks in a 12-month period. By not sending to customers who haven't opened or clicked in the past year, senders can lower ISP complaints and gain higher reputation scores-which leads to better deliverability.

Vision Based On Resources - August 2008 -- By Nelise ZymbergZymberg Marketing Direto
The way companies used to think about strategy until the end of 80s, was related to an external analysis of organizations, where the result of the company was stipulated by its position in the market.

Small Business Guide To Web-Based Video Marketing - July 2008 -- By Paul BuraniClicksharp Marketing
Major corporations awoke to the potential of web-based video a long time ago. Among the most popular channels on YouTube, one can find heavyweights of the entertainment and media verticals, such as Universal Music Group, CBS, Nintendo Wii, and National Geographic. Other industries, however, are also well represented by such global brands as Chrysler, Absolut, Philips, Nike and E*Trade. Each has visibly made online video, whether professionally produced or user-generated content, an important part of their brand marketing agenda.

Ad Networks And How To Choose Them - July 2008 -- By Robert TasSportgenic
The purpose of this white paper is to provide the digital media professional with a comprehensive introduction to digital ad networks.

Bring Unknown Prospects To Life And Make Them Your Customers - July 2008 -- By Paul McConvilleTARGUSinfo
This four-part series white paper explores knowledge as it applies to interactions between customer-facing organizations and the consumers who buy from them. The focus is on the few seconds or, at most, few minutes between a consumer's decision to contact a business and the conclusion of that business, whether over the phone, through a Web site or at the point of sale.

How to Master Customer Acquisition: On-Demand Lead Scoring - July 2008 -- By Kim GarnerTARGUSinfo
This paper introduces a breakthrough solution to these challenges called on-demand lead scoring. It directly and powerfully addresses this new merchant imperative, giving selling organizations deep insight into consumers previously unknown to them (as well as existing customers). Many companies have begun to score leads in recent years but most of them haven't realized the advantages created by scoring leads on demand. The key is having this information at the instant that companies need it most: at the moment of impact for converting a sale.

HTML Design and Rendering Tactis for Improved Email Deliverability and Increased Response - July 2008 -- By Megan OuelletListrak
The following white paper discussing HTML design and rendering best practices, including design tips for different email clients, guidelines for rich media and forms, and testing HTML content via seed lists and third-party rendering services. This white paper will also address many of the myths surrounding images in email so you have the knowledge you need to create strategic, successful email campaigns.

The Loyalty Marketing Mix - July 2008 -- By Rick FergusonColloquy
The COLLOQUY Retail Loyalty Index is built from a survey of 3,000 U.S. consumers across six key demographic segments. It offers a revealing look at the retail brands to which consumers are most loyal, the fundamental factors that drive store loyalty, and the subtle differences in consumer definitions of loyalty related to store brands, retail categories and consumer segments. The survey results demonstrate that, while EDLP tactics successfully build sales through frequency, this success comes at a cost. With the traditional marketing mix taking a back seat to a relentless focus on price, a marketing strategy focused solely on sale prices and promotions not only faces diminishing returns, but can also actually breed disloyal customers.

The Difference Engine - July 2008 -- By Rick FergusonColloquy
A comparison of loyalty marketing perceptions among specific U.S consumer segments.

Economic Impact Analysis 2008: The Direct Marketing Industry Report (Executive Summary) - July 2008 -- By Direct Marketing Association UKDMA UK
In this the third Economic Impact Analysis of the Direct Marketing Industry, the strength of direct marketing is apparent. Showing sustained and healthy growth in 2007, the industry represents an extensive contribution to UK employment, and thus the economy as a whole. Adaptable and resilient, direct marketing continues to provide marketers with the tools needed in the overall marketing mix to react to ever changing market conditions and consumer demands. And it remains a significant element of all marketing activities to businesses of all sizes in the UK today.

8 Tips for Selling a Direct Marketing Campaign - June 2008 -- By Ryan LouL2
Direct marketing campaigns allow marketing professionals to track and improve their campaign response rates. They allow marketers to leverage the customer information they have, personalize messages, content and offers to each recipient and create different follow-up campaigns depending on how each prospect responds. While the potential benefits are tremendous, the initial direct marketing campaign can be difficult and sometimes even the most seasoned marketers or bosses need convincing. This whitepaper outlines 8 tips that will help the innovative marketing professional convince their bosses, marketing colleagues or potential clients about the effectiveness of direct marketing campaigns.

CRM is not only Information Technology - June 2008 --
The concept of Information Technology (IT) has been developed constantly. Nowadays it is more extensive than the assemblage of software and hardware resources and also involves human, administrative and organizational aspects. It evolved from administrative support to a strategic role and not only supports business strategies already existents, but also allows new entrepreneur strategies feasible.

Deciding to Go International - June 2008 -- Asim Khan Khanstellation Group
There are many benefits to marketing a company's products or services overseas, but the decision to go international must be made carefully. Cultural and language barriers, political issues and variations in religious beliefs, societal norms, and business negotiations styles impact how business should be conducted with international counterparts. Two steps can prepare an organization for an overseas effort. First, an international marketing plan must be developed, and second, the organization must determine how it will enter the new market. Since creation of a dedicated export department can be an overwhelming and expensive task, an alliance with an outside party can reduce the time and effort it takes to become established in a foreign market. One option is to establish a joint venture. Another is the use of an export management company (EMC). An EMC has contacts and knowledge of foreign cultures and governments that can smoothly facilitate an international effort.

Real-Time Email Address Validation: Build or Buy? - June 2008 -- Bill Kaplan and Jodi Baier Freshaddress,Inc
You’ve spent countless hours working on your email campaigns—choosing just the right timing, crafting and re-crafting your content and creative both for the email as well as the landing pages, making sure every marketing dollar invested will yield you the highest possible return. Now you’re ready to let it fly. But are you? How many of the resulting online email registrations for which you’ve worked so hard and paid so much will contain typos or, worse yet, malicious email addresses?

2008 EMail Marketing Strategies - June 2008 -- By Fred TabsharaniVidi Emi
Email marketing is more powerful than ever, with retailers reporting record online sales and using email to drive significant traffic.

DMA Quarterly Business Review - Q1 2008 - May 2008 -- Direct Marketing Association
Quarter 1's Revenue vs. SQLY (Same Quarter Last Year) Index of 48 is the first time since Q2 2003 that this index has been in the negative territory. Q1 2008 findings indicate growth in Profitability, with each of the three segments (Marketers, Agencies, and Suppliers) showing indices in the low 60s or higher. In the QBR index, a score of 50 represents no change in performance. Scores above 50 represent growth, and those below 50 represent a decline. DMA Members can download the complete results at no cost, while Non-Members can order a PDF file by visiting the DMA bookstore.

Membership In the Safe Harbor Program by Data Processors - May 2008 -- Christopher Kuner Hunton&Willams
The EU Data Protection Directive restricts data transfers to countries outside the EU which are not deemed to have an adequate level of data protection. One of best known mechanisms for providing an adequate level of protection for data transfers to the United States is the so called Safe Haror program run by the US Department of Commerce. The Safe Harbor is a self regulatory mechanism under which US based companies may voluntarily agree to abide by a set of Safe Harbor Priciples(the Principles) negotiated between the United States government and the European Commission; transfers made to a Safe Harbor member company in the US are then deemed to receive an adequate level of data protection under an adequacy decision issued by th eEuropean Commission. Safe harbor has proved to be a popular data transfer mechanism, and the number of US coompanies joining it has steadily increased since it was originally approved in 2000.

Email Frequency: How Relevancy Tactics Changed The Rules - May 2008 -- Megan OuelletListrak
Marketing are used to planning ahead as most media buys must be schedued months in advance to accommodate external press time and availability, along with the careful orchestration needed to balance the print, radio, TV, and online advertising with the updated corporate documentation, events, and most importantly, budget.

A new model for CRM - May 2008 -- Nelise Zymberg ZymbergMarketingDireto
Globalization brought new changes and paradigms into economical environment, demanding strategic re-aiming and new ways of management. The efforts to implant technology to coordinate relationship with clients (CRM), although presenting positive results, were not enough to lead the companies to a competitive highest degree.

The Brand Persuasion Wheel - May 2008 -- Ulli Appelbaum brandchannel.com
This paper describes the six most important principles of human persuasion available to marketers and organizes them into a simple model designed to help brand builders maintain the persuasiveness of their brands in today's ever-evolving and tumultuous media and consumer environment.

Putting the Relationship back in Relationship Marketing - April 2008 -- Andy Hasselwander and Laird RawsthorneMarketBridge
The goal of Relationship Marketing (RM) is to develop and maintain a base of committed customers who generate profit for the organization. Nowhere is RM more important than in the B2B context, where continued business from an established client base generates the lion's share of revenue. While RM initiatives are standard in B2B enterprises, marketers seldom adopt a rigorous, data-driven approach to understanding and managing their ongoing interaction with customers and the impact of RM activities on their business. In this paper, we propose that managed customer engagement is a critical path to promoting advocacy for your brand and driving business results. We describe insights gained from years of client work across a range of industries, and outline steps for developing an analytics-based RM engagement management and tracking system.

The Benefits of Partnering with an Outside Database Firm - March 2008 -- Susan Williamsonctrac
The demands on businesses to succeed have never been greater. Business today has reached unmatched levels of sophistication, automation, productivity and performance. Along with those increases are maximized pressures for excellence, cost controls and profitability.

Marketing Automation and the Enterprise Opportunity - March 2008 -- Winterberry Group Winterberry Group
Marketing automation is the approach by which marketers harmoniously blend technology development with strict process management to significantly enhance marketing efficiency and effectiveness

Email Marketing Best Practices: Creatiing Relevant Email Campagigns with Dynamic Content - March 2008 -- Megan Ouellet Listrak
For a company's email marketing strategy to succeed, marketers must continually update and enhance their best practices in order to keep up with new technology, subscriber demands, and the competitive landscape. More importantly, marketers must find new ways to use the tools that they already have implemented. Doing so will enhance their email campaigns while keeping costs at a minimum.

Outlook 2008: Essential Email Marketing Deliverability Guide - March 2008 -- Megan Ouellet Listrak
Spam messages are on the rise. According to IronPort, there are over 62 billion spam messages sent per day, up from 31 billion last year. And the threat is greater than ever as spam messages contain viruses and large images that clog email servers. To combat this, ISPs, corporations, and individual end users are implementing new technologies and strategies to secure their inboxes by blocking unsolicited messages. While these precautions are necessary, many times messages from legitimate email marketers are casualties of this war as they may inadvertently contain characteristics used by spammers and are, therefore, mislabeled as spam by ISPs or the end users themselves.

The Art and Science of Email Marketing - March 2008 -- Megan OuelletListrak
In order to craft an effective email marketing campaign, you must carefully balance the needs of your audience, the message you want to communicate, and the technology that allows you to manage the interaction. In order to increase your response rate, you must be sure that your email has all of the correct items in place appealing subject lines, exciting graphics, inspiring content, clear calls to action and tempting offers. Art is all about form and content, and like art, your emails must inspire your audience to perform your end goal.

Implementing RSS as a Marketing Tool: Delivering content to Drive Leads - March 2008 -- Megan OuelletListrak
Even though RSS has been around since the mid 1990s, its potential as an essential marketing tool is just beginning to be realized. Marketing directors, especially those that are focused on using email marketing to reach their intended audiences, need to incorporate RSS as an efficient and cost effective alternative to traditional marketing methods.

Where Did My Customer Go? the Problem of Undeliverable-As- Addressed Mail - March 2008 -- Melissa DataMelissaData
Reducing undeliverable mail can be achieved easily and cost-effectively with the use of proper address management practices. These methods include validating customer address information at the point-of-entry, via a real-time Web service or API, and utilizing a Move Update/premailing processing solution. Implementing these address management practices can significantly reduce undeliverable mail and help you save money. Mailers who apply USPS-sanctioned Move Update processing methods qualify for presort and automation discounts. Maintaining an accurate contact database is the key to building profitable relationships with customers.

A Strategy for Savings:Postal Optimization and the Future of Direct Mail - March 2008 -- Winterberry Group Winterberry Group
Today's direct marketers stand at the crossroads of a two-pronged assault.

Making Mail Relevant: The Perception of the Receiver - March 2008 -- Howard WrightPitney Bowes
This white paper discusses how to make mail relevant. It includes statistics and demographics in the United Kingdom.

A Prescription To Heal the Ad Agency Business - March 2008 -- Catalyst SFCatalystSF
The diagnosis is terminal when it comes to the current Ad Agency model. Many people have put in their two cents and diagnosed this problem, but few have offered a solution. Few have offered a Prescription for what ails this business and a way to fix it for the future. It is time to take an old Biblical proverb and put it into action; “Physicians Heal Thyselves!”

My Keynote Presentation At The Catalog Conference - March 2008 -- Kevin HillstromMineThatData
If I were invited to give the keynote address at the Catalog Conference, now called the ACCM, you would hear a presentation that sounded something like this:

Reader's Digest Adds A New Chapter In Customized Direct Marketing With The Xerox 1:1 Lab - March 2008 -- Peloquin, MathieuXerox
Find out how Reader's Digest Canada has gained significant benefits since testing Terminal Van Gogh's 1:1 marketing solution under the Xerox 1:1 Lab with the fully customized package delivering an average increased response rate of 67% over the control package and an average increase in sales of 74% over the control package. Just as importantly, Reader's Digest found that relevant messages based on affinity patterns changed customer behavior and broke some of the silos in the current business model.

DM ANALYSIS 2007 - March 2008 -- Laszlo CsankHungarian Direct Marketing Association
The Direct Marketing Association, together with Szonda Ipsos, performed a comprehensive research on direct marketing in order to produce a detailed study of this business segment. Various techniques were used for in-depth research, including a nationwide survey of the general population, focus group discussions, telephone interviews with advertisers and agencies, as well as in-depth interviews with experts. This complex research exercise satisfied long-standing needs by revealing information, data and attitudes relevant to the entire market.

Quarterly Business Review, Quarter 4, 2007 - February 2008 -- Direct Marketing Association
Quarter 4's Revenue vs. SQLY (Same Quarter Last Year) Index of 55 is the eighteenth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q4 findings also indicate strength in Profitability, with each of the three segments showing indices in the low 60s or higher. In the QBR index, a score of 50 represents no change in performance. Scores above 50 represent growth, and those below 50 represent a decline. DMA Members can download the complete results at no cost, while Non-Members can order a PDF file by visiting the DMA bookstore.

Web Analytics - A Reporting Approach - February 2008 -- By Robert Blakeley WebMD
A web analytics program consists of many elements. One of the important elements in the process is the reporting. This step often does not get the attention it should, taking a back seat to the effort of getting and compiling the numbers (on the Analytics side) or day-to-day operations (on the Business side). It is sometimes abbreviated or omitted altogether in an attempt to save time. This is a mistake. This article focuses on that reporting.

Digital Marketing Services Transaction Activity: Transforming The Marketing Landscape - February 2008 -- by PetskyPrunier PetskyPrunier
Transaction activity in the digital marketing services industry (including the full range of execution-oriented online marketing applications) has never been more fervent. During 2007, 225 digital marketing services transactions were completed, representing over $16 billion in aggregate value—more than the total value of all digital deals completed in 2004, 2005 and 2006 combined. The motives behind such ferocious deal making reflect a similarly profound array of changing dynamics: the advent of the Internet as a primary marketing tool, a cluttered media environment, channel proliferation, growing consumer sophistication and demand for analytically-driven marketing solutions being foremost among them

2008 Direct Mail Format Report - February 2008 -- By Ballantine CorporationBallantine Corp
The Ballantine Corporation surveyed their marketing contacts regarding their 2008 direct mail campaigns and compiled the responses into this 9-page industry whitepaper.

Robust Email Intergration Delivers Increased Conversion Rates - January 2008 -- By Charisse Tabak Acceleration
This white paper discusses the strategies that allow for relationships with existing customers to be strengthened - and the conversion rate of prospects into actual customers to be increased - by integrating contact center functions with email marketing tools.

Promoting A Film Festival For The Long Tail: A Digital Marketing Case Study - January 2008 -- By Paul Burani Clicksharp Marketing
Originally an abstract concept introduced in a WIRED Magazine article from 2006, "The Long Tail" is now a mantra of digital marketing. Applied to marketing in film, the pre-Long Tail mentality was to conceptualize an artistic work with a specific target in mind, and then develop it to invite as big an audience as possible. Marketers would then direct their resources toward the audience within distribution range.

Increasing Response Rates with 1:1 Campaigns - January 2008 -- By L2 L2
The essence of one to one marketing campaigns is relationship marketing. One to one marketing campaigns are a potent tool to enhance lead generation, increase product usage and promote brand awareness.The only significant obstacle for most marketing professionals is the time and expense needed to implement the campaigns and manage the upswing in responses

Market Research In The New Marketing Strategy Paradigm - January 2008 -- By Joy Josephs eNumerys Global
Firms typically go to market when they have products or service that has a target market, which they can sell with a better quality or with better benefits or at a better price than existing market players. Historically firms have tried to pursue specific strategies to market products or services based on where they perceived their competitive advantage lay:

Postal rates have gone up. Now what? - December 2007 -- by Gary Seitz C.TRAC information solutions
Over the past several months, the United States Postal Service (USPS) has implemented the most dramatic changes in the past 30 years. More than simply rate hikes, essentially the USPS has begun changing the way it does business. If your business relies on the mail either to sell, communicate with customers, or to provide products and services, one thing is certain.

Half Again as Much - December 2007 -- by Gary Seitz C.TRAC information solutions
One of the marketing advantages of living and doing business in the digital, Web-connected world in which we live is the immediacy and low cost of e-mail. But when you're dealing with 7.5 million e-mail addresses, even the low cost of an e-mail broadcast can be substantial.

Outlook for 2008: Essential Email Marketing Deliverability Guide - December 2007 -- by Megan Ouellet listrak
Spam messages are on the rise. According to IronPort, there are over 62 billion spam messages sent per day, up from 31 billion last year. And the threat is greater than ever as spam messages contain viruses and large images that clog email servers. To combat this, ISPs, corporations, and individual end users are implementing new technologies and strategies to secure their inboxes by blocking unsolicited messages.

Desktop Widgets: Engaging your Customers Beyond the Browser - December 2007 -- by Vishal Jain Rategain
There was a time when the big question in the minds of all traditional brick and motar businesses was whether and how to have an online presence. An online presence would automatically ensure a growth in revenue. With internet penetration and growth slowing down in the developed markets "everyone" is competing for the same group of eyeballs.

Finding Value in an Email Marketing Service Provider - October 2007 -- by Goldlasso Goldlasso
Many email marketers look for the lowest price point and equate that to the best value, but the lowest cost may not be the best value. The industry overall has not done a good job of defining what constitutes a good value. Email service providers. . .

The Real Value of Web Analytics - October 2007 -- by Neil Bornman Acceleration
Web analytics has moved from a peripheral back office technology tool to a top-of mind business application. Web Analytics solution now promises to:

What is Address Abbreviation and Why Should I Care? - October 2007 -- by Cassiopeia Information Technologies, LLC Cassiopeia Information Technologies
CASS Address abbreviation, simply put, is the shortening of an US Postal Service address so it will fit into a fixed amount of space.

7 Simple Steps to Effective Direct Mail Marketing - October 2007 -- by Avery Print and Mail Center Avery
One of the most effective ways to grow your business, direct mail advertising with postcards gives you a one-to-one connection with your customers. A study from Forrester Research reveals that consumers are bombarded with over 3,000 advertising messages every day. By delivering your marketing message in a more personal manner, customers will see you and remember you. Most importantly, they'll buy from you.

Do it Yourself Social Media Marketing - October 2007 -- by Ross Dunn Stepforth Web Marketing Inc.
Social media marketing is a method of promoting your brand by strategically making your presence known across various social media networks.

Doing Business in the Next Life - Second Life. Why Your Business Needs Second Life. - October 2007 -- by Astralcom Astralcom
What market has over 7 million global active users, is growing at 35% per month, has an average consumer age of 33, is based on an established economy - yet has no taxes, has minimal regulation, no marginal cost or production and low "entrance" expenses?

Politics, Profits, and Proactive Marketing: Anticipating Spending in the World of B2i. - October 2007 -- by John F. Hood MCH
"Know your customer!" It's one of the basic axioms of business. Most business-to-business marketers intuitivley understand the motivations of their B2B customers because they're business people themselves. But what if many of your "business" customers aren't really businesses? What if they have have completley different motivations - completley different reasons that drive their buying decisions?

Four Ways to Make Lead Generation Marketing Simple and Effective Now - October 2007 -- by Zephrin Lasker, Pontiflex
Online lead generation is the fastest growing segment in advertising. In a cautious post dot com era, marketers are focused on deploying campaigns that can deliver high volumes of new customers and drive revenue...

The New Rules of Email Marketing - October 2007 -- Prepared by Silverpop Silverpop
In this new era of CAN-SPAM legislation, overflowing inboxes and ever-increasing customer expectations, many of the practices that worked for emailers in the past simply won't work anymore. The companies that can boast the most effective email programs today have been successful because they've completley overhauled their way of thinking. They have changed their strategy . . .

Pushing the Envelope: The Secret to Higher Inserting Productivity - October 2007 -- by Carro Ford Weston, MeadWestvaco
As companies look for every possible way to squeeze more performance from the mail-stream, the inserting process is getting more attention. Inserting represents critical, often revenue-generating workflow. As a result, the pressure is on to minimize stoppages, which impact productivity, cash flow and service level commitments. One of the primary factors behind stoppages is one that all too often passes under the processes improvement radar - envelopes

DMA Quarterly Business Review - Q3 2007 - October 2007 -- Direct Marketing Association
Quarter 3's Revenue vs. SQLY (Same Quarter Last Year) Index of 57 is the seventeenth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q3 findings also indicate strength in Profitability, with each of the three segments showing indices in the mid 60s or higher.

DMA Quarterly Business Review, Q2 2007, September 2007 - September 2007 -- Direct Marketing Association
Quarter 2's Revenue vs. SQLY (Same Quarter Last Year) Index of 59 is the sixteenth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q1 findings also indicate strength in Profitability, with each of the three segments showing indices in the high 60s.

How to Appeal to Both Humans and Spiders - August 2007 -- The Content Factor
More and more people rely heavily on the Web for information. This is because, unlike any other communications channel, the Web gives us an opportunity to educate ourselves and do side-by-side comparisons of companies, products and services. Natural search, via search engines like Google and Yahoo, is still the largest driver of Web traffic. To make sure you get your fair share of that traffic, carefully choose the right keywords that represent the interests of your target audience. Integrate those keywords throughout your side according to the guidelines presented in this paper. Finally, make sure you have a good copywriter who can make the keywords come alive and craft them into a compelling, creative and emotional sales case for your product or service.

Cutting Your Direct Mail Production Costs: Tips for Saving Money on Your Next Campaign - August 2007 -- Ballantine
Try these money saving suggestions to help minimize the cost of your direct mail campaign!

Growing opt-in lists, Turning web Browsers into Buyers: Best Practices to Succeed - August 2007 -- GOT Corporation
"Pay-per-click" search marketing, website SEO optimization...busness owners are investing more money than ever into driving traffic to their websites in hopes of generating sales. In terms of numbers, that's more than 17 billion up for grabs during November and December. Learn how, as a marketer, you can generate site traffic.

5 Simple Ways to Revolutionalize Customer Loyalty Through Email Marketing - August 2007 -- GOT Corporation
Realizing and targeting the customers' individual needs is half the battle, the other consists of acting on them in a timely and personalized manner. When done properly, email marketing allows business owerns the tools to build strong relationships and keep up with their customers. This white paper aims to make customer loyalty thorugh email marketing easier for the business.

Do It Yourself Social Media Marketing - August 2007 -- Stepforth
In today's day and age, marketing takes on its own path. In this white paper, learn how to use social media marketing yourself to gain the best results you can.

Can Speaking Avatars Help Your Website? - August 2007 -- SitePalSitePal
SitePal seeks to break down the myths of speaking avatars and help you find the potential speaking avatar that will bring your business to greater strides!

January-June 2006 Email Response Metrics - July 2007 -- Harte Hanks Postfuture
Highest e-mail open and click-through rates with dynamic personalization, print-at-home incentives and behavior-driven delivery revealed!

Seven Deadly Mistakes Multichannel Marketers Make - July 2007 -- Solar Communications
Find out how to reach anyone in this fragmented market!

Maximizing Print Advertising ROI with Non- Traditional Inserts - July 2007 -- Solar Communications
One of the greatest challenges with the growing volume of print ad inserts in magazines is competition for reader attention. Find out how to maximize ways to stand out from the crowd and differentiate your advertisement from the thousands of other print ads.

Secrets to Sampling Success. Knowing how to ask the right questions, and pick the best partner. - July 2007 -- Solar Communications
Commonly used in Consumer Packaged Goods and Pharmaceutical Industries, sampling programs are highly successful when the correct customers are targeted and if the product has relevance and a visible point of difference vs. the that of the competition. Learn how to use sampling programs to better reach consumers and encourage product trials.

An Alternative Method of Measuring Direct Mail ROI - July 2007 -- Marketing Profs
For many marketing vehicles, it is difficult to directly estimate ROI -- the proportion of revenues in the financial year due to marketing. Not so with direct mail, however. Here's how.

Measuring the Value of a Managed WOM Program in Test & Control Markets - July 2007 -- BzzAgent
A core component of every marketer's job is to prove that ad expenses contribute to increased product sales, brand awareness or customer loyalty. Such pressures are greatest with new marketing media, such as word of mouth (WOM) because they have not been adopted universally. Learn how to measure the value of a WOM program in controlled markets.

Different Faces of Direct Marketing in India - July 2007 -- Direxions Marketing Solutions Pvt. Ltd. India
Direct Marketing in India is one of the 21st Century's most exciting opportunities though to someone from the outside, it can be an overwhelming topic. The Indian Direct Marketing Environment is evolving rapidly and the rules of the games ever changing, some aspects evolving more rapidly than others. The authors discuss the various aspects of direct marketing in India, sharing their decades of experience as well as pulling in examples from content in the public domain.

DMA Quarterly Business Review - Q1 2007 - May 2007 -- Direct Marketing Association
Quarter 1's Revenue vs. SQLY (Same Quarter Last Year) Index of 61 is the fifteenth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q1 findings also indicate strength in Profitability, with each of the three segments showing indices in the high 60s or better. In the QBR index, a score of 50 represents no change in performance. Scores above 50 represent growth, and those below 50 represent a decline.
Requires Web Account

DMA Quarterly Business Review - Q4 2006 - February 2007 -- Direct Marketing Association
Quarter 4's Revenue vs. SQLY (Same Quarter Last Year) Index of 67 is the fourteenth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q4 findings also indicate strength in Profitability, with each of the three segments showing indices in the high 60s or better. In the QBR index, a score of 50 represents no change in performance. Scores above 50 represent growth, and those below 50 represent a decline.
Requires Web Account

Ad Group Level-Budget Allocation - February 2007 -- Project House, Istanbul

Beyond B2B--A New View of the Institutional Market - January 2007 -- MCH, Inc.
Do you think all of your B2B customers are businesses? Chances are you are wrong! There is a parallel world of non-businesses among your customers that you may not be fully conscious of. Welcome to the world of institutions. Beyond B2B lies the Business-to-Institution (B2i) market, a sector that includes over 2 million institutions. It's an exciting and lucrative segment because it's big and growing.

What's in the Mailbox? The Impact of One-to-One Marketing on Consumer Response - January 2007 -- Winterberry Group
Winterberry Group partnered with three leading marketing service firms to explore how one-to-one communication tactics are being executed across the marketing landscape.

Vertical Market Trends in Direct Mail and the Impact on Production Service Providers 2006 - January 2007 -- Winterberry Group
Winterberry Group's third annual white paper on vertical market trends impacting the direct mail production industry is based on extensive dialog and interviews with hundreds of marketing industry executives, includingmarketers, service providers, and the marketing technology providers that support them in developing and producing direct mail campaigns.

The Future of Insert Media - January 2007 -- Leon Henry Incorporated
Insert Media has been around for nearly 50 years. In its earlier days, the medium ranged from inserts place in mail order packages to egg cartons and was primarily a vehicle for low-end offers, inquiries, and continuity offers. Times have changed; the name has gone through a metamorphosis and what was recently "alternative media" is now Insert Media.

The Local Government Marketplace for Direct Marketers - December 2006 -- MCH
This paper is designed to help you learn more about how local and county governments operate, who makes purchasing decisions, what criteria influence buying decisions, and when dollars are being spent.

Holiday Shopping Report December 2006 - December 2006 -- DMA
The Direct Marketing Association (DMA)surveyed catalog and Internet marketers to report on their holiday sales as of December 2006 through an on-line survey.

The Ever Shifting Bull's Eye - December 2006 -- Peter Nyberg, ingage interactive
Tips for avoiding the "hit-or-miss" factor of targeted direct marketing campaigns and generating the leads that will help you achieve your business goals

E-Mail Fundraising for Nonprofit Organizations: A Direct Marketing Powerhouse - November 2006 -- Eugene Sefanov, LW Robbins Associates
Direct marketers who work with nonprofits need to know and understand the importance, features and benefits of e-mail fundraising. E-mail is fast, economical, and can be implemented in record time. Individuals all over the globe, particularly the United States, have started to embrace this new technology, and realized it can generate additional funds and at lower costs.

Understanding a Web Measurement Program - November 2006 -- Robert Blakeley - Direct Marketing Association
More and more, companies are turning to the Web for customer intelligence. Effective Web measurement is more than looking at a few page hit numbers, its part of your Market Analysis. This article outlines the steps involved in a Web Analytics Program and what each step entails.

Insert Media-The Low-Risk Acquisition Alternative - November 2006 -- Peter Stein, Canterbury Tales
Although marketers have used Insert Media for decades, it is only in the last few years that it is now considered to be an essential component of a marketer's blend.

Internet Branding: Signpost or Business Platform - November 2006 -- Bill Nissim, ibranz
Three small business owners are interviewed to answer two questions. First, what is the value of the Internet for "Brick-n-Mortar" and "On-line" business, and secondly, how do they apply this channel to the market?

Market Dominance Methodology - November 2006 -- ASTRALCOM
Anticipating, identifying, and satisfying customer requirements vs. the promotion of goods, services, companies, and ideas

How America Searches: Financial Products and Services - November 2006 -- Survey conducted by Harris Interactive, Report written by iCrossing
Searchers for financial products and services, while not yet a large portion of the online population, do merit attention from retail financial services marketers. They tend to be well educated, report having above-average credit and be interested in applying for financial products and services online.

Best Practices for the Use of Targeted Email Campaigns for College Recruiting - November 2006 -- Steven Rothberg and C.M. Arnold, CollegeRecruiter
This white paper gives an overview of how email has evolved in college students' lives and how those students can best be reached via email by college recruiters-both those who hire students and those who work for university admissions offices to enroll students.

Organic SEO or Pay-Per-Click Advertising- Which Should You Choose? - November 2006 -- Scott Buresh, Medium Blue
When people hear about online marketing, they often think of two of the more popular methods that a company can use to enhance its visibility on the Web: organic SEO and pay-per-click advertising. In an ideal world, you would use both strategically to maximize your site's profile. However, budgetary constraints often make this impossible, and trying to do both on a limited budget or with minimal resources can result in neither campaign producing ideal results. In this case, it's usually better to focus on one or the other. But which is best for you?

Leveraging Information to Improve Marketing Performance: How Marketing Executives Are Delivering on Their Promises - November 2006 -- Merkle
The formerly manageable world of marketing has exploded into countless micro-channels. Familiar mass media have been sidelined by the rapid run-up of the web, search, email, blogs, satellite radio, chat, video-on-demand, and interactive television.

Adding Radio to Your Direct Marketing Mix - November 2006 -- Gary Kretchmer, Target-Response
Learn tips and proven strategies to make radio direct response advertising work for you. In an age of diverse and emerging media options, radio still has tremendous strength, and can be a valuable profit center in your multichannel marketing program.

The Operationalization of Marketing - November 2006 -- Jim Sterne, Target Marketing
Instead of sifting through giant data warehouses in hopes of finding patterns, web analytics people who had been immersed in the fine art of online marketing and process optimization, will turn their attention to business process optimization. Web analytics professionals will inherit the Earth.

Get A Web Analyst - October 2006 -- Robert Blakeley - Direct Marketing Association
If you are not already looking for a Web analyst, you may be looking soon. Web analytics has been around for a while. The Web channel is at the point, however, where Marketing is beginning to realize just how important Web analytics is to their future. Find out what to look for in a Web Analyst.

DMA Quarterly Business Review - Q3 2006 - October 2006 -- Direct Marketing Association
Quarter 3's Revenue vs. SQLY (Same Quarter Last Year) Index of 61 is the thirteenth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q32 findings also indicate strength in Profitability, with each of the three segments showing indices in the high 60s or better.
Requires Web Account

Our Data is a Mess! How to Clean up Your Marketing Database - September 2006 -- Bernice Grossman & Ruth P. Stevens

Keep it Clean: Address Standardization Data Maintenance for Business Marketers - September 2006 -- Bernice Grossman & Ruth P. Stevens

Outsourcing your Marketing Database: A "Request for Information" is the First Step - September 2006 -- Bernice Grossman & Ruth P. Stevens

Increasing the Effectiveness of Contextual Advertising- Overcoming the Intrinsic Problems of Content Match Advertising - September 2006 -- Suasion Resources, Inc.

DMA Quarterly Business Review Q2 2006 - August 2006 -- Direct Marketing Association
Quarter 2's Revenue vs. SQLY (Same Quarter Last Year) Index of 66 is the twelfth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q2 findings also indicate strength in Profitability, with each of the three segments showing indices of 70 or better.
Requires Web Account

Critical Differences Between B2B and B2C Marketing - August 2006 -- Francis-Marketing
This white paper will help you understand and remember the differences that let you design and evaluate potential B2B marketing strategies.

Are you asking the right questions? Translating customer insights into loyalty-building strategies - August 2006 -- Adina W. Wasserman, Ph.D., First Marketing

DMA Quarterly Business Review Q2 2006 - August 2006 -- Direct Marketing Association
Quarter 2's Revenue vs. SQLY (Same Quarter Last Year) Index of 66 is the twelfth consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q2 findings also indicate strength in Profitability, with each of the three segments showing indices of 70 or better.
Requires Web Account

DRTV for the 21st Century - July 2006 -- BKV

Online Reputation Management - Elixir Systems - July 2006 -- Fionn Downhill and James Peggie, Elixir Systems
Online Reputation Management combines marketing and public relations with search engine marketing. This white paper by Fionn Downhill and James Peggie of Elixir Systems provides a guide to Online Reputation Management. You will learn how to protect your online brand and influence consumer perception.

DMA Quarterly Business Review - Q1 2006 - May 2006 -- Direct Marketing Association
Quarter 1's Revenue vs. SQLY (Same Quarter Last Year) Index of 59 marks the eleventh consecutive quarter of positive results, with favorable index numbers for Marketers, Agencies, and Suppliers. Q1 findings also indicate strength in Profitability, with each of the three segments showing indices in the high 60s or better.
Requires Web Account

Exporting Personal Data from Europe Through Contracts - March 2006 --
This white paper written by Charles Prescott, DMA's Vice President for International Business Development and Government Affairs addresses the subject of exporting personal information from Europe to the United States. The white paper discusses the choices companies now have among approved, standardized contracts for use in complying with the EU's requirements for exporting data. The paper describes the legal issue involved in such export, describes the contracts and their pros and cons, and includes the contract forms as annexes to the paper.

Quarterly Business Review - 2005 4th Qtr - February 2006 -- Direct Marketing Association
Q4 findings indicate strength in Revenue vs. SQLY, Profitability, and actual vs. projected revenues for each of the three segments, and point to a satisfying holiday season for Direct Marketers.
Requires Web Account

The Evolution of Rich Media Advertising: Current Market Trends, Success Metrics, and Best Practices - February 2006 -- DoubleClick Inc.
This white paper examines several key issues in rich media, including which industries are the leading adopters of rich media, how marketers are measuring audience engagement and brand impact, and what new emerging technologies, such as online video, have them most excited.

E-Mail Delivery Best Practices for Marketers and List Owners - December 2005 -- DMA and the DMA Council for Responsible E-Mail
A series of tactical recommendations for marketers on topics ranging from authentication practices to list hygiene to content development -- the many elements that combine to enable the successful delivery of e-mail marketing campaigns.
Requires Web Account

Holiday Shopping Report - December 2005 -- The Direct Marketing Association
The DMA December 5th 2005 Holiday Shopping Report revealed that aggregate catalog and Internet sales appear to be running ahead of 2004 by 12.9%. Respondents’ average (unweighted) sales via catalog and Internet combined are 7.5% higher than they were during the same period in 2004.
Requires Web Account

SEO and Blogs: Leveraging Blogs for a Successful Corporate SEO Strategy - November 2005 -- DigitalGrit
Business blogs are the latest trend in online marketing, yet many marketers aren't aware of how positively they can benefit their search efforts. In this whitepaper by DigitalGrit, you'll learn how the powerful combination of a strong linking strategy, well-written, optimized copy and smart use of RSS can offer a tremendous advantage in search engine marketing.
Requires Web Account

The DMA Quarterly Business Review - 3Q, 2005 - October 2005 -- Direct Marketing Association
Despite a slight slip from quarter 2's 65, quarter 3's Revenue Index of 61 marks the ninth consecutive quarter of positive results. Index numbers are again favorable for Marketers and Agencies, with Suppliers showing a substantial increase from 64 to 71. The Profitability Index dipped slightly compared to Q2's 69, but remains strong.
Requires Web Account

Vertical Market Trends in Direct Mail And the Impact on Production Service Providers 2005 - October 2005 -- Winterberry Group LLC
Vertical Market Trends in Direct Mail 2005 provides strategic insight into the trends and developments shaping the world of direct mail marketing. It explores both industry-wide trends affecting direct mailers in all sectors, as well as a number of developments unique to one or more vertical markets.
Requires Web Account

Color Preferences of Consumers - October 2005 -- BuzzBack Market Research and Patone
BuzzBack Market Research and Pantone partnered to develop an exclusive report on the color preferences of over 2, 500 U.S. consumers. This executive summary highlights some of the key findings from the study. The full study explores favorite and least favorite colors, colors associated with key words and phrases and colors connected with personality and lifestyle.
Requires Web Account

Breaking The Ceiling On Direct Marketing Response Through Testing Initatives - October 2005 -- G.A. Wright Marketing Inc.
Testing direct marketing is the best way to pinpoint precisely what motivates and inspires your customers to action, and what doesn’t. Without testing, marketers make assumptions based on intuition and past experience. Review the findings of more than 20 years of direct marketing testing so that you can improve the effectiveness of your direct marketing and gain an understanding of how and why you should integrate testing into all of your direct marketing programs.

The Effects of DRTV on Search Engine Marketing - September 2005 -- SendTec, Inc.
This white paper looks at the significant impact that DRTV has on Search Engine Marketing.
Requires Web Account

What Executives Need to Know for a Successful Web Project - August 2005 -- Robert Blakeley
We discuss two things critical to a successful Web site: setting business objectives and measuring whether those objectives have been achieved. In addtion, we will go over the necessary staff and skill sets for a Web project and its typical organization. A successful Web project requires an understanding of all these things at the executive level.

The DMA Quarterly Business Review - 2Q, 2005 - August 2005 -- The Direct Marketing Association
Quarter 2’s Revenue Index of 65 marks the eighth consecutive quarter of very positive results. Index numbers are again favorable for Marketers, Agencies and Suppliers as the industry continues to grow, and confirms the overall strength of this sector of the economy.
Requires Web Account

Turning Offline Customers into Online Buyers - August 2005 -- VerticalResponse, Inc
Seven-step primer on how to extend your company’s reach and expand its ROI by converting offline customers into online consumers. The white paper presents a blueprint for adapting to the changing reality of Internet retail and discusses specific techniques for luring shoppers onto the Web - and satisfying them once they’ve arrived
Requires Web Account

Executive Summary: 2004 DTC Industry Check Up - July 2005 -- Optas, Inc.
The pharmaceutical industry is seeing a rapid change in direct-to-consumer marketing. This is an executive summary of a survey on the state of DTC marketing. The survey probes the concerns of the industry participants, identifies areas of opportunity, and specifies trends in spending and marketing mix.
Requires Web Account

Authentication, Accreditation & Reputation -- For Marketers! - July 2005 -- Bigfoot Interactive and The Direct Marketing Association
Helps marketers navigate the fast-changing and often confusing landscape of AAR with practical, plain-English advice.

The Marketer's Common Sense Guide to E-Metrics - June 2005 -- Future Now, Inc.
This guide, a collaborative effort between Bryan Eisenberg of Future Now, Inc. and strategic partner, Jim Novo, former VP of Marketing and Programming at Home Shopping Network, explains how you can significantly improve your Web site conversion results.
Requires Web Account

Top 40 Online Retail Satisfaction - June 2005 -- ForeSee Results, Inc
This comprehensive customer satisfaction benchmark report, The Top 40 Online Retail Satisfaction Index, analyzes what drives site visitors’ satisfaction with the website experience and forecasts the impact of the web site visit on financial behavior in terms of future purchases online and offline, likelihood to make the next purchase of similar merchandise with the retailer, to return to the site and recommend it to others and the impact on perceptions of the retailers’ brand image. This report is only a partial summary of findings. It represents an overview of some of the key findings on e-retail in general, and looks at some representative companies that illustrate important points and areas of consideration.
Requires Web Account

Search Engine Marketing: The Right Mix - June 2005 -- DigitalGrit
In this Search Engine Marketing "intro course," you'll learn the ins and out of optimizing your web pages for Natural Listings, how to get the best return on Paid Placement Listings, why Paid Inclusion Listings should be part of your mix, and adhering to Conversion Best Practices for sales and leads. See — through real-life case studies — how Search Engine Marketing provides some of the highest returns in online marketing and why it is a strategic component of every successful marketing program.
Requires Web Account

Rich Media: At The Tipping Point - June 2005 -- eMarketer, Inc
A brand new report from eMarketer, sponsored by Advertising.com, on the rapidly growing rich media market and its impact on advertisers, publishers, and agencies. Which formats work and which don't? How can marketers gauge the success of rich media ads? This report considers the changing landscape and the opportunities for brand and direct response advertising.
Requires Web Account

Tips & Tactcs for B2B Search Success - May 2005 -- DigitalGrit
In this report on maximizing your B2B search campaigns, you'll learn how to discourage unqualified browsers – and maximize your SEM budget, surefire ways to get your target audience to click, the best tools to measure your campaign's performance, and how to select the keywords that will get you higher rankings – for less money.
Requires Web Account

The Basics of Email Marketing for Nonprofits - May 2005 -- Convio, Inc.
The cornerstone of any organization's online marketing strategy, email can be an incredibly effective way to build relationships with constituents. This guide offers best practices for growing your email address file, making sure your emails get through, and creating compelling email campaigns. Includes The CAN SPAM Act of 2003: A Checklist for Nonprofits by Senny Boone, Executive Director Direct Marketing Association Nonprofit Federation.
Requires Web Account

The DMA Quarterly Business Review - 1Q, 2005 - May 2005 --
Quarter 1, 2005 marks the seventh consecutive quarter of highly favorable results as the industry continues its pattern of growth - affirming the overall vitality of the direct and interactive marketing industry.
Requires Web Account

Marketing Service Providers: Sales Force Trends 2005 - May 2005 -- Winterberry Group LLC
This white paper explores the prevalent strategies and organizational structures now defining sales processes in the marketing services industry. Its findings are based on quantitative and qualitative reports from a panel of 18 senior sales executives at firms representing every segment of the marketing services value chain – including agency, database management, list, print, lettershop and fulfillment providers.
Requires Web Account

Survey of Direct Marketing Professionals Indicates Expenditures Trending Upward - Executive Summary - May 2005 -- Tivoli Partners, Inc
Tivoli Partners commissioned Interactive Marketing and Research to conduct a national survey among direct marketing professionals to identify key industry trends. The survey found that 69 percent of the respondents indicated that direct marketing spending has increased since 2002.
Requires Web Account

Search Marketing De-mystified: A Marketer's Ultimate How-to Handbook for Prime Positions and Conversions - April 2005 -- AIM and Search Engine Marketing Council.
AIM's search marketing compendium featuring articles and case studies on search marketing processes and best techniques and practices.
Members Only

The Decade in Online Advertising 1994-2004 - April 2005 -- DoubleClick. Inc.
Looking back at the history of Internet marketing, this report examines major changes afoot today, including the shift to a seller’s market, greater advertiser demand for accountability and greater demand from consumers for control.
Requires Web Account

Search Engine Marketing Technical White Paper - April 2005 -- AIM's Search Engine Marketing Council
With the advent of Pay-for-Position search engines, today’s marketing departments often treat search marketing as an advertisement or media-buying opportunity. This paper addresses how to achieve position in search engine lists by overcoming technical barriers to indexing. Members Only

Building the Case for CRM - April 2005 -- Customer Communications Group, Inc.
Successful CRM starts with a solid business case. Done properly, a strong CRM business case sets a plan in motion to secure adequate resources and funding needed for your entire CRM initiative, including the backbone of your CRM program — the customer database. Customer Communications Group's primer on the process and value of building a business case will put you on the right path toward your CRM vision.
Requires Web Account

Search Before the Purchase - April 2005 -- DoubleClick Inc.
This study, which tracked people's use of search engines for 12 weeks before they made an online purchase, reveals several surprises, including the prominence search plays in e-commerce, the high volume of related search activity weeks before buying, and the dominant use of generic search terms compared to merchants' brands.
Requires Web Account

Web Marketers: Learn The User Experience! - March 2005 -- Robert Blakeley -- Direct Marketing Association
The ability of the customer to use a Web site is a significant component of the customer’s experience. Marketers who learn about "usability" can triple their conversion rates.
Requires Web Account

The Art and Science of Marketing Online - March 2005 -- Avenue A | Razorfish, Inc.
Successful online marketing campaigns require both the ART of big, creative ideas and strategies and the SCIENCE of segmentation, analysis and targeting. The paper examines how, when the best of both Art and Science come together, the online channel is a cost-effective and measurable way to drive business results.
Requires Web Account

Customer Focus 2005: Retail Direct Marketing - March 2005 -- Vertis
Vertis' 2005 Retail Direct Marketing study reveals what types of retail direct mail the nation is reading, from Discount Stores to Grocery Stores; what Retail Direct Mail messages they are responding to, from Loyalty Cards to Grand Openings to an Everyday Low Price; as well as, divulge what percent of the nation is responding to retail direct mail pieces from stores they don’t typically shop.
Requires Web Account

Search Engine Users Summary of Findings - February 2005 -- Pew/Internet & American Life Project
According to a recent report from Pew/Internet & American Life Project, Internet users are extremely positive about search engines and the experiences they have when searching the Internet. But these same satisfied Internet users are generally unsophisticated about why and how they use search engines. They are also strikingly unaware of how search engines operate and how they present their results.
Requires Web Account

The DMA Quarterly Business Review - February 2005 -- The Direct Marketing Association
With the highest index number recorded since the inception of The DMA's QBR in 2002, the benchmark Revenue Index of 69 for Quarter 4 represents the sixth consecutive quarter of very positive results for our industry, attesting to the robustness of the direct and interactive marketing industry.

Customer Satisfaction, Loyalty, and Buying Behavior in the Evolving Multi-Channel Retail World - February 2005 -- ForeSee Results
ForeSee Results and FGI Research partnered to explore the impact of customer satisfaction on the multi-channel shopping experience. The survey canvassed 5 retail segments -- department stores, apparel/accessories, electronics/computers, gifts and toys/books/games. Here is a great opportunity to get inside the minds of multi-channel shoppers.
Requires Web Account

The MSR Multicultural Experience Curve - January 2005 -- Market Segment Research
The Multicultural Experience Curve is a five-year effort to benchmark corporate best practices across several sectors of the economy. This white paper focuses on six segments in staggered stages of swaying the Hispanic shoppers.
Requires Web Account

All Roads Lead to the Web - January 2005 -- SendTec, Inc
It has become critical to track all web activity that results from offline advertising in this digital world. This paper explores different methods in use today along with an in-depth discussion of how tracking offline to online accurately can have a major impact on your business.
Requires Web Account

The Insiders' View of E-Retailing 2004 - December 2004 -- ForeSee Results, Inc.
For the third year in a row, ForeSee Results and Internet Retailer teamed together to take the pulse of e-retail industry insiders-the most demanding consumers in the business. Findings include shifts in key drivers of satisfaction with the online shopping experience as the e-retailing industry matures and assessment of customer intelligence tools to measure online satisfaction and yield actionable insights.
Members Only

Direct Mail Catalogs: High-Speed Access to Online Sales - December 2004 -- United States Postal Service
Recent research proves that catalogs have never been more important. Catalogs have quantifiable benefits in all aspects of the online shopping and purchasing process. In a study conducted by comScore Networks, Inc. on behalf of the US Postal Service the overwhelming finding is that catalogs drive Internet sales.
Members Only

A Case Study In Site Registration Click-Thru - November 2004 -- Robert Blakeley -- Direct Marketing Association
Tracking click-thru helps you understand how easy it is for customers to use your Web site. Understanding that can both help them and directly affect your bottom line. A Case Study In Site Registration Click-Thru looks at the click-thru of a typical site regiatration process on The DMA's own site.

Practical Considerations: An In-House Perspective on Gift Cards, Rewards, and Rebates - November 2004 -- Anne Ward Guinan
This paper describes the laws governing gift cards, gift certificates, reward programs, rebates, and similar incentives. It gives suggestions for legal compliance when incentive programs are offered in multiple states.
Members Only

Taking On A Financial Investor In Your Business - November 2004 -- American Securities Capital Partners, LLC
This paper shares some of the findings from a study conducted by American Securities Capital Partners and describes the advantages and disadvantages to a direct marketing company of taking on a financial investor. It also provides a set of criteria to consider when choosing an investor and explains why a financial investor would be interested in a direct marketing company.
Members Only

The How To Guide to Webinars - November 2004 -- MeetingBridge
A webinar is a powerful way to reach busy decision makers with an interactive presentation at a fraction of the cost of an in-person meeting or event. This white paper provides easy to follow instructions for producing and marketing a custom branded webinar including a one page planning checklist to help you organize your activities Members Only

The DMA Quarterly Business Review - October 2004 -- The Direct Marketing Association
With The DMA's benchmark Revenue Index showing positi results for the fourth consecutive quarter, it appears that the direct and interactive marketing industry is continuing its period of sustained business growth - consistent with beginning-of-year expecations.

The DMA Quarterly Business Review - August 2004 -- The Direct Marketing Association
With the DMA's benchmark Revenue Index showing positive results for the fourth consecutive quarter, it appears that the direct and interactive marketing industry is continuing in its period of sustained business growth.

Direct Marketer Trends in Digital Printing: Techniques for Increasing Return on Investment - June 2004 --
By the year 2020, industry experts project that digital printing will overtake traditional offset methods as the industry standard for direct mail production. Marketers need not wait that long, though, as digital print is already providing a tremendous return on investment to mailers who need to keep their campaigns powerful and cost effective. This white paper, produced by Anderson Direct and Winterberry Group, explores how successful printers and direct marketers have already used digital technology to cut costs, build response -- and drive lasting results.
Requires Web Account

Vertical Market Trends in Direct Mail and the Impact on Production Service Providers - May 2004 -- FreshAddress, Inc
Direct mail production providers began to experience growth in 2003 after the lean years of 2001 and 2002. Identifying the customers, channels, products and services that are needed for profitable growth is critical to driving profits as we move to the middle of the decade. This white paper, published by Winterberry Group, provides insights into the opportunities that lie ahead for industry participants who seek to take advantage of changing technology, new marketer dynamics and company consolidation.
Requires Web Account

Survival of the Fittest - May 2004 -- Creative Good
Regardless of a company's budget or size, there are three sets of customer-focused activities that direct marketers can perform to suceed in the survival of the fittest.

The DMA Quarterly Business Review - May 2004 -- The Direct Marketing Association
As you will see when you read the report, it contains good news: our industry has just chalked up its third straight quarter of solid growth, and the outlook for the next quarter continues to be bright.
Requires Web Account

The Secret Role of the Email Addressing Book...and what it means for your email delivery - April 2004 -- Return Path
The path to email delivery gets steeper by the day for permission emailers. Even when customers opt-in to mailings – even if they are eager to receive them -- your email may be blocked if you are not recognized by the customers’ address book. This whitepaper walks you through specific steps to establish yourself in your customers’ address books, boost your email deliverability and improve your campaign ROI.
Requires Web Account

Wake-Up Call: To Fix CRM, Fix The Customer Experience Now! - April 2004 -- Fair Isaac Inc
The experiences of customers in the financial services industry rarely translate into enthusiastic advocacy of their products and services. BearingPoint partnered with the Economist Intelligence Unit to survey these institutions to determine ways to improve their customer experience, create durable loyalty and achieve greater profits. Learn about the five key approaches to fixing CRM by fixing the customer experience now!
Requires Web Account

Branding Development Guidelines - April 2004 -- Brickmill Marketing Services
It takes months of time, energy and strategic expertise to build a successful brand, and only minutes to see through an unsuccessful one. If your brand doesn't "drive" others to do something, think something or see something that you have intentionally planned, it may be an uncultivated business asset. This white paper, by Brickmill Marketing Services, provides a guideline for building a successful brand development plan.
Requires Web Account

Loyalty Trends for the 21st Century - April 2004 -- The Colloquy Group
Now considered a mature market, some pundits have accused the loyalty marketing industry of looking a bit bland and battle weary of late. However, there are some emerging trends The Colloquy Group has been tracking that make such accusations look like a bunch of naysaying bunk. This updated white paper walks you through five trends they have been keeping an eye on, and what they think these trends mean to the industry.

Developing Effective Multi-Channel Marketing Strategies - April 2004 -- Banta Corporation
This White Paper discusses methods for effective multi-channel marketing strategies to enhance customer loyalty and retention efforts, with an emphasis on incorporating customization and personalization for print and electronic channels.

An Economic Assessment of the Proposed Federal Do-Not- E-mail Registry - April 2004 -- Peter A. Johnson --Direct Marketing Association
The DMA’s white paper on the proposed National Do Not E-Mail Registry.

Best Practices: Attracting and Capturing Online Leads for the Financial Industry - April 2004 -- FinanCenter, Inc.
This report outlines how financial Web sites may attract online leads by educating and engaging each Web site visitor, building rich profiles, segmenting and qualifying customers, selling their best-fit products and services, and developing a comprehensive strategy to increase conversion rates.

The Growing Value of Legitimate Commercial E-Mail - February 2004 --
Legitimate commercial e-mail advertisements continue to grow as an important part of the U.S. economy, generating more then $32 billion in sales per years and more than $8 billion in potential savings to American consumers over the same time period.
Requires Web Account

DMA Quarterly Business Review - February 2004 -- The Direct Marketing Association
This report is based on three online surveys of DMA member companies conducted by The DMA's Strategic Information Unit from January 14, 2004 through February 1, 2004.
Requires Web Account

Database E-Mail Publishing A Case Study - January 2004 -- The Direct Marketing Association
If organizations want to compete successfully for customers’ attention, they must find a way to filter information for them. The DMA's MyDMA newsletter delivers information unique to each subscriber using Database Publishing.

E-mail Delivery Best Practices for Marketers and List Owners - December 2003 --
The Association for Interactive Marketing's (AIM) Council for Responsible E-mail (CRE) presents "E-mail Delivery Best Practices," designed to empower marketers with practical recommendations that will help ensure the delivery of legitimate commercial e-mail.

The DMA's Analysis of 'Can Spam Act of 2003' - December 2003 -- Direct Markting Association, Inc.
The DMA's analysis of the "Can Spam Act of 2003" (S. 877), which Congress sent to the President for signing on December 8, 2003. President Bush is expected to sign the measure, which would take effect on January 1, 2004.
Members Only

Consumer-Centric Marketing - November 2003 -- Fair Isaac Inc.
The White Paper addresses how leading consumer packaged goods companies are transforming the way they market using Consumer-Centric Marketing. You will learn what is Consumer-Centric Marketing, where does it fit in the continuum between "mass" marketing and "one-to-one" marketing, what is the value of Consumer-Centric Marketing, how does Consumer-Centric Marketing work and how should a company capture and maintain consumer/customer data to support it and how must a company integrate its online Consumer-Centric Marketing programs with its offline, traditional marketing channels.

How Is The 'DO NOT CALL' Registry Affecting Your Customer Base? - November 2003 -- Direct Markting Association, Inc.
A new White Paper by the DMA's Strategic Information Unit takes an in-depth look at which customers are joining the list, and which aren't. Based on original consumer survey research, "The New Economics of Telemarketing" spells out how who will (or won't) be buying from telemarketers, now that the list is in effect. It also describes how average order size will change, which product lines may gain or lose share - everything to help you navigate your way around the new "Do Not Call" landscape. And its free to members! Download your copy now.

How Email Practices Can Win or Lose Long-term Business - November 2003 -- Quris Inc.
According to a recent study authored by Quris, nearly half of consumers surveyed reported that they have stopped doing business with companies altogether as a result of poor email practices. Similarly the study finds that over 57% of consumers have made purchases as a result of email. Thus, sending "just one more email" is a double-edged sword: it may yield an additional sale, or it might drive a customer away forever. These findings are the second part of a series of white papers from Quris's View From The Inbox™ consumer research.

How Companies Can Enter and Remain in the Customer Email Inner Circle - November 2003 -- Quris Inc.
Quris's View From The Inbox™ consumer research finds that despite the rise of spam, consumers continue to read and value email from trusted companies. However, given that the growth of new Internet users has been flat for a few years, consumers on average have been online longer and become more discerning about what they are willing to read and respond to in their inbox. This emerging inner circle of trusted companies from whom people are willing to keep reading email presents a significant challenge for email marketers. This White Paper addresses how email marketers can break into and stay inside customers’ email inner circle.

The Golden Rules for Writing and Answering Requests for Proposals - November 2003 -- DMW Worldwide LLC
Tips on writing and answering Request for Proposals.

Geographics, Demographics and Psychographics: Using Enhanced Data to Really Know Your Customers - October 2003 -- Knowledge Integrity Incorporated
Data enhancement or enrichment is a process of integrating alternate information with your customer data. This online presentation discusses how the use of geographic-based, demographic and psychographic data can help you understand details about your customers' characteristics, provide insight into how to find other prospects based on customer profiles, whether new products can be sold to your current customers, and how to focus your marketing resources to maximize the effect

The Value of Utilizing Business-to-Business List Compiler Databases - October 2003 -- Experian
This white paper defines key terms and explores pertinent decision-making topics to help business-to-business marketers determine the value of using list compiler databases.

What Commercial E-Mail Contributes To The U.S. Economy - October 2003 -- Direct Marketing Association, Inc
Commercial e-mail advertisements are now an important part of the U.S. economy, generating more than $7.1 billion in sales each year and $1.5 billion in potential savings to American consumers over the same time period. This White Paper examines the impact of commercial e-mail on the U.S. economy.

Quarterly Business Review, Quarter 3, 2003 - October 2003 -- The Direct Marketing Association
Response to the Direct Marketing Association's (The DMA) Quarterly Business Review (QBR) for the third quarter of 2003 indicate that relief from the economic malaise of the last two years may have finally arrived. The DMA's benchmark Revenue Index numbers for the third quarter of 2003, in which 50 equals no change and anything above 50 indicates growth, jumped dramatically to 63 from the second quarter's performance index of 49.
Requires Web Account

ROI Challenges Influencing the Retention Versus Acquisition Debate - July 2003 -- www.lenskold.com
This paper demonstrates the differences in the profitability dynamics of retention marketing and acquisition marketing. Reports that have shown that retaining customers is more profitable than acquiring new customers are put into perspective for marketing. The paper will help guide the strategic planning and analytics around retention marketing to appropriately prioritize marketing budgets.

donorCentrics Index of National Fundraising Performance Summary Observations of January through March Q1 Performance - July 2003 -- Target Analysis Group
Target Analysis Group once again presents quarterly findings from the donorCentrics™ Index of National Fundraising Performance. This Index is designed to provide quantitative, data-driven, quarterly benchmarks of fundraising performance for key philanthropic indicators. This report compares trends for key fundraising indicators from the first calendar quarters of 2001, 2002, and 2003 for 34 large national organizations.

Tips to Build Your Email Address Database - July 2003 -- FreshAddress, Inc
This paper presents tips to build your email address database cost-effectively and increase your customer participation and response.

7 Key Steps for Personalization Success - June 2003 -- Chatham Systems Group Inc.
This paper presents the 7 critical steps to effectively prepare your company to successfully implement personalization as part of your CRM strategy. Based on extensive experience with implementing large-scale CRM initiatives, the authors cover data, technology, organizational and strategic issues that must be addressed during the planning process to avoid costly barriers to success. Each step includes a checklist to use during the planning process.

QBR First Quarter 2003 - June 2003 -- The Direct Marketing Association
Findings of DMA's Quarterly Business Review (QBR) survey for the first quarter of 2003. For the first time since the launch of The DMA’s QBR last October, the world climate displaced lingering concerns about the domestic economy as the major issue affecting member company performance. These two issues were followed by concerns surrounding consumer confidence and agency clients and budgets.
Requires Web Account

Tips to Bounce-Proof Your Email List - May 2003 -- FreshAddress, Inc.
Keeping your email lists fresh is critical to the success of your online marketing and e-commerce efforts. Here is what you can do to bounce-proof your email lists and increase your customer retention rate.

The E-Business Intelligence Strategy - May 2003 -- Knowledge Integrity Incorporated
Business Intelligence is the process of collecting data, turning that data into information, understanding that information and turning it into knowledge, then determining which pieces of knowledge are actionable to improve the business. E-Business Intelligence is that process specifically applied to the data that can be amassed via the operation of an e-commerce enhanced website, and can help turn that operation into a real business. This report focuses on the benefits of an E-Business Intelligence program; introduces the basics of web information collection, aggregation, and analysis; and discusses the resources needed to execute an E-Business Intelligence Architecture.

European Digital Download VAT Tax Papers - April 2003 -- Direct Marketing Association
DMA members are reminded that on July 1, 2003, companies from outside the European Union (EU) will have to start remitting value-added tax (VAT) to Europe on sales of digitally-delivered products to European consumers. Under the amended VAT directive, taxes in Europe are collected by the Member States, and a company from a non-EU country intending to comply will need (1) to register in a country of the company's choice and (2) to account for collections of tax on a periodic basis. The U.S. State and Commerce Departments have prepared a joint report on the requirements in the various EU countries to help you make a choice. Click here for this joint memorandum and other applicable papers regarding European Digital Download VAT Tax.

International Postal Usage Survey, 2002 - April 2003 -- Direct Marketing Association
The essential conclusions of a survey on current international postal usage patterns of companies that market across borders.

Making The Most Of Your Search - April 2003 -- Robert Blakeley
Knowing the ins and outs of the most popular search engines on the Internet can help you tame these huge databases and cut down the time it takes to find the information you need. Knowing how search works can help you to design or refine your Internet marketing strategy.

Quarterly Business Review, 2nd Quarter 2003 - April 2003 -- The Direct Marketing Association
Owning in large part to the war in Iraq, the second quarter was clearly a difficult period for many direct marketers.

The Five Essentials of Multi-channel Marketing - April 2003 -- Mailnet Services, Inc.
Multi-channel marketing can be an effective strategy even for companies with limited marketing resources.

Spam White Paper - March 2003 -- Internet Alliance
The is a high-level briefing paper about spam legislation at the state and federal level. This executive briefing is the place to begin for those who are just joining the spam debate. For those who have been in the debate for some time, this paper brings clarity to an increasingly complex topic.

A Current Calculation of Uncollected Sales Tax Arising From Internet Growth - March 2003 -- Direct Marketing Association, Inc
The Direct Marketing Association (The DMA) in conjunction with online, offline and catalog companies released a groundbreaking analysis, based on U.S. Department of Commerce data, demonstrating that previous proclamations about the amount of potential state tax losses due to online sales were, at best, wildly overstated.

United States Department of Commerce E-Stats -- E-Commerce 2001 Highlights - March 2003 -- US Census Bureau
This latest edition of E-Stats provides a snapshot of e-commerce activities for key sectors of the U.S. economy for 2001 and revises previously released data for 2000.

Contingency Planning for Catalogers During International or Domestic Crisis - March 2003 -- Direct Marketing Association
Key Issues and Alternative Responses

What Makes An Industry Leading Call Center - March 2003 -- The Ascent Group
The Ascent Group, publishers of Customer Service Quarterly, Call Center E-Journal, and Service Delivery Advantage interviewed executives and managers from a select group of companies who are consistently delivery high-quality customer service. This White Paper provides some interesting highlights from their report Call Center Strategies of Industry Leaders.

Writing E-Mail Messages That Get Results - March 2003 -- Deerfield.com
This paper articulates several best practices for selling via email.

Quarterly Business Review, 4th Quarter 2002 - February 2003 -- The Direct Marketing Association
The latest QBR reports that revenues in quarter 4 were less disappointing than they were in Quarter 3. The QBR also reports cautious optimism for 2003.

The Impact of Data Restrictions on Fundraising for Charitable & Nonprofit Institutions - January 2003 -- Direct Marketing Association
Many people mistakenly assume that only businesses use personal identifying information (PII) for marketing or commercial purposes. While consumer-oriented direct marketers are overwhelmingly the largest users of PII or “third party data,” there are other smaller, but no less important, users of these same information products like nonprofits and law enforcement agencies.

Comparing the Holiday Shopping Seasons: 2002 vs. 2001 - December 2002 -- Direct Marketing Association
Reports and analyzes some results from a series of polls conducted on behalf of The DMA to monitor the Fall 2002 holiday shopping season.

Internet Issues Facing Direct and Interactive Marketers - December 2002 -- Direct Marketing Association
The number-one issue facing the Internet, both in the recent past and in the next few years, is unsolicited e-mail.

Multi-channel Marketing: Recipe for Success - November 2002 -- Digital Connexxions
Multi-channel marketing is a growing trend that does not appear to be slowing down anytime soon. Learn how companies like yours are succeeding with multi-channel marketing campaigns. Find out what you need to get started, problems to look out for and the steps required to achieve success.

Quarterly Business Review, Fall 2002 - October 2002 -- The Direct Marketing Association
Direct Marketing A Year After 9/11. Measured by the new DMA Revenue Index, which measures performance on a scale of 0 to 100, third quarter of 2002 only reached an index level of 36. This is not good news.
Requires Web Account

A Closer Look at State Fundraising Reports: Some Suggestions for Improvement - October 2002 -- Direct Marketing Association
Several of the forty states with solicitation laws have for years produced reports on fundrais-ing results. Now, with the advent of the Internet, almost every state with a solicitation law offers the public instant access to information and reports about registered soliciting nonprofits and/or the outside professionals they retain. State-provided fundraising reporting is a growth business.

The Faces and Places of Outbound Teleservices in the United States - September 2002 -- Direct Marketing Association
A look at the people and places that would be economically harmed by a decline in telemarketing resulting from over-regulation of the industry.

Rethinking Interactive TV -- I want my Coactive TV - September 2002 -- Teleshuttle
Interactive Television (ITV) remains "just around the corner," as it has since the early 1990s. Recent expectations, were that the world was finally ready for this next stage in media evolution. But now, continuing lack of traction, is tempering those hopes once again.

How Direct Marketing Helps Economic Deregulation Grow the U.S. Economy - September 2002 -- Direct Marketing Association
Direct Marketers have played a significant role in helping the United States' economic growth rate exceed that of its principal competitors-- by about 2%, according to some measures.

Key Business and Marketing Trends Survey Analysis - June 2002 -- Patrick Marketing Group
Recently, several thousand key executives in U.S. corporations were asked to provide their opinions on key business and marketing trends. The results are presented here in summary form.

The Postal Generation Gap: First-Class Mail and The Crisis Of The USPS Business Model - June 2002 -- Direct Marketing Association
The business model of the United States Postal Service (USPS) is facing a generational crisis of historic proportions, as First-Class Mail is rapidly losing favor with young people. Americans under the age of 34 are increasingly turning to alternatives to First-Class Mail. The USPS may see its own demise, unless it is given the legal authority by Congress to devise a fundamentally new business model.

Test Of Advanced CRM Approach In India Sets New Sales Records For An Airline - June 2002 --
Indian Airlines (IA) was facing privatization and the liberalization of the airline market in India. As part of its preparation for privatization, it tested an advanced CRM approach built on a database-loading project. This article describes each step in the program and presents the various devices and communications used.

Processing of Personal Data and the Protection of Privacy in the Electronic Communications Sector - June 2002 -- Direct Marketing Association
On May 30, the European Parliament adopted a Directive that had been negotiated since 1998. Although the headlines and sound bites from both privacy advocates and direct marketing industry observers have been dire, the reality of the legal language is different, and does not merit hysteria. In short, the direct marketing industry came out of this with some new flexibility in Germany and Italy, and the on-line community avoided a severe headache.

NCOA for Email: Is Your Email Address List Clean and Up-To-Date? - May 2002 -- FreshAddress, Inc.
Shrewd marketers devote a great amount of attention to crafting their email messaging campaign. They scrutinize the subject line, fuss over the content, and carefully monitor the timing of delivery. Once the perfect message has been created, it is just as important to focus on its successful delivery to the intended recipients. Unfortunately, it is likely that your current email address list has a number of significant problems.

The Evolution of Web Analytics: From Server Measurement to Customer Relationship Optimization - May 2002 -- Keylime Software, Inc.
Web initiatives are being evaluated, measured, and managed in the same way as other major business initiatives. However, there are significant challenges to creating, identifying, and precisely measuring optimal, profitable customer and partner interactions via the Web. Optimizing customer relationships and marketing initiatives via the Web requires being able to understand and analyze online behavior.

Tax Credits Good for The Teleservices Industry - April 2002 -- Direct Marketing Association
Based upon recent research conducted by the Direct Marketing Association (DMA), teleservices agencies and firms operating call centers are likely recipients of employer-friendly federal income tax credit programs, now available.

The Viability of Using Ring Back Signals As Part of Stronger Predictive Dialer Standards - April 2002 -- Direct Marketing Association
The Federal Trade Commission's (FTC) proposed amendments to the Telemarketing Sales Rules (TSR) goes beyond just a simple amendment of the TSR. Under the most optimistic outcomes, the FTC will move to set limits on predictive dialing that will codify an upper limit on the number of dead air abandoned nuisance calls. A possible response to the proposed amendments is the use of ring back signals to help eliminate excessive dead air abandoned calls or nuisance calls.

Retail E-Commerce Sales In Fourth Quarter 2001 Were $10.0 Billion, Up 13.1 Percent From Fourth Quarter 2000 - March 2002 -- Cencus Bureau of the Department of Commerce
Total retail sales for the fourth quarter of 2001 were estimated at $860.8 billion, an increase of 5.3 percent (±0.6%) from the same period a year ago.

Competing in the Age of Electronic Time - March 2002 --
Sales and marketing need to find a new and more effective way to promote their products and services to the digital audience: calendar communication and calendar commerce provide the answer.

The Hidden Cost of Privacy: The Potential Economic Impact of 'Opt-In' Data Privacy Laws in California - January 2002 -- Direct Marketing Association
“Opt-in” restrictions on third-party data sharing would likely cost California consumers, employees, and taxpayers several billion dollars. In addition, such restrictions would cost California charities $1.57 billion in revenue lost to programs. The costs imposed by this most restrictive “opt-in” type of privacy law would take the form of higher interest rates for credit cards and mortgages, lost efficiencies in non-store retailing, and higher premiums for personal insurance policy-holders.

Update On Argentine Personal Data Protection Law - December 2001 -- The Argentine DMA (AMDIA)
The Argentine DMA (AMDIA) has conducted an intense lobbying effort with respect to both the new data protection law in Argentina, and the implementing regulations interpreting it. Their White Paper offers some comfort for direct marketers, as it finds the impact of the law on the practice of direct marketing will be bearable, and discusses many important provisions in some detail. Although the regulations are not yet final, this interim report indicates what they probably will look like.

International Sales Activity by US Catalog Companies- Online and Offline - December 2001 -- Direct Marketing Association
Charles Prescott, Vice President, International, of the DMA reviews some of the data about international sales and marketing activity of US catalogers contained in the DMA's recent State of the Catalog/Interactive Industry Report-2000 . He uncovers some interesting information on size, scope, and nature of that activity, from which governments, both here and abroad, can draw some useful lessons.

Consumers and the Mail in a Time of Anxiety - A Survey of American Opinion - December 2001 -- Protocol
From November 7th to November 9th, 2001, CLT Research, the information solutions division of Protocol Communications, Inc., conducted a national telephone survey to examine the impact of the anthrax threat to the mail on the U.S. population. The results of the research have been published in this report, which provides invaluable insight to any company, or organization that is concerned with communication via the U.S. Mail.

How to Market in Downtimes - November 2001 -- Direct Marketing Association
Given the economy, direct marketers are now reinventing themselves at an unprecedented pace. The DMA has established a new program to help facilitate direct marketers' need to reach out to their peers for ideas and new answers to new questions, the Quarterly Business Review (QBR). This paper distills the insights provided at the first Quarterly Business Review.

Secondary Anthrax Infection After Original Attack? - November 2001 -- Direct Marketing Association
The best medical evidence suggests this possibility is extremely remote. The key concept here, especially for inhalation anthrax, is "secondary aerosolization."

Direct Marketing And The Anthrax Challenge: Summary Of Observations and Responses - October 2001 -- Direct Marketing Association
A white paper indicating that direct mail member companies have experienced a negligible impact on revenue and business practices in the wake of recent mail safety concerns.

How To Get Your Web Site Ready For Microsoft's New P3P Cookie Filtering Browser - October 2001 -- Direct Marketing Association
The Platform for Privacy Preferences or the more commonly used name - P3P - is a tool developed by the World Wide Web Consortium (W3C), to address privacy concerns. Microsoft's new browser, Internet Explorer (IE 6) incorporates an implementation of the P3P privacy platform. This paper explains how Microsoft uses it in its new browser, and steps marketers need to take to become P3P compliant.

Fundamentals of Direct Marketing Success - October 2001 -- Joan Throckmorton, Inc.
This paper demonstrates the impact of research (and testing) on the practice of direct and interactive marketing from a direct marketer's point-of-view.

Ideas & Strategies for Implementing Mobile Marketing - October 2001 -- SkyGo, Inc.
The emergence of wireless marketing technologies is creating unique opportunities to generate new revenue streams through new and existing customers. Mobile marketing can benefit consumers, wireless service providers, publishers and advertisers by driving incremental revenue, enhancing consumer loyalty and providing convenience for mobile consumers.

DMA Perspective: Economic Impact of the "Attack on America" on US Direct Marketing - September 2001 -- Direct Marketing Association
The events of September 11th raise great concerns about the possible economic consequences, and legitimately so. As the economy crawls toward recession, growing at a sluggish rate of 0.2% last quarter, will the tragic events of this week be the straw that broke the camel’s back?

Don't Accept French Franc Checks After January 2002? - September 2001 -- DM World
Any company selling into Europe has to be aware that the Euro will be the only usable currency after January 1, 2002. And there are many nuances to the implementation. For example, what do you do with local currency checks? This article has been contributed by Rosanne Dronsfield, Managing Director, PacNet Services Ltd., and answers questions about the Euro, and your business, that you probably didn't even know to ask. Read and save yourself some headaches.

Corporate Privacy Officer - A Survey of DMA Member Firms - August 2001 -- Direct Marketing Association, Inc.
This paper contains the results of research to provide DMA with information that can help the Association better address the needs of individuals responsible for their company's privacy-related programs.

Eye on Cataloging - August 2001 -- Direct Marketing Association
Companies involved in the list business today face many challenges. Having information to benchmark your performance is key to your survival. "Eye On Cataloging" provides benchmarks and trends on list practices and techniques among catalogers.

Argentina Data Protection - August 2001 -- Direct Marketing Association, inc.
This Paper examines the critical concept of "consent" - how it is employed in Argentina's new Habeas Data law, the European Union's Data Protection Directive as well as other laws. This is an important concept, because small variations in interpretation can have major practical consequences for marketers. This white paper is a guide to those who will have to struggle with the concept as either practitioners or regulators.

Europe: What's Happening with the Introduction of the Euro and What are the Benefits for Marketers? - July 2001 -- Arthur Heydendael
The introduction of the Euro is a major and historic development. And it is taking place in Europe at this very moment. This is a living document that will be updated as new developments warrant it. Arthur's contact details appear at the end of this article.

Empowering your Sales Force with Information - July 2001 -- iMarketinc.
Despite the importance of sales leads, sales lead generation efforts are often poorly organized and measured, resulting in poor results and friction between sales and marketing functions. Small improvements on both the response and sales conversion rates from these programs can also have a significant impact on the efficiency of these groups.

How to Turn Around Your Stalled CRM Implementation - July 2001 -- Peppers and Rogers Group
You've secured the funding for CRM. You've hired a reputable integrator. You've bought the ultimate CRM technology. You've implemented your tools and automated your processes. And yet your company-wide CRM implementation is late, over budget and has yet to deliver on its promise. Now the CEO wants a status report. Here are six practical suggestions on how to get things moving forward again.

The eMail Marketing Report - July 2001 -- eMarketer, Inc.
eMarketer's latest report on e-mail marketing provides a comprehensive review of the trends, facts, and statistics as well as analysis on the growing practice of email marketing.

E-Commerce B2C Report - July 2001 -- eMarketer, Inc.
This comprehensive report by eMarketer examines the state of worldwide B2C e-commerce. Topics covered in the report include eCommerce B2C revenue estimates and forecasts, 2000-2004; spending patterns of users, country by country; breakdown of US online shopping by category; strategies to acquire and retain customers; impact of privacy concerns on online shopping and barriers to and drivers of B2C e-commerce.

The eCommerce: B2B Report - June 2001 -- eMarketer, Inc.
The eCommerce:B2B Report provides an analysis of global B2B e-commerce activity. Topics covered include regional breakdown of e-commerce activity, industry-by-industry analysis of e-commerce penetration, online sales and purchasing trends, and the numbers behind the leading B2B exchanges. The eCommerce:B2B Report is filled with comparative numbers from research companies worldwide, giving you a comprehensive and unbiased look at the state of the internet economy.

Interactive Television Outlook 2000 - June 2001 -- eMarketer, Inc. and The Myers Group, LLC
This report gives you revenue projections, trend analysis, industry specific data and a comprehensive overview of the Interactive Television market. ITV Outlook 2000 comprises primary research from surveys of media industry leaders and aggregated information and stats on the marketplace. It covers -- interactive program guides, video-on-demand, internet-over-TV, web-accessed TV, enhanced broadcasting, and emerging broadband technologies. The report also covers advertising and overall revenue potential.

CRM in a Down Economy - June 2001 -- Peppers and Rogers Group
Even as companies scale back their overall capital spending, informal surveys show that most firms still intend to allocate their first spending to Customer Relationship Management. Why aren't CRM efforts being cut along with other investments? The reason is that a well-executed relationship project can increase cash flow immediately. The fact is that investments in CRM represent a competitive edge in any economy.

How The Addressability Function of Interactive Television Will Impact Direct/Interactive Marketing - May 2001 -- Direct Marketing Association
This report examines the development and growth of interactive television, the trend towards consumer acceptance, and how the addressability function of interactive television will impact direct and interactive marketing industry.

Direct Marketing in 2001 and Beyond - May 2001 -- Marketswitch
This paper provides an in-depth look into Direct Marketing technologies and the different types of direct marketing solutions that are available today. It discusses the capabilities and benefits of each, and provides insight into how the solutions interrelate with one another.

Data Protection and Privacy Practice Marketing - April 2001 -- Masons Solicitors of London
Chris Pounder, a recognized expert on the UK Data Protection Act, was inspired by his attendance at the DMA's International Council Conference in May 2000 to write a guidance paper for direct marketers that specifically addresses their issues and concerns about the UK's data protection law. This is a very detailed resource that will prove invaluable for anyone doing direct marketing in the UK.

The Impact of Data Restrictions on Consumer Distance Shopping - March 2001 -- Direct Marketing Association
Distance shopping - like other forms of commerce - depends on the flow of information between consumers and retailers. It is through this use of information that makes it possible for catalog and Internet apparel retailers to offer savings and other benefits by reducing their marketing and advertising costs. That reduction in marketing costs would not be possible if the merchant were dependent only on in-house or third party data. It is only the understanding that comes from using both that makes the savings possible.

Data Mining Overvie - February 2001 -- Data Mining Technologies Inc.
With the proliferation of data warehouses, data mining tools are flooding the market. Their objective is to discover hidden gold in your data. Many traditional report and query tools and statistical analysis systems use the term "data mining" in their product descriptions. Exotic Artificial Intelligence-based systems are also being touted as new data mining tools. What is a data mining tool and what isn't?

Printing in the Age of the Web & Beyond - February 2001 -- The Electronic Document Systems Foundation
This study, sponsored by The Electronic Document Systems Foundation, examines the effect of new media on print and the role of print in the future and over the next 20 years (2020).

The eMail Marketing Report - February 2001 -- eMarketer
eMarketer's latest report on e-mail marketing provides a comprehensive review of the trends, facts, and statistics as well as analysis on the growing practice of email marketing.

Global Online Retailing - February 2001 -- Ernst & Young
This new report by Ernst & Young, presents emerging trends in online retailing including consumer attitudes and behavior as well as profiles of the online retailing environment in the U.S. and eleven other countries.

Building a Great Customer Experience to Develop Brand, Increase Loyalty and Grow Revenues - February 2001 -- Creative Good
The Web is an intimidating, foreign environment to many customers. Pages are a jungle of links, buttons, forms, blinking graphics, and baffling jargon. Accusatory error messages leap out at any time. This white paper tells the secrets to making your website a welcome place that encourages customers to stay and buy. It gives you strategies and tactics to help you build a great customer experience the key to online success. Free Good Experience newsletter: update@goodexperience.com

Health Care Privacy Alert - January 2001 -- Piper Marbury Rudnick & Wolfe LLP
On December 20, 2000, the U.S. Department of Health and Human Services (DHHS) released its final rule implementing the privacy provisions of the Health Insurance Portability and Accountability Act of 1996 (HIPAA). This Alert summarizes the key provisions of the Rule.

Evaluating Information Architecture - January 2001 -- Argus Center for Information Architecture
This white paper explores the why’s, what’s, and how’s of evaluating a web site’s information architecture.

When Competitors Consider Joint B2B Exchanges - December 2000 -- Akin, Gump, Straus, Hauer & Feld LLP
Tax, contractual, other matters must be carefully thought through. Only those B2Bs that keep abreast of the changing environment in which they operate are most likely to succeed.

Information Architecture of the Shopping Cart - November 2000 -- Argus Center for Infomration Architecture
This white paper explores the principles of design for process-oriented information architectures by illustrating the best practices in the design of e-commerce ordering systems commonly referred to as "shopping carts."

New Copyright Issues Affecting Internet Usage - October 2000 -- Akin, Gump, Straus, Hauer & Feld L.L.P.
As the Internet continues to grow, will copyright protection still be available? For all practical purposes, with respect to the thousands of Web sites that distribute pirated print, music, and videos, copyright protection is dead.

Direct Marketing, the Internet, and the Survival of Direct Mail - September 2000 -- Direct Marketing Association
The Internet is and will continue to have a more immediate and dramatic impact on development of business practices. The Internet knows no borders. And we now begin to see significantly more international direct marketing and fulfillment.

Safe Harbor And Direct Marketers: Watch Out For The Harbor Master - September 2000 -- Direct Marketing Association
Privacy principles for U.S. companies personal information in Europe to transmit to the United States.

Spam's Good Twin - May 2000 -- Internet World
E-mail marketing, personalized, targeted, and as graphically sophisticated as the customer's computer will allow, is growing increasingly welcome in the average in-box. And it's working, proponents say.

Ringing in Sales - May 2000 -- Omega Performace
How can you leverage your investment? How can you put the competitive advantage back into your call center? How can you add value to your 800 number? The solution is to get passionate about sales and service.

The e-guide 2 - April 2000 -- ClearCommerce
Merchants, both business to consumer and business to business, financial institutions,Commerce Service Providers (CSPs) or suppliers to merchants will find the e-guide 2 a valuable tool to build a well-defined e-commerce strategy.

Building Consumer Trust and Confidence in the Internet Age - April 2000 -- Internet Alliance
This paper examines essential elements of consumer trust and confidence, key elements in the Internet's continued development as a means of commerce.

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