Easy as 1, 2, 3
MEASUREMENT is a hot topic for marketers today. Everyone is under pressure to demonstrate results, deliver value to their firms and justify budgets. Fortunately,...
Penton Media Explores Strategic Alternatives
Penton Media Inc., a business-to-business media firm, has retained Credit Suisse Scrutities LLC to assist it in exploring strategic alternatives, including a possible sale....
World Marketing Names Jeff Thies VP of Marketing
World Marketing Inc., a direct marketing services firm, has hired Jeff Thies to serve as vice president of marketing. Thies will report to Mac Rogers, the Dallas-based firm's president and CEO....
AIG's Homegrown Solution
WHAT HIGH-PRICED system did American International Group buy in 1998 when it needed a way to shovel leads to commercial insurance brokers in the United...
ATTENTION, PLEASE
DIRECT TALKED recently with Rob Norman about the current state of direct marketing media buying. Norman is director, interaction at Group M Worldwide...
Reaching Out
WHAT ARE THE most effective ways to reach business buyers? You know the arguments: Some marketers swear direct mail is still best because targeted lists...
Web Gains Importance as B-to-B Channel: Survey
B-to-B customers are turning to the Web in growing numbers to find distributors for the materials they need, according to a survey of engineers, technical buyers and scientific professionals conducted by vertical search engine GlobalSpec....
Lowering Sales Pressure
Medical instrument manufacturer Medwave is hoping a new Web-based tool will boost sales by at least 10% and lower the cost of its prospecting visits,...
FEEDING THE BEAST
Salespeople need leads to make them more productive, and tried-and-true techniques of targeting, media selection, offer development, message platforms, response management and campaign analysis can help them out....
Two-Way Effort for Four-Way Trucks
Atlet Inc., a distributor of material-handling equipment such as forklifts, has begun an e-mail and postcard effort to promote two product lines. The...
InfoUSA to Create UK Small Businesses Database
InfoUSA will begin compiling data on small businesses in the United Kingdom during 2006. The file will contain information from a variety of publicly available sources, including printed directories....
B-to-B Marketers Lack Permission Practices: Study
[Magilla Marketing] An eye-popping 39% of business-to-business marketers have no formal permission practices in place for collecting e-mail addresses, according to a study conducted recently by Magilla Marketing’s parent publications, Direct and Multichannel Merchant....
From E-mail to Snail Mail
TruckersB2B, having found that direct mail is the best way to communicate with its members, plans to almost double the amount it sends this year. Why?...
HANDLE WITH CARE
DATA WHERE TO GET it and how to maintain it was the topic of Direct's 2006 business-to-business roundtable. With the help of our columnist Ruth P. Stevens,...
The B-to-B Lead Drain
WHAT COMES TO MIND when you hear the term account qualification? You may think of qualified leads, or some way of weeding through potential customers...
