CONFERENCE PROGRAM
MONDAY, JUNE 17
KEYNOTE ADDRESS
9:15 AM – 10:00 AM
John E. Potter, Postmaster General and CEO, U.S. Postal Service
10:15 AM – 11:10 AM
CONCURRENT SESSIONS
BRAND/LOYALTY MARKETING
SEE YOUR BRAND THROUGH YOUR CUSTOMERS’ EYES
Chris Lederer, Partner, Helios Consulting Group
BUSINESS-TO-BUSINESS
E-SUCCESS: 5 EASY STEPS…1 EXCELLENT OUTCOME
Daniel S. Flack, Worldwide TeleWeb Channel Program Director, IBM Global Services
CREATIVE & PRODUCTION
HOW TO DOUBLE YOUR MAILING RESPONSE
Jeffrey Dobkin, President, The Danielle Adams Publishing Co.
CUSTOMER RELATIONSHIP MANAGEMENT
GETTING TO KNOW YOUR CUSTOMERS: GUERILLA TACTICS FOR HIGH-TECH MARKETERS
Suzanne Kushner, Director of Marketing, Mainsoft
E-COMMERCE
TURNING DATA INTO GOLD — HOW TO INCREASE YOUR ROI BY MEASURING WHAT MATTERS
Bryan Eisenberg, CIO, Future Now Inc.
Jim Novo, Owner, The Drilling Down Project Brad Powers, EVP, Marketing and Business Development, eWOMP Technologies
Brent Hieggelke, Director of Product Marketing, WebTrends Division of NetIQ
INTEGRATED MARKETING & MEDIA
DEVELOPING A SUCCESSFUL MARKETING COMMUNICATIONS CAMPAIGN
Paula Phelan, Ph.D., CEO, Nadel Phelan Inc.
SPECIAL MARKETS
MASTERING THE 50+ MATURE MARKET — THE BOOMERS ARE MAKING NEW RULES
Kurt Medina, President, Medina Associates
11:25 AM – 12:20 PM
CONCURRENT SESSIONS
CATALOGS
CUSTOMER ACQUISITION COSTS: WHAT CAN YOU AFFORD?
George R.B. Michie, Marketing Analyst, Crutchfield Corp.
CREATIVE & PRODUCTION
UNDERSTANDING THE LANGUAGE OF CREATIVE
Ignazio Puccio, Chief Strategy Officer, McCann-Erickson, North America
CREATIVE & PRODUCTION
INTERACTIVE DESIGN: NEW WAYS TO COMMUNICATE WITH YOUR CUSTOMER
Ziya Danishmend, SVP, Interactive Creative Director, Wunderman/NYC
Kenan Aktulun, SVP, Creative Director of Interactive Services, DraftDigital
CUSTOMER RELATIONSHIP MANAGEMENT
THE NEW MARKETING REALITIES: WHY 2002 IS DIFFERENT — WHAT’S NEW AND WHAT TO DO!
Don Neal, SVP, Marketing Director, Rapp Collins Worldwide
DATABASE MODELING & TECHNOLOGY
50 RULES FOR BUILDING MODELS THAT WILL ACTUALLY INCREASE PROFITS
David Shepard, President, David Shepard Associates Inc.
E-COMMERCE
WEB WORKS: SUCCESS STORIES IN ONLINE MARKETING
Susan Goodman, Chief Development Officer, Answerthink Inc.
Mark Smith, Manager, Web Marketing Communications, IBM Software Group, IBM Corp.
Norbert W. Young, Jr., President, McGraw-Hill Construction Information Group
TELEMARKETING
B-TO-B BY PHONE: HOW TO COMMUNICATE, DIFFERENTIATE, SELL!
Michael A. Brown, President, The Business Marketing Consultancy
AWARDS LUNCHEON
12:20 PM – 2:00 PM
Rudolph W. Giuliani, Former Mayor of New York City
Shelly Lazarus, Chairman and CEO, Ogilvy & Mather Worldwide
(MARKETER OF THE YEAR AWARD RECIPIENT)
2:15 PM – 3:10 PM
CONCURRENT SESSIONS
BUSINESS-TO-BUSINESS
HOW PROSPECT RELATIONSHIP MARKETING CAN DOUBLE YOUR SALES FROM B-TO-B LEADS
M.H. McIntosh, President, Mac McIntosh Inc.
Dale Sleppy, Manager, Marketing Programs, Microsoft Great Plains
Mike Wallen, President, DMG — The Lead Dogs
CREATIVE & PRODUCTION
A FOCUS GROUP OF ONE: THE ROLE OF INTUITION IN DIRECT MARKETING
Holly Pavlika, EVP, Executive Creative Director, Grey Direct Elizabeth Real, Senior Brand Planner, Grey Worldwide Bruce Lee, Senior Partner, Executive Creative Director, OgilvyOne New York
E-COMMERCE
WHY YOUR E-MAIL ISN’T WORKING
Herschell Gordon Lewis, President, Lewis Enterprises
FINANCIAL SERVICES & INSURANCE
INSURANCE DIRECT MARKETING CRISIS MANAGEMENT
Donald R. Jackson, Chairman, JCG Ltd.
INTEGRATED MARKETING & MEDIA
MARKETING ROI: MULTILEVEL MEASURES FOR MULTICHANNEL CAMPAIGNS
Jim Lenskold, President, Lenskold Marketing Group
INTEGRATED MARKETING & MEDIA
HOW TO MAKE VIDEO DIRECT MARKETING WORK FOR YOU
Josh Pine, VP, Technicolor
Stefan Schmitz, VP, Client Services, Equity Marketing
Meredith Marconi, COO, TEMPO Inc.
PRIVACY & LEGAL
HOW TO TURN PRIVACY PROTECTION INTO A COMPETITIVE ADVANTAGE
Susan E. North, VP, Client Relations, Nykamp Consulting Group
Maryfrancis Lignana, Microsoft
3:25 PM – 4:20 PM
CONCURRENT SESSIONS
BASICS OF DIRECT MARKETING
THE BASICS OF DIRECT AND INTERACTIVE MARKETING MATH
Josh Moritz, Managing Partner, Customer Growth, Blau Moritz Partnership
BRAND/LOYALTY MARKETING
DOES ONLINE ADVERTISING WORK FOR BRANDING?
Susan C. Russo, VP, Product Development and Management, DoubleClick
BUSINESS-TO-BUSINESS
SQUEEZING THE VALUE OUT OF EVERY LEAD
Mike Kozub, Chief Marketing Officer, MarketSoft
CREATIVE & PRODUCTION
31 PROVEN WAYS TO ELIMINATE PRODUCTION ERRORS, REDUCE COSTS AND SHORTEN PRODUCTION TIME
Gayl Curtiss, EVP, Assistant General Manager, The Hacker Group/FCB
CUSTOMER RELATIONSHIP MANAGEMENT
CUTTING-EDGE IDEAS TO REFRESH YOUR CUSTOMER LOYALTY AND RETENTION INITIATIVES
Sandra Gudat, President and CEO, Customer Communications Group Inc.
E-COMMERCE
MAXIMIZING YOUR E-MAIL MARKETING RETENTION EFFORTS
Regina Brady, President, Reggie Brady Marketing Solutions LLC
MANAGEMENT STRATEGIES
DRIVING THE VALUE OF YOUR DIRECT MARKETING COMPANY
Donald McKenzie, President and CEO, CC3
Michael Petsky, CEO, Petsky Prunier LLC
Ron Altbach, Chairman and CEO, Cross Media Marketing
TUESDAY, JUNE 18
KEYNOTE
9:15 AM – 10:00 AM
John H. Costello, Chief Global Marketing Officer, Yahoo!
10:15 AM – 11:10 AM
CONCURRENT SESSIONS
BASICS OF DIRECT MARKETING
THE MISSING D’S: USING DATA AND DIALOGUE TO MAKE YOUR COMMUNICATIONS CLICK
Tom Rapsas, VP, Creative Director, Frequency Marketing Inc.
BRAND/LOYALTY MARKETING
SAVVY STRATEGIES TO IMPROVE B-TO-B CUSTOMER LOYALTY
Charlie Young, SVP, Frequency Marketing Inc.
CLUBS & CONTINUITIES
NEW IDEAS TO MAXIMIZE SALES AND CUSTOMER RELATIONSHIPS WITH CONTINUITY AND AUTO-REPLENISHMENT
Shari Altman, President, Altman Dedicated Direct
David Bloodsworth, President, Captive Customer Inc.
Ron Pulga, Senior Product Manager, Guthy-Renker Corp.
CREATIVE & PRODUCTION
BREAKING NEW GROUND WITH DIRECT RESPONSE TV
Marla Hoskins, President, The Response Shop Inc.
Mitch Peyser, VP of Marketing, Time-Life Music
E-COMMERCE
THE MYTHS AND REALITIES OF SUCCESSFUL E-MAIL MARKETING
David Bancroft Avrick, President, Avrick Direct Inc.
MANAGEMENT STRATEGIES
HOW TO MAKE YOURSELF AN INDISPENSIBLE EMPLOYEE
Andrea Nierenberg, President, The Nierenberg Group Inc.
PRIVACY & LEGAL
CUSTOMER PRIVACY — YOUR BIG OPPORTUNITY
Judy Kincaid, President, JK Associates LLC
Barbara Lawler, HP Privacy Manager, Hewlett-Packard Co.
11:25 AM – 12:20 PM
CONCURRENT SESSIONS
ALTERNATE MEDIA
NO LONGER THE ALTERNATIVE MEDIA
Fred Singer, President, Fred Singer Direct Marketing Inc.
Dan Plunkett, VP, Fred Singer Direct Marketing Inc.
Al Kushner, President, Jasek Enterprises Inc.
BRAND/LOYALTY MARKETING
CUSTOMERS FOR KEEPS: 8 POWERFUL STRATEGIES TO TURN CUSTOMERS INTO FRIENDS AND KEEP THEM FOREVER
Lois Geller, President, Mason & Geller
BUSINESS-TO-BUSINESS
21 PROVEN B-TO-B LEAD GENERATION, MANAGEMENT AND FULFILLMENT TECHNIQUES
Mary Ann Kleinfelter, President, Marketing Solutions Today Ruth P. Stevens, President, eMarketing Strategy
CREATIVE & PRODUCTION
THE BUSINESS OF BEING CREATIVE
Shelley Lanman, Senior EVP, Chief Creative Officer, DraftWorldwide
Carole Weitz, EVP, Executive Creative Director, DraftWorldwide
E-COMMERCE
25 WAYS TO COLLECT MORE E-MAIL ADDRESSES FROM YOUR CUSTOMERS AND PROSPECTS
Michael Feldstein, Director, Alternate Media, Boardroom Inc.
INTEGRATED MARKETING & MEDIA
INTERACTIVE TELEVISION — IS THE FUTURE OF TV DEAD OR ALIVE?
Jack Myers, Media Economist, Jack Myers Report Carlos A. Silva, Jr., VP, TV Solutions, America Online Inc.
Melinda White, EVP, Wink Communications
RESEARCH & INTELLIGENCE
STRATEGIC MARKETING SURVEY REVEALS NEW DATA ABOUT CONSUMER DIRECT MAIL USAGE
Scott Marden, Director of Strategic Marketing, VERTIS
LUNCH AND SPEAKER
12:20 PM – 1:15 PM
Peter Sealey, Former EVP of Marketing, Coca-Cola
1:15 PM – 2:10 PM
“ASK THE EXPERTS” CONSULTATION CENTER ROUNDTABLES
ALTERNATE MEDIA
DRTV: HOW TO MAKE THE BEST DEALS ON CABLE TELEVISION
Iris Shokoff, President, Iris Shokoff Associates
BASICS OF DIRECT MARKETING
BACK TO BASICS — KNOWING THE PROCESS: IS MORE EXPENSIVE BETTER?
Mike Guntick, President, Alternative Marketing Solutions Inc.
BASICS OF DIRECT MARKETING
SWEEPSTAKES STILL WORK — EVEN IN TODAY’S TURBULENT TIMES
Marla Altberg, President, Ventura Associates Inc.
BRAND/LOYALTY MARKETING
MAGNETIZE YOUR BRAND WITH VANITY TOLLFREE NUMBERS AND INTERNET DOMAINS
Loren C. Stocker, Managing Director, Vanity International
BUSINESS-TO-BUSINESS
GENERATING AND QUALIFYING MORE LEADS
Ruth P. Stevens, President, eMarketing Strategy
CREATIVE & PRODUCTION
HARD TIMES SURVIVAL STRATEGIES FOR SMALL SHOPS AND FREELANCERS
Druanne Dillon, President, D.H. Dillon Inc.
CREATIVE & PRODUCTION
DIRECT MAIL FOR DUMMIES…NOT!
Richard Goldsmith, President, The Horah Group
CREATIVE & PRODUCTION
GO DIGITAL! MAKING SENSE OF THE NEW DIGITAL PROOFING TECHNOLOGIES IN PRINTING
Forest Wathen, Manager of Prepress, EU Services
CUSTOMER RELATIONSHIP MANAGEMENT
TAKE YOUR E-MAIL MARKETING TO THE NEXT LEVEL
Russell T. Gillam, President and CEO, Dynamics Direct Inc.
DATABASE MODELING & TECHNOLOGY
PEERING INTO THE LOOKING GLASS: WHAT TODAY’S DATA TELLS US ABOUT TOMORROW’S CONSUMERS
Sherri R. Mewha, SVP and General Manager, Equifax Direct Marketing Solutions Inc.
DATABASE MODELING & TECHNOLOGY
MANAGING ANALOG DATA IN A DIGITAL WORLD
Joseph G. Balaban, VP, Business Development, Anchor Computer
E-COMMERCE
ELECTRONIC ALTERNATIVES TO PAPER CHECK REBATES, REFUNDS AND OTHER B-TO-C CREDITS
Kirsten Lundberg, Solutran
E-COMMERCE
STRATEGIES FOR PROSPECTING AND USING E-MAIL
Tony Priore, President, MarketsOnDemand
E-COMMERCE
SEARCH ENGINE MARKETING FOR DMERS
Kevin Lee, INTERACT Multimedia Inc.
GLOBAL MARKETING
HOW TO EXPAND YOUR BUSINESS INTERNATIONALLY WITHOUT LEAVING YOUR HOME BASE
Al Goodloe, President, Direct International Inc.
GLOBAL MARKETING
DIRECT MARKETING OPPORTUNITIES AROUND THE WORLD
John Kelly, U.S. Postal Service
POSTAL ISSUES & MAILING LISTS
USPS PLANET CODE: THE ‘NEW’ WAY TO TRACK YOUR MAIL
Cameron Bellamy, President, GrayHair Software Inc.
POSTAL ISSUES & MAILING LISTS
HOW TO EXCEL AT LIST MANAGEMENT IN TOUGH TIMES
Ralph Stevens, Managing Partner, MSGI Direct Inc.
POSTAL ISSUES & MAILING LISTS
CREATE YOUR OWN POSTAL BARGAINS WITH OPTIMIZING LIST TOOLS AND PROCEDURES
Daniel J. Minnick, VP, Postal and Industry Services, Experian
PRIVACY & LEGAL
ENABLING COLLABORATIVE SELLING OVER THE INTERNET
Jay Winston, Partner, Winston & Winston PC
RESEARCH & INTELLIGENCE
BRANDING AND ANALYTICS: WHERE DO THEY INTERSECT?
Keith Goldberg, VP of Marketing, Biz 360
SPECIAL MARKETS
50+ MATURE MARKETING: THE CRITICAL ELEMENTS YOU MUST KNOW
Kurt Medina, President, Medina Associates
2:15 PM – 3:10 PM
CONCURRENT SESSIONS
BASICS OF DIRECT MARKETING
HOW TO PUT TOGETHER A DIRECT MAIL PACKAGE WHEN YOU’VE NEVER DONE ONE BEFORE
Michael McCormick, Creative Director, VP, Mason & Geller
Melanie Soper, SVP, Director of Direct Response, Merkley Newman Harty Healthworks
Dwain Jeworski, General Manager, Mason & Geller
CUSTOMER RELATIONSHIP MANAGEMENT
USING ANALYTICS TO OUTDO YOUR COMPETITION AND MAGNIFY THE IMPACT OF YOUR CRM SOLUTION
Heidi Lanford, SVP, Analytics, KnowledgeBase Marketing
DATABASE MODELING & TECHNOLOGY
WHY DATABASES FAIL: NINE DEADLY MISTAKES THAT WILL RUIN YOUR CHANCES FOR SUCCESS
Arthur Middleton Hughes, VP for Business Development, CSC Advanced Database Solutions
E-COMMERCE
HOW TO BE SURE YOUR COMPANY’S E-MAIL MESSAGE ISN’T LOST IN THE INBOX CLUTTER
Tom Detmer, President and General Manager, Experian eMarketing Services
Clint Kaiser, Chief Solutions Officer and Co-Founder, Blue Ink Solutions
Bruce H. Rogers, VP of Marketing, Forbes Inc.
Helen J. Solomon, Senior Director of Internet Marketing, Affinity Group Inc.
INTEGRATED MARKETING & MEDIA
HOW TO GENERATE DEMAND WHILE ACCELERATING YOUR BRAND
Richard Rosen, President and CEO, Rosen/Brown Direct
NONPROFIT & FUNDRAISING
CONSTITUENT RELATIONSHIP MANAGEMENT: AN INTEGRATED APPROACH TO BUILDING RELATIONSHIPS ONLINE
Vinay Bhagat, Founder and CEO, Convio Inc.
Jo Sullivan, Director of Direct Marketing, ASPCA
Molly Smith Watson, Director of Development and Direct Response, PPFA
POSTAL ISSUES & MAILING LISTS
6 STREET-SMART TRENDS DIRECT MARKETERS MUST KNOW TO WIN NEW BUSINESS AND KEEP CUSTOMERS
David Solomon, VP, U.S. Postal Service
Brian Fitzpatrick, Manager, Sales, U.S. Postal Service
Vito Fortuna, Direct Marketing Specialist, U.S. Postal Service
Charles Mancuso, Manager, Business Service Network, U.S. Postal Service
3:25 PM – 4:20 PM
CONCURRENT SESSIONS
BASICS OF DIRECT MARKETING
SALES PROMOTION: DIRECT MARKETING’S FIRST COUSIN
Andrew Cohen, President, The A Team
BUSINESS-TO-BUSINESS
HOW TO BUILD A B-TO-B MARKETING DATABASE
Bernice Grossman, President, DMRS Group Inc.
CATALOGS
CREATING A UNIQUE PERSONALITY FOR YOUR CATALOG
Laurie Goodman, Catalog Creative Consultant
CREATIVE & PRODUCTION
SWEEPSTAKES CREATIVE STRATEGIES: HOW TO TEST OUT…OR STAY IN!
Mike Jacobson, President/Creative Director, Advertising — Direct Gail Terry, Partner, Terry Direct — Direct Marketing Consultants Ronne Freedman, Ronne Freedman Direct
CUSTOMER RELATIONSHIP MANAGEMENT
CRM IS HISTORY…ARE YOU READY FOR CRO?
Deborah Pine, Principal, PreVision Marketing LLC
Bari Horton, Director of Direct Marketing, Chico’s
E-COMMERCE
OPTIMIZING YOUR IP PRESENCE TO MAXIMIZE ROI
J.G. Sandom, Founder and Vice Chairman, RappDigital
INTEGRATED MARKETING & MEDIA
HOW PERSONALIZED COMMUNICATIONS DELIVER RESULTS
Dave deBronkart, Senior Consultant, PODi
KEYNOTE
9:15 AM – 10:00 AM
Raymond O’Neal, Jr., Founder, Threshold Media Ventures Inc.
10:15 AM – 11:10 AM
CONCURRENT SESSIONS
BASICS OF DIRECT MARKETING
CUSTOMER SEGMENTATION BASICS: A STEP-BY-STEP GUIDE
Richard Deere, President, Direct StatSoft Inc.
BRAND/LOYALTY MARKETING
RELATIONAL BRANDING: STRATEGIES TO IMPROVE BUSINESS RESULTS
Zain Raj, EVP, Chief Growth Officer, Foote Cone & Belding, Chicago
BUSINESS-TO-BUSINESS
50 GREAT B-TO-B IDEAS IN 50 MINUTES
Gerald Reisberg, VP, The Dun & Bradstreet Corp.
Cyndi Greenglass, President, World Marketing Integrated Solutions Inc.
Joseph G. Balaban, VP, Business Development, Anchor Computer
Laura McGuire, CEO, Qgenisys
Neil Feinstein, Director of Creative Strategy, True North Inc.
WEDNESDAY, JUNE 19
CUSTOMER RELATIONSHIP MANAGEMENT
CRM AND DATA MINING: OBVIOUS MISTAKES REVISITED
Steve Leeds, Ph.D., President, TMI Associates
Sam Koslowsky, VP of Modeling Solutions, Harte-Hanks Analytics
CUSTOMER RELATIONSHIP MANAGEMENT
STAYING AHEAD OF THE TRENDS IN CAMPAIGN MANAGEMENT TECHNOLOGY
Lawrence Goldman, VP, Braun Consulting
E-COMMERCE
E-MAIL MARKETING IN SENSITIVE TIMES
Jay Schwedelson, Corporate VP, Worldata & WebConnect
PRIVACY & LEGAL
DMERS BEWARE: THE TOP 10 THINGS DMERS NEED TO KNOW ABOUT THE LAWS GOVERNING DIRECT MARKETING
Andrew B. Lustigman, Esq., Member, The Lustigman Firm PC
Thomas A. Cohn, Esq., Senior Asst. Regional Director, Federal Trade Commission
Marc S. Roth, Esq., Brown, Raysman, Millstein Felder & Steiner LLP
11:25 AM – 12:20 PM
CONCURRENT SESSIONS
BRAND/LOYALTY MARKETING
STOP SPENDING AGAINST YOUR CUSTOMERS AND START INVESTING IN THEM
Catherine Bartholow, President, RTC Relationship Marketing
CLUBS & CONTINUITIES
30 SURVIVAL IDEAS FOR CLUB AND CONTINUITY MARKETERS
Fred Milman, Senior Consultant, David Shepard Associates Inc.
Janet C. Wolf, SVP, Marketing Services, bookspan
Jeff Kobil, VP, MSGI Direct Marketing Services Inc.
CREATIVE & PRODUCTION
I WOULDN’T CLICK ON THAT. WOULD YOU?
Neil Feinstein, Director of Creative Strategy, True North Inc.
Rachael Heapps, Executive Creative Director, RappDigital
Richard Backer, Senior Designer, Interactive Technologies, FCB Worldwide
CREATIVE & PRODUCTION
WHAT MAKES GOOD DRTV?
Bruce Lee, Senior Partner, North American Creative
Director, OgilvyOne New York
Richard Eber, EVP, Chief Creative Officer Worldwide, MRM Partners Worldwide
Randy Belcher, Executive Creative Director, Direct Response, Doner & Co.
E-COMMERCE
DOUBLE YOUR E-MAIL LISTS FOR FREE
Andy Sernovitz, President and CEO, GasPedal Ventures Inc.
Jerry Shereshewsky, Direct Yahoo, Yahoo!
Aurelio Saiz, Senior Partner, Executive Creative Director, OgilvyInteractive
INTEGRATED MARKETING & MEDIA
IS THE SUBSCRIPTION DEAD?
Peter Blau, Chairman, Customer Growth Partnership
Irv Mayer, SVP, The Wisdom Group, Div. of ZMDF Ltd.
MANAGEMENT STRATEGIES
HOW TO WIN NEW BUSINESS — A PRIMER FOR SUCCESS
Judy Neer, EVP, Pile and Co.
Richard Roth, President, Roth Associates
1:15 PM – 2:10 PM
CONCURRENT SESSIONS
BRAND/LOYALTY MARKETING
POWER BRANDING: STRATEGY AND PROCESS FOR ACCELERATING CUSTOMER GROWTH AND MAXIMIZING CRM PERFORMANCE
Joel Book, Partner, Practicus
BUSINESS-TO-BUSINESS
BEYOND THE BASICS: THE INSIDERS’ SCOOP ON MASTERING A SUCCESSFUL E-MAIL CAMPAIGN
Jeff Moriarty, Director of Sales and Marketing, Cahners Business Lists
Denise Moser, Director of Data Product Development, Cahners Business Lists
CREATIVE & PRODUCTION
THE POSTAL SERVICE OF THE 21ST CENTURY: UTILIZING THEIR NEWEST PROGRAMS TO REDUCE MAIL COSTS
Jim Lombard, Director Business Development, Redi Mail Direct Marketing
Peter Furka, Business Mailer Support Analyst, USPS — BMS
CUSTOMER RELATIONSHIP MANAGEMENT
SERVING THE VIRTUAL CUSTOMER: WHY CRM IS FAILING AND HOW TO SAVE IT
David Cameron, VP, Data Integration, Wheelhouse
Ned Elmore, Business Systems Integration Manager, Staples
CUSTOMER RELATIONSHIP MANAGEMENT
TAILORED COMMUNICATIONS VS. PERSONALIZATION
Rob Deal, Director of Strategic Business, MicroMass
DATABASE MODELING & TECHNOLOGY
UTILIZING PROFITABILITY ANALYSIS TO OPTIMIZE MODEL EFFECTIVENESS
Ward Thomas, SVP, Analytical Development, Brann Data
E-COMMERCE
RESULTS, NOT HYPE: MAKING THE WEB DELIVER
R. Cass Baker, VP, Client Service and Development, Leapfrog Online
Steve McKenzie, SVP, Marketing, CFM Direct
2:25 PM – 3:20 PM
CONCURRENT SESSIONS
BUSINESS-TO-BUSINESS
USING WEB LOGS TO ENHANCE B-TO-B DATABASE MARKETING
Dennis Duffy, Managing Partner, Loyalty Rules Inc.
E-COMMERCE
ANATOMY OF AN EFFECTIVE E-MAIL MARKETING CAMPAIGN
Tricia Robinson, VP, Marketing Communications, Socketware
E-COMMERCE
BROADBAND INTERNET AND STREAMING VIDEO: NEW OPPORTUNITIES FOR MARKETERS
Richard Banse, Senior Staff Engineer, Lockheed Martin Global Telecommunications
INTEGRATED MARKETING & MEDIA
EXPLODING THE MEDIA MYTH: CREATING THE RIGHT CHOICES FOR YOUR BRAND
Kirk Cheyfitz, Worldwide Managing Director, The Publishing Agency
MANAGEMENT STRATEGIES
LISTENING TO CUSTOMERS — WHY COMPANIES FAIL
Jerry McLaughlin, CEO, Truis Corp.
Jim Dickie, Managing Partner, Insight Technology Group
RESEARCH & INTELLIGENCE
ADVANCED MARKET TESTING: HOW TO TEST DOZENS OF VARIABLES ALL AT ONCE
Gordon H. Bell, Principal, Montlake Marketing
SPECIAL MARKETS
DIRECT MARKETING TO HISPANICS
Noah Tratt, Founder, Insight USA LLC
Leon Potasinski, SVP, Director of Marketing Services, La Agencia de Orci & Asociados
Peter Tardif, Director of Hispanic Marketing, Time-Life Inc.
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