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E-mail marketers find that old DM practices help lift response Astrology.Net wanted to entice people to sign up for its daily horoscopes via e-mail. Between Astrology.net and its online agency [...]

Telcos scramble to keep and gain customers Mr. Watson, come here, I want you. It all started out so innocently: a small cry for assistance, a gentle plea for help. [...]

Has Jan Brandt been too successful at marketing AOL? It's a short drive from Washington Dulles International Airport to America Online's new headquarters in Dulles, VA. The taxi turns off [...]

National Tape Library aids in fight against telemarketing fraud The voice on the tape is more weary than wary. The elderly woman in Phoenix is explaining to her phone caller [...]

It looks like more of the same, only more so. That's this year's prognosis for proposed legislation and regulation on privacy issues of concern to direct marketers. Experts say that [...]

'I didn't have to wonder what my mission was in life - my mandate was to turn this into a profitable business,' says Susan M. Rohr Dingwall, sitting in her [...]

When it comes to segmenting customers, e-marketers are (mostly) all talk You've heard this before. The promise of the Internet for marketers is that eventually they will be able to [...]

Instead of learning mostly from their bosses, young DMers can get their training by going to graduate school Michael Cohen is manager of direct marketing operations for Showtime Networks Inc. [...]

Beyond banners, what tactics lure people to e-commerce sites? Ed Mufson's company is the '90s version of the fabled DM kitchen table start-up. A year ago, Mufson, who's been in [...]

At the dawn of the World Wide Web, it was assumed that, in the new medium, publications would flourish and content would be king. Remember that? But people just don't [...]

NewSub Services rethinks magazine subscriptions Magazine circulators are in a funk. They face the dual disaster of declining newsstand sales (a 38% drop in the last decade alone) and falling [...]

State lotteries discover the mailbox Between November 1992 and January 1993 the Ohio Lottery sent over 247,000 non-lottery-playing households its first targeted mailing - a personalized pop-up with a barcoded [...]

A few years ago, Tom Bozlinski realized he had a problem on his hands. His company, cataloger Fingerhut Corp., extends credit to customers on big-ticket items like computers and large-screen [...]

It's not final. President Clinton has a task force looking at it. Congress is examining it and will eventually have to vote on it. It will be pulled, poked, changed [...]

When Tom Foster died of cancer at the age of 66 last July, it could have spelled trouble for Foster & Gallagher, the catalog company he founded 45 years earlier. [...]

When Dennis P. Callahan took over as head of Crowley Milner & Co. in November 1992, he had a few distractions. With annual sales hovering just above $100 million, Crowley's [...]

MUTUAL FUNDS! Mutual funds! Mutual funds! They're all you seem to hear about these days. The market's a bull, and everyone wants in. Pooling money with other investors seems to [...]

When your car breaks down, who ya gonna call? For millions of Americans, the answer is the American Automobile Association. AAA enjoys high brand recognition and phenomenal member loyalty. Yet, [...]

Some agency owners are moving past simply using their last names for their firms and are finding out that unusual agency names can create big buzz for a business. Thom [...]

Never heard of an IOLTA? You're not alone, but your bank may be missing a source of steady deposits along with an opportunity to build relationships with attorneys and law [...]

It's a classic question in customer relationship management: Who owns the customer? For retail banks, ownership means putting primary responsibility for the customer relationship with a business, branch, segment - [...]

By targeting bloggers and setting up corporate sites, PR experts are gaining a more positive approach to the viral marketing power of weblogs. Thom Weidlich reports. When weblogs dawned a [...]

Who says there are no second chances in America? Just when everyone thought online grocery shopping was as dead as...well, Webvan, a number of businesses are quietly making a go [...]

WD Music Products Inc., which sells guitar parts, has seen its direct to consumer sales go from 1% to 26%. A rental agent for vacation homes in Sanibel Island, FL [...]

ALTAVISTA AltaVista Co., Palo Alto, CA www.altavista.com Search engine with its own crawler and directory content from LookSmart. PAID INCLUSION Express Inclusion (under 500 URLs): $39 for first URL, $29 [...]

With paid placement (and paid inclusion using cost-per-click), return on investment is figured in the standard way: profit divided by the cost of the ad spend. But ROI can be [...]

Just as Enron, Global Crossing, Adelphia, and other financial scandals open up a bonanza of pedagogical possibilities for accounting professors, these incidents are forcing teachers of IR to rethink their [...]

Recent corporate accounting scandals and the down economy are affecting the way companies approach their annual reports. This comes at a time when the annual report is becoming ever more [...]

DMA research concentrates on benchmarks As part of a continuing initiative to improve the research it provides to members, the Direct Marketing Association is increasing its focus on industry benchmarks. [...]

New department helps association focus on industry segments To put more emphasis on industry segments--catalogs, telemarketing, nonprofit, business-to-business and the like--the Direct Marketing Association has created a new department: segments [...]

The communications department talks to members While the Direct Marketing Association still sends oceans of general information to its 5,000 member companies, it is increasingly segmenting its audience according to [...]

A little forethought can help you get more out of your conference experience Industry conferences serve several important purposes--learning, networking, exhibiting and, hey, having fun--but some people get mote out [...]

Advertisers have tried to shoehorn TV commercials onto the Internet, with varying degrees of success, almost since the inception of the online medium, and some of the most realistic spots […]

Geerlings & Wade sharpens its focus on online customers THE BUSINESS OF SELLING WINE over the Internet has been hit by the economic downturn just like other online endeavors. Geerlings [...]

The New York Times stays dose to readers with e-mail as with most publishing outfits, 2001 has been a brutal year for New York Times Digital (NYTD). The online division [...]

News media sites cope with plunging market iT HASN'T BEEN an easy time for news media sites. The main revenue stream for such businesses is advertising. In addition to the [...]

Electronics direct marketer Crutchfield massages customers with e-mail messages Crutchfield Corp. sells electronics for house and car, including home-theater systems and car stereos. It also specializes in video and photography [...]

With CRM basics in place, e-mail can be a tsunami of a marketing tool Behold the humble e-mail. What started as a medium for academics to 'talk' to each other [...]

New Napa-based e-tailer excels with e-mail NapaStyle Inc. is a new company fronted by Napa Valley celebrity chef Michael Chiarello. In its structure, NapaStyle is similar to Martha Stewart's sprawling [...]

Hershey Direct e-mails its gift-givers to entice more sales Hershey Direct, with $15 million in sales last year from both catalog and online, is a small part of its $4-billion-in-sales [...]

Economic downturn leads companies to prioritize their CRM initiatives aRE COMPANIES PULLING BACK ON THEIR customer relationship management initiatives because of the dour economy? The basic answer seems to be [...]

Chocolate truffle maker uses multichannel recipe OWO FORMER EMI'LOYEES of the Direct Marketing Association have launched a business in Queens, New York, to fill the world with delicious chocolate truffles. [...]

Market pressures push online restructuring WITH THE IMPLOSION of the Internet market, many companies that created separate entities for their online businesses are folding those divisions back into the main [...]

Online marketers stay in constant contact with customers through auto-reorder programs nOTHING KEEPS CUSTOMERS loyal like continuing to send them items long after they've ordered. Auto-replenishment programs, which allow shoppers [...]