March/ April 2011 by Rider Dickerson

A Publication Powered by Rider Dickerson

Engaging Marketing Minds

Vol 1, Issue 2, Mar/Apr 2011

CREATING BRAND LOYALTY IN THE INUNDATION AGE

INSIDE Marketing Insights A Clearinghouse of Research on Print Media Effectiveness Print 2.0 Integrated Marketing and Voice-of-the-Customer UnMarketing: Stop Marketing. Start Engaging.

Great ideas make your business. At Rider Dickerson, we start by asking, “How can we make your idea the best it can be?” Companies of all sizes, of all needs, of all budgets, depend on us to deliver inventive marketing and printing solutions that drive business success. It’s innovation you’ll experience in our creative thinking, in our customer service and in your program results.

web www.riderdickerson.com

phone 312.427.2926

publisher’s letter

It Is About the You I

n the movie “The Social Network,” Facebook founder Mark Zuckerberg is characterized in a lessthan-flattering manner. The story goes that he stole the idea and utilized his programming prowess to develop a social network at Harvard University. The platform intrigued enough of the student body that Zuckerberg branched out to other colleges. Today, Facebook has more than 600 million users and is valued at over $50 billion. The employee list is a who’s who of hackers and software mavens. However, if you look a bit closer and think about the true success of Facebook, you will notice that the cornerstone to their success is not rooted in what they have built. Their success has less to do with computer programming and more to do with who they stand for. The old adage of two friends telling two friends is largely in play at Facebook. Friendship embodies trust, and when something cool pops up, the best endorsement comes from your peers. Interestingly enough, Facebook did not market itself to the world in hopes of getting some traction. They started at one school and let it go viral from there. So, it turns out that beneath the hoodie and hacker mystique lurks a natural marketer who understands the key to success is standing for someone rather than making something. Once you own a community, you can sell them anything. The valuation is so high because they have people’s attention. It isn’t about the technology— there are thousands of people who can program like they do. Their success is the result of owning a place in our lives. It isn’t about the who; it is about the you. An economy that is built upon pure consumerism is not sustainable. In other words, if organizations continue to define themselves by the products they create, then they are inviting a great deal of competition and substitution. The results can be commoditization and short-lived success.

On the other hand, companies that define themselves by the markets they serve will enjoy long-term prosperity. When we are defined by the community we serve, a level of understanding and intimacy is born. In turn, a high level of empathy creates amazing relationships and a real competitive advantage. Our goal is to be defined by a community of marketing minds and not the products that we produce. We believe that by researching relevant topics, we can engage with you on a different level. In addition, we want to delve into the topics that define you and your clients. Branding may get brushed off as “fluffy” or inconsequential, but building a real connection with a market and having great understanding of their ambition is critical. In the article As Long as We Both Shall Live…, we share with you the insights of some world-class marketers about the merits of having a true relationship with your market. Also, Print 2.0—Smart Print That Works Harder reminds us how print, utilized smartly, offers an amazing way to help build a community and a high level of trust. We are proud to present you with the March/April edition of printForum. We believe it is another step in defining ourselves by the markets we serve. We believe it is the who, not the what, that is important. More specifically, it is the you that really counts.

Bill Barta President & CEO Rider Dickerson

Dean Petrulakis Senior Vice President, Business Development Rider Dickerson

CONTENTS

Managing Editor

03 Publisher’s Letter

Dean Petrulakis, Senior Vice President, Business Development, Rider Dickerson

Art Direction

It Is About the You

04 Marketing Insights

Dean Petrulakis

Warmest regards,

Bill Barta, President & CEO, Rider Dickerson

Publisher

Bill Barta

05 A Clearinghouse of Research on Print Media Effectiveness

10 Print 2.0 Smart Print That Works Harder

14 Integrated Marketing and Voice-of-the-Customer 15 UnMarketing: Stop Marketing. Start Engaging.

06 As Long as We Both Shall Live... Creating Brand Loyalty in the Inundation Age

Printed on 100# Flo Dull Text, generously donated by Midland Paper.

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March 2011

cmo council fast facts

Marketing Insights »» The top online retailers sent each of their subscribers three promotional e-mails on average during the week ending Jan. 28, 2011, according to Chad White, research director at Responsys and author of the Retail Email Blog. That’s up 3 percent from a little more than 2.8 week-over-week, down 6 percent from 3.1 four weeks ago, and up 18 percent from a little more than 2.4 year-over-year.

»» In 2011, 10.8 percent of all U.S. online ad spending will go to social networks. Next year, the share of spending going toward social destinations is expected to rise to 12.1 percent.

What are you doing to acquire or grow online / interactive marketing competencies? (Select top three)

»» Almost a third (30 percent) of marketers claim that video advertising will be their single biggest investment for the year

»» Only 7 percent of the 2,300 social media marketers responding to our last study thought social media was producing ROI and, as a result, were willing to budget liberally. While 49 percent thought it was a promising tactic that will eventually produce ROI, nearly the same numbers (44 percent) are much more skeptical and unwilling to invest more.

63%

Training and developing existing staff

36%

Adding or expanding digital marketing agency support

33%

Attending conferences and shows

29%

Recruiting new talent and resources

27%

Participating in digital marketing groups

25%

Collaborating with search portals/online ad networks

18%

Utilizing online hosted services

17%

Outsourcing or offshoring digital marketing services

To what degree are competitive best practices being analyzed, tracked or adopted by your marketing team? (Select one) 1% 9%

Extensively 32%

Moderately

Somewhat

15%

Not at all 43% * CMO Council Fast Facts (from www.cmocouncil.org)

March 2011 •

printForum

print in the mix

A Clearinghouse of Research on Print Media Effectiveness B2B Attitudes Toward Channel Choices Pitney Bowes surveyed 4,000 B2B marketers—divided equally throughout the U.S., U.K., France and Germany—to uncover current B2B thinking regarding marketing channel choice and business communications in today’s complex and challenging communication environment. The survey finds: An average of 50 percent of B2B companies in the U.S. and 53 percent across the U.K., France and Germany (E.U.) report it is increasingly difficult to reach and influence customers as a result of media fragmentation.

B2B marketers recognize the enhanced effectiveness of combining traditional and digital channels—58 percent of U.S. firms and 53 percent of E.U. firms feel that concentrating solely on electronic media would seriously damage their ability to generate leads. Direct Mail ROI: Every Dollar Spent Generates $12.57 in Sales According to the Direct Marketing Association (DMA), in 2010 every dollar spent on direct marketing advertising resulted in $12.57 in direct marketing-driven sales, on average.

*Print in the Mix (from www.printinthemix.rit.edu)

Examining stand-alone and multichannel B2B marketing efforts for generating business:

»»

Direct mail comes out as the top stand-alone channel. In the U.S., 19 percent of companies feel that stand-alone direct mail generates the most business for them. In the E.U., 12 percent of companies report this.

»»

In comparison to stand-alone direct mail, 10 percent of U.S. companies favor solo e-mail campaigns (8 percent E.U.) and 7 percent rely on stand-alone search engine marketing (6 percent E.U.).

»»

In contrast, more respondents favor integrated marketing as the best approach: 30 percent of U.S. firms cited a combination of mail, e-mail and web campaigns as generating the most business for them (27 percent E.U.).

ROI: Summary of DM-Driven Sales Per $1 of DM Advertising Return by Medium 2004 2008 Direct Mail $12.33 $12.55 Direct Mail (Non-Catalog) $15.59 $15.52 Direct Mail (Catalog) $7.06 $7.28 Telephone Marketing $8.49 $8.57 Internet (Non E-Mail) $25.93 $19.88 Internet Display $25.53 $19.78 Internet Search $27.60 $21.84 Social Networking NA $12.57 Internet Other $17.59 $16.62 Commercial E-Mail $58.01 $44.93 DR Newspaper $13.26 $12.77 DR TV $7.02 $6.81 DR Magazine $10.30 $10.11 DR Radio $8.66 $8.60 Insert Media $11.76 $11.60 Other* $6.93 $7.01

2009 $12.53 $15.22 $7.32 $8.48 $19.83 $19.57 $21.85 $12.39 $16.48 $43.62 $12.46 $6.63 $10.27 $8.29 $11.45 $6.89

2010 $12.57 $15.28 $7.34 $8.42 $19.86 $19.57 $21.90 $12.45 $16.75 $42.08 $12.26 $6.62 $10.26 $8.28 $11.43 $6.91

2014 $12.61 $15.48 $7.27 $8.29 $19.77 $19.21 $21.93 $13.02 $17.03 $36.70 $11.89 $6.48 $10.06 $8.09 $11.35 $6.87

*Other includes all other trackable DM delivered media including outdoor, facsimiles, podcasting, displays, and kiosks.

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March 2011

branding loyalty

â&#x20AC;ŚI offer you my solemn vow to be your faithful partner in sickness and in health, in good times and in bad, and in joy as well as in sorrow. I promise to love you unconditionally, to support you in your goals, to honor and respect you, to laugh with you and cry with you, and to cherish you for as long as we both shall live.

March 2011 â&#x20AC;˘

printForum

Creating Brand Loyalty in the Inundation Age By Lorrie Bryan

college student picks up a lug nut off the street and creates a ring from it. That experience is the spark that ignited the artistic genius of Scott Kay and the genesis of a jewelry company bearing his name that is today the

bestselling bridal brand in America. In the world of luxury bridal engagement rings and wedding band jewelry, amidst a landscape of economic recession and declining marriage statistics, the Scott Kay brand stands strong with more than 2,000 retail partners, a number that is growing daily.

It’s not about the ring. How did Scott Kay become the industry

proposal… ‘The most intimate conversa-

leader? “We always shock new, retail jew-

tion you will ever have,’ to quote CEO Scott

elry partners, who obviously earn a living

Kay. We understand this is a life-changing

selling rings, when we speak five words: It’s

time. At Scott Kay, we understand that the

not about the ring,” says Dan Scott, CMO

engagement ring is the period at the end of

of Scott Kay. “That’s right; it’s not about

the sentence. It’s the I do—the symbol of all

the ring. You see, it’s about the wedding

that is so magical at that moment.”

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March 2011

branding loyalty

This ring I give to you as a token of my love and devotion…with these words, a band of precious metal is transformed from a pedestrian ornament to a sacred promise. Scott says that simply put, good branding is a promise as well. “Our brand touches people with an honest, memorable and emotional message, and as a result, we are the best-sold bridal brand in America. We earned that title by starting with a brand message so powerful and engaging it became a promise, an assurance: never compromise. We will never compromise when designing and crafting a ring of such utter importance. So our brand is about much more than jewelry—it has deep, life changing meaning. Find your brand meaning and you have your promise.”

derstand, consistent and appropriate promise that connects your product or service to the wants or needs of an individual. The result is like a relationship; one must know the other, have trust, respect and an attraction on some level for it to work. I often remind my department that we are not marketing to companies; we are offering a promise to each person within a company or consumer group. Get personal and your brand will experience growth.” Wells Fargo, who enjoys the distinction of having one of the largest and oldest brands in the country, opted to make it personal when they were developing the brand for their new financial securities division, Wells Fargo Advisors. “We want our messaging to focus on our client and their needs, so we decided to use the word advisors rather than investments, securities or investing services. Advisors reflects the relationship that we have with our clients and the significance of our role in helping them achieve their personal financial goals,” explains Chris Moloney, senior VP of Marketing for Wells Fargo Advisors.

“The result is like a relationship; one must know the other, have trust, respect and an attraction on some level for it to work.”

Branding is mission critical.

Unfortunately, in today’s measure-to-validate world, branding budgets have frequently – Dan Scott, CMO of Scott Kay been cut. But as Winsor explains, spending money on an effective branding program actually leads to higher profits in the long run. “Branding is the most important thing a business can do. Branding Make it personal. does two primary things that are of great value to a business. First, efDr. Robert D. Winsor, professor of Marketing at Loyola Marymount University, says that in this age of information inundation making a personal con- fective branding has the ability to provide a company with what econnection with customers is the key to developing a brand that pays long-term omists call monopoly power. This means that through branding, a proddividends. “You have to make a personal connection with customers through uct can be differentiated from its competitors in a way that essentially your brand. Your brand has to connect with people on some level: emotional, eliminates competitors from consumer comparisons. If consumers perpersonal values, or a sense of personal identity or community. People want to ceive your product or service to have many available substitutes in the purchase, and own, and publicly consume brands that mesh with their own marketplace, your price is limited to whatever those other companies values or project an identity that they feel is flattering or empowering. This charge. In other words, branding allows you to charge higher prices because you have demonstrated to consumers that you are not merely a comsense of identity or community is very potent for consumer brands.” Scott says that branding is more personal now than it has ever been modity. Thus, effective branding is a primary driver of profits because it before and for good reason. “Effective branding starts with an easy to un- gives companies pricing power in their markets.”

March 2011 •

printForum

The second benefit of branding is that it facilitates brand loyalty, and this means you don’t have to spend as much time or resources in selling and promotion efforts, because consumers already seek out your brand. “Thus, your costs are lower. Loyalty also allows you to charge higher prices, so again, effective branding directly leads to higher profits,” adds Winsor.

Romance your product or service. Ongoing branding efforts are important, because brand equity typically takes years to build, but can be destroyed very quickly, particularly in an age where news travels quickly. Winsor says it is essential to backup your branding efforts with product and service substance. “Brand image, or selling, or advertising might get you the first sale, but repeat purchases typically only come from positive customer experiences based on quality or performance. If branding efforts are great but the product is poor, the overall result will be ineffective.

“Never compromise when selecting a future family heirloom.” – Scott Kay, CEO of Scott Kay, bestselling bridal brand

No amount of branding can save a terrible product. And, conversely, if the product is great but branding efforts are poor, the overall result will also be ineffective. Many great products have failed due to poor branding efforts. So, to improve buyer perceptions regarding your brand, you have to invest in both areas simultaneously.” If you have a genuine, marketable product or service that is competitively priced, fills a void and offers truth behind a promise, Scott says you need to start romancing it. “Think of the benefits over features. Think about how your product/service is unique and, most of all, how it will affect a person’s life. If you will tell a story through your brand that touches a person (B2B or B2C) you will get them to buy into the brand promise because there is substance behind the brand.”

Find the best way to tell your stories. With a multitude of media vying for attention, the rising relevance of social media and the diminished effectiveness of traditional media, companies are frequently scrambling to find the best way to tell their story. “Traditional branding tools don’t necessarily translate well to online markets or social media,” says Moloney, who has spent the last decade working with Internet marketing. “The experience is different and the expectations are different. It’s dangerous to assume we know what works best today—what worked yesterday may not work today. A 30-second TV commercial seems intrusive when it precedes a one-minute news clip online, and might actually affect your brand adversely despite the relevance of the content. We are taking a test-and-learn approach and constantly evaluating customer responses.” In a recent first for luxury retailer Saks Fifth Avenue and Scott Kay, they launched a website with Scott Kay preceding Saks in a sub domain:

www.scottkay.saks.com. “This is a branding dream,” Scott affirms. Likely the website is one of those long-term dividends resulting from years of good branding practices. Never compromise, Scott Kay’s brand promise, has apparently become a management maxim here as well. “Keep strong on the message with unwavering consistency, and ask your buyers how you are doing along the way,” Scott suggests. “After all, you can’t brand your product by sitting in a corner office or conference room all day. Get to the people who associate with your brand—they will appreciate you asking, and you will learn how to give them more of what they want and need.” Branding still creates the kind of success that lasts. In other words, having a brand that people trust and love will result in a relationship that exists ‘til death do us part.

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March 2011

March 2011 â&#x20AC;˘

printForum

he owner of a local family restaurant decides to increase business by spending some money on advertising, and a friend suggests she should use an e-mail blast to promote

her restaurant. She considers this—she is an avid Internet user and has had a Facebook account for awhile. But she knows how much she hates getting intrusive e-mails and how few of these she ever actually reads. Everyone else probably feels as bombarded with electronic media as she does. In contrast, at the end of the day, people like herself, her target audience, might be happy to find an attractive postcard in the mail that offers a discount on dinner at a nearby restaurant. So she makes a call to her local printer—the guy who had printed her menus last year—and schedules an appointment to talk with him about ordering direct mail postcards.

By Lorrie Bryan

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March 2011

The restaurateur anticipates a short meeting to discuss how many cards and how much they will cost. Instead, her printer asks a lot of questions about her objectives and explains how they could use Internet technology and social networking along with direct mail postcards to not only increase restaurant traffic but also establish a customer data base for future use. He shows her case studies with impressive response rates. After careful consideration, she decided to go with the custom campaign her printer-turned-MSP (marketing service provider) created for her restaurant. Attractive postcards that directed users to a personalized URL (PURL) were mailed to 5,000 area families. More than 25 percent of the postcard recipients logged on to their PURL to activate a coupon offering a complimentary children’s dinner with the purchase of an adult dinner.

Users validated their information on the first screen, selected the offer they wanted to activate and answered a few questions. Next, users were given the capability to effortlessly share the offer on Facebook. As an incentive, all recipients who shared the offer with friends were automatically entered into a sweepstakes to win 10 free family dinners. After completing the process, users were able to print the offer (if they had not received the offer in the mail) and bring it into the restaurant for redemption. More than 1200 users opted to post the offer on their Facebook walls which brought in an additional 6500 users, resulting in an amazing total of 7,700 responses to the initial 5,000 postcards. The restaurateur increased business significantly—she ended up redeeming 1250 coupons—and she went from having no data base to a full data base of qualified customers in just one campaign.

“For print advertising to succeed, you need to know your target audience’s psychographics as well as their demographics. What are their values, attitudes and interests?” – Jonathan nathan Turitz, creative director at VS VSA Partners

Fortunately this restaurateur selected a progressive printer, one that has made the transition to market service provider and understands tio how tto leverage the inherent value of traditional print wit with Internet technology. The old adage says, “Work smarter, not harder.” Today’s print (we’re callin calling it Print 2.0) melds the virtues and value of tra traditional print with the intelligence and efficien ciency derived from digital technology to create smart smarter print. Here are the critical success factors for P Print 2.0:

1. Know your customer. Successful marketing with old-fashioned print ads and/or high-tech QR codes begins with a thorough uunderstanding of the person you are trying to en engage. “Know how they behave, know them inside and out,” says Jonathan Turitz, creative director direct at VSA Partners, a premier graphic design an and brand strategy consultancy. “All media is being tested in today’s world. Because be we are so inundated with information, everyone is working harder to be heard. The key is work

March 2011 •

printForum

13 to be smarter. For print advertising to succeed, you need to know your target audience’s psychographics as well as their demographics. What are their values, attitudes and interests? What are their lifestyles and their desired lifestyles?” This was an easy one for our restaurateur because she is trying to engage people with a lifestyle and values similar to hers—women who are looking for an incentive to take their families out to dinner. A free child’s dinner is a good enticement.

2. Make your message as relevant as possible.

3. Use print in tandem with other marketing channels. Many marketing experts contend that seven is the magic number of times you should reach out to a prospective customer. Dr. John Leininger, professor of Graphic Communications at Clemson University, says he tells his graphic communications students they should reach out to their clients in a variety of ways utilizing print as an integral element of a multi-channel campaign along with PURLs, QR Codes and e-mail. “By mixing the message across different media you increase the likelihood that the recipient will see the message. Many studies have shown that direct mail combined with cross-media in a multichannel campaign produces higher response rates.” In our example, the addition of the PURL provides a mechanism to access the Internet while demonstrating the power of social media. Response rates exceeded 150 percent, and the restaurant now has a full data base of information for use in future campaigns.

Our restaurateur didn’t send postcards to everyone in a 10-mile radius; she strategically targeted families in neighborhoods within a few miles of her restaurant. Using the data she collected in this campaign, she can opt to make future mailings even more personal, more relevant. The days of carpet-bombing marketing are numbered, according to Print Council Executive Director Ben Cooper. “Randomness has been replaced with relevance; volume has been replaced by targeting as a critical success factor for print. And a direct mail postcard has proven to be an effective vehicle for a relevant message.” Although Internet ads strive to be relevant, they are frequently perceived as intrusive, and many Web users tend to ignore them. Unsolicited e-mails are sent straight to the spam fi le. Conversely, if you receive an attractive postcard in your mailbox from a local restaurant offering you a free child’s meal or a free meal on your birthday, you are more receptive and inclined to take action. If the restaurant you recently visited follows up with a thank-you postcard and a discount offer on your next visit, you are more likely to make plans to return. Not only are these messages relevant, but they arrive via a time-honored, often-anticipated source in a familiar, attractive format that you can hold in your hand and read at your convenience. Since there is a proven correlation between the relevance of the message and the response rate, more and more direct mail pieces are utilizing variable data printing (VDP) technology for personalization, versioning and customization. The perpiece cost for VDP is higher,” notes Cooper. “But the higher response rates are causing marketers to think about the cost of printing differently. They stop thinking about the cost per piece and start thinking about the cost per response. Variable data – Dr. John Leininger, printing costs more per piece but each piece can professor of be significantly more relevant. Increased relevance Graphic Communications, means greater response and ultimately that leads to Clemson University a greater return on investment.”

“By mixing the message across different media you increase the likelihood that the recipient will see the message.”

4. Utilize digital tracking technology to optimize content. Not only are multi-touch campaigns more effective, they have the potential to increase efficiency and significantly reduce marketing spending by tracking responses and refining databases. Referred to as “print with intelligence built in,” PURLS and QR codes help segment prospects appropriately so that marketing strategy can be more specifically tailored and communication can be further personalized. “And it can all be automated,” Leininger says. Unlike mass mailings and generic blasts, automation programs offer tailored efficiency. Postcards and emails can be personalized and sent at designated time intervals based on predetermined parameters. Increasingly printers are taking on the role of managing this process as well and becoming innovators in database marketing and marketing automation. “Printers are more attuned than ever before to the needs and goals of their customers, and they are equipping themselves to meet those needs by becoming marketing service providers, experts in multichannel marketing and data base management with print in the mix,” affirms Cooper. “There is no static state—everything is changing and growing. Printers are continually adapting, becoming smarter, taking on the burden of understanding how to use new marketing tools in this ever changing world,” he adds. And the evolution of printers has led to the evolution of print, the emergence of Print 2.0.

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March 2011

guest feature

Integrated Marketing and Voice-of-the-Customer

By Daniel Dejan

arketing communications” was much easier in the 90s and ear- conundrum. According to a Peppers and Rogers white paper, Rely 2000s because the only choices to launch a sales and market- lationship Marketing 3.0, their 2009 survey indicated that tapping ing strategy were television, radio, out-of-door, and print in its into and implementing the voice-of-the-customer is singularly the many forms (collateral, direct mail, magazine and newspaper advertising, most profound process to consummate both relevancy and timcatalog). A few alternatives, which fell under the heading of other, were ing—two of the most imperative and vital attributes to any curnot recognized yet as conventional marketing communication, but rather rent campaign. Using print, primarily in the form of direct mail, as beta technology for the digital revolution. Making the right strategic in tandem with social networks to invite and engage customers in media decisions required lots of market research and often employed focus the forging of a sales and marketing campaign can guarantee the groups (if you could afford them) to determine which media to utilize, success of most branding, brand loyalty and customer relations to what extent, and which messages would resonate with target markets. management efforts. Measurements and return-on-investment formulas became the ground rule, and green flag, for all future endeavors. Ask the customer: Today the process is more challenging with multiple media choic• How do you like to be communicated to? es and numerous touch points that can be added to traditional chan• Which media outlets do you prefer to be contacted through? nels. An up-to-date and dynamic website has become a must, as it can • How can companies cut through the clutter? be coordinated with a direct mail and/or a print ad campaign to not • What would capture your attention? only drive traffic and the target market to the website but also to en• How often would you like to be contacted? gage them in a dialogue. Social networking such as Facebook, Linke• Which media are you most likely to use to communicate with dIn, Foursquare, and Twitter is de rigueur, but demands continuous friends, family and colleagues? monitoring, engagement, and soft-push branding with a call-to-action by the host website for the audiences to make the purchase—the marYour customers will let you know exactly what they want from keter’s ultimate objective and reward. your company; whether your sales and marketing efforts are penHow can e-mail be effectively used in a sales and/or marketing etrating and successful, how they feel about your latest product(s) or campaign? How will tablets and eReaders impact marketing communi- service(s), and if it does indeed fulfill a need or satisfy a want they cations? And how will they be used in assertive marketing campaigns? have. After all, isn’t it the prospective customer we are trying to enWill a blog increase brand awareness? What about the use of podcasting, gage and convert into an actual customer? mobile media marketing, telemarketing, viral marketing, product placeBy fulfilling the sales and marketing promise, we can establish, ment, pre-movie and DVD ads, YouTube videos, maintain and grow a loyal customer base that helps and more? Which marketing tools will help your us in the quest towards brand loyalty and growth in company achieve the ultimate goal of winning the sales. The customer may not always be right, but A renowned graphic arts battle for top-of-mind recognition and brand loythey hold valuable insights into what motivates educator, author and alty among your target customer base? them to make a purchase and become loyal. Inteconsultant, Daniel Dejan is the Confusing and challenging, isn’t it? There grating the voice-of-the-customer may be one of North American ETC print and creative manager for Sappi is an elegant and efficacious solution: ASK the most important elements of the success formula. Fine Paper/North America. the target market how they would solve the Just ask.

March 2011 •

printForum

UnMarketing

book recommendation

Stop Marketing. Start Engaging. — Author, Scott Stratten

cott Stratten has made a name for himself as an expert on social marketing and has now written a book that challenges many of the assumptions from traditional marketing. This book, “Unmarketing,” embraces the concept that sustainable business is done through relationships. In turn, relationships are built upon high levels of trust.

Stratten passionately proposes that the traditional marketing mindset aims too low on the buyer hierarchy and leads to more competition and less differentiation. He uses a digestible format to explain that we must engage and listen to clients in order to create real success. In turn, he touts social networks as offering more of a conversation than media channels. “UnMarketing” demonstrates how to target and keep the right type of clients. Stratten points out that we must stop “spraying and praying” and focus on pulling in our customers and having them stay. Subsequently, he states, “If you believe business is built on relationships, then make building relationships your business.” Clients and prospects all want to be listened to. Although Stratten believes a great deal in social marketing, he feels that all marketing tools are valid as long as they are properly used. If the aim is off, it doesn’t matter what tool is utilized. “UnMarketing” is difficult to put down and is one of the few marketing books that will make you laugh out loud. It drives home the idea of a

new mindset and a change from the traditional “Push and Pray” marketing. Specifically, Stratten focuses on his “Pull and Stay” method: marketers pull their market towards them and engage (stay). Consequently, clients naturally choose them to meet their needs.

Although Stratten believes a great deal in social marketing, he feels that all marketing tools are valid as long as they are properly used. “UnMarketing” redefines marketing as all points of engagement between a company and its customers; not just a single boxed-in activity. If you are interested in engaging customers better, building long-term relationships and discovering the potential for every interaction with a prospect, then this book is for you.

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March 2011

NEW for 2011! Featuring one of the most in-demand speakers and communications consultants in America, Ken Schmidt, former director of communications for Harley-Davidson.

â&#x20AC;&#x201C; gain knowledge, inspiration and connect with peers MARCH 24, 2011 s CHICAGO Join us at the Holiday Inn Chicago Mart Plaza as we bring together industry leaders to share their latest trends and materials in the Solutions Center. Enjoy complimentary cocktails and heavy hors d'oeuvres as you network with peers! Plus, choose from more than ten breakout sessions tailored around the growing advancements in print and communications including: > Cross Media Marketing Success in a Marketing Cluttered World > Getting People to "Like" Your Organization Through Social Media > HP SmartStream Designer (Designing for Digital & Variable Data Printing)

Visit www.printforum2011.com to learn more and register!

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