1. Copyright © 2012 McGraw-Hill Companies, Inc., All right reversed McGraw-Hill/Irwin 14 Direct Marketing

2. Direct Marketing Defined Interactive TV The Internet Other Media Direct Mail Telemarketing Print …an interactive system of marketing which uses one or more advertising media to effect a measurable response and/or transaction at any location 14-2

3. Growth of Direct Marketing Technological Advances Catalogs Consumer Credit Cards Miscellaneous factors Changing Structure of Society Changing Structure of Markets 14-3

4. Direct Marketing Combines With… Sales Promotions Public Relations Personal Selling Advertising Support Media Direct Marketing 14-4

5. How Database Marketing Works 14-5

6. Objectives of Database Marketing Improve Selection of Market Segments Stimulate Repeat Purchases Cross-selling Other Products Customer Relationship Management Objectives 14-6

7. Developing a Database List Brokers Direct Marketing Association Direct Marketing Association Standard Rate & Data Service Standard Rate & Data Service U.S. Postal Service Experion Simmons Market Research Bureau Experion Simmons Market Research Bureau U.S. Census Bureau Sources 14-7

8. Effective Databases RFM Scoring Frequency Recency Monetary transactions 14-8

9. Direct Marketing Strategies One-Step Two-Step The medium is used directly to obtain an order Often uses toll-free phone orders and credit card payments May use one medium to obtain inquiry and qualify prospect Follow-up with a second medium to complete the sale 14-9

10. Porsche Targets Prospects Target Criteria Physicians in specialties Highest income levels Demographics of Porsche buyers Specific geographic areas Hooks Use X-ray of a Porsche 911 Carrera 4 Use medical terminology 14-10

11. Direct-Response versus Support Ads Direct- response advertising Support advertising Product/service offered Sales response solicited Supports other advertising Toll-free numbers included Reader’s Digest asks you to watch mailbox for sweepstakes entry TV spots, infomercials, home shopping shows 14-11

12. Telemarketing Big industry, but decreasing sales Used by for-profit & charitable organizations Supports one- and two-step marketing Impacted by Do Not Call lists Potential for fraud and deception Annoys consumers 14-12

13. Forms of Direct Selling Repetitive person-to-person Nonrepetitive person-to-person Party Plans 14-13

14. Direct Marketing Advantages Selective reach Segmentation Frequency potential Testing Timing Personalization Costs Measures of effectiveness 14-14

15. Direct Marketing Disadvantages Image factors Accuracy Content support Rising costs Do Not Contact lists 14-15