BtoB back issues from November 2002:
Forecasting demand begins with integration.(Opinion)(efficient inventory management)
Nov 11, 2002; ... Byline: Michael J. Hennel Finance, marketing, sales and production departments often have separate forecasting methods, technologies and agendas. The blunt truth is that any business that forecasts demand in ``silos'' is just guessing. And the price of this inaccuracy is high: ...
4: VNU NV.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: Sean Callahan VNU NV today is totally unrecognizable from the company it was just five years ago. Back then it derived more than half its revenue from consumer magazines, broadcast television and other consumer-focused properties. Most of its revenue came from the ...
E-Champs: New Razorfish VP sharpens ROI tools.(E-Commerce)(Cesar Brea)(Brief Article)
Nov 11, 2002; ... Byline: MATTHEW SCHWARTZ According to Cesar Brea, now that the dust is starting to clear from the Internet craze, e-commerce companies are seeing more clearly. ``For the past two years, it was all about us and the visions of e-firms,'' said Brea, who recently was ...
3: Reuters plc.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: M. S. Reuters plc, which dates back to 1851, has always had a leg up on advertising-centric publishing companies by providing information from dozens of financial markets around the world, often in real-time. While the soft economy has led to downward pressure ...
Direct marketers look for results; Attendees at DMA conference upbeat, focused on ways to maximize budgets.(Direct & Database)(Direct Marketing Association)
Nov 11, 2002; ... Byline: CAROL KROL Marketers and exhibitors at the Direct Marketing Association's annual conference last month in San Francisco appeared re-energized and intent on uncovering pragmatic approaches to sustaining business and maximizing budgets. Those efforts, coupled ...
BtoB Q&A: Speros pushes return to basics; New ANA chief stresses creativity and investment.(News)(Association of National Advertisers chairman Jim Speros)(Interview)
Nov 11, 2002; ... Byline: KATE MADDOX Jim Speros, chief marketing officer of accounting firm Ernst & Young, is the new chairman of the Association of National Advertisers, a trade association representing more than 300 advertisers and marketers. At a time when the industry faces significant ...
9: Bloomberg L.P.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: M. S. The Bloomberg name covers all the media bases, delivering financial news and information via television, radio and the Web. Bloomberg L.P. also publishes four magazines: Bloomberg Personal Finance, Bloomberg Wealth Manager, Bloomberg Markets and On Investing, a ...
10: United Business Media.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: S. C. United Business Media isn't the company it planned to be. In 1999, it appeared to be on its way to merging with Carlton Communications plc and becoming a powerhouse in British commercial television. Regulators, however, asked that UBM divest a license that the ...
Cut to the Chase: Print.(Chasers)(Campbell-Ewald Co. ad for Yellow Transportation Inc.)(Brief Article)
Nov 11, 2002 ... Company: Yellow Transportation Inc., Overland Park, Kan. Agency: Campbell-Ewald, Warren, Mich. Market: Shipping and logistics managers Chase: Everyone wants to look like a hero in his or her boss' eye, and Yellow has come up with a clever way of making the point that you'll receive several ...
Up & Comer: TechTarget.(Top 10 Business Media Powerhouses)(Brief Article)
Nov 11, 2002; ... Byline: S. C. Ask media bankers-the people who analyze business information companies for a living-if there are any up-and-coming businesses in this industry, and they laugh ruefully. ``There are not a lot of companies pursuing interesting growth initiatives these ...
Report: Usability key to success of e-mail newsletters.(NetMarketing)
Nov 11, 2002; ... Byline: MITCH WAGNER E-mail newsletters are powerful but dangerous marketing tools, able to forge close customer ties or swiftly eliminate them, according to a recent report from the Nielsen Norman Group, an Internet usability consulting firm. Newsletters provide a ...
Methodology.(Top 10 Business Media Powerhouses)(Brief Article)
Nov 11, 2002 ... In determining the companies to be included among the Business Media Powerhouses, we first narrowed the list of potential candidates to those companies that derive more than half of their revenue from selling information-in formats ranging from controlled-circulation magazines to market ...
Goat or Gloat.(Chasers)(STMicroelectronics N.V. and National Semiconductor Corp.)(Brief Article)
Nov 11, 2002 ... Company: STMicroelectronics, Geneva, Switzerland Agency: McMurray Advertising, Phoenix Market: Design engineers, electronics buyers Quick chase: The problem with this ad is the layout. Readers will first see the headline and image of the V-shaped gaggle of geese. The eye then naturally ...
B-to-b media players search for more revenue.(News)(Folio:Show 2002; Business to business advertising)
Nov 11, 2002; ... Byline: MATTHEW SCHWARTZ If someone asked her three years ago to participate in a panel titled ``Best New Revenue Growth Ideas,'' Maryfran Johnson, VP and editor in chief of Computerworld, probably would have politely declined. ``Editorial didn't have to use to worry about ...
1: The McGraw-Hill Cos.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: Sean Callahan The McGraw-Hill Cos. crowns our list of the Top 10 business information companies because it ranks at or near the top in each of the three major categories evaluated. First, it has size-revenues totaling $4.6 billion in 2001. Second, even though ...
By Design: HP unveils new b-to-b site.(NetMarketing)(Agency.com creates web site for Hewlett-Packard Co.)(Brief Article)
Nov 11, 2002 ... Company: Hewlett-Packard Co., Palo Alto, Calif. Web site: HP.com Business to Business (secure extranet) Agency: Agency.com and in-house Launch date: Sept. 23 Design: Hewlett-Packard Co. was faced with a monumental challenge following its merger ...
Quick Hits.(Briefs)
Nov 11, 2002 ... Gates, Microsoft roll out Tablet PC Microsoft Corp. Chairman Bill Gates unveiled the Tablet PC last week at a launch event in New York, where he was joined by corporate customers and partners who have developed applications for the notebook PC. The unit runs the Windows XP ...
Guest Column - Break through clutter: Get your e-mail read.(NetMarketing)
Nov 11, 2002; ... Byline: Andy Sernovitz We all delete unwanted e-mails so fast that the keyboard shoots sparks. So how does a marketer break through the mess of spam to get the attention of a potential customer? The secret formula is in the acronym ``MEATS.'' The initials stand for: ...
Beyond The Biz.(Briefs)
Nov 11, 2002 ... In memory of one of the best and brightest On Nov. 9, a memorial gathering was held for Patricia Calderon, who was named to BtoB's 2002 list of the Best and Brightest Media Strategists. Calderon, who was 42, died on Oct. 20 after a long battle with breast cancer. She was a ...
Marketers mull performance deals; Commission Junction launches new product, discussion of pay-for-performance ads at event.(Advertising)
Nov 11, 2002; ... Byline: KATE MADDOX Pay-for-performance marketing, in which online advertisers pay a commission to Web publishing affiliates for generating online sales and leads, may be the one bright spot in an otherwise bleak online advertising market. On Oct. 21-the same day the ...
6: Dow Jones & Co.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: S. C. To illustrate its growing diversification, Dow Jones & Co., publishers of The Wall Street Journal, created a diagram of a pebble dropping into a pond for its annual report. The pebble is a business news story, which first creates a ripple at the Dow Jones ...
8: International Data Group.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: M. S. While International Data Group titles such as CIO and InfoWorld have been hammered by the downturn in ad spending by technology companies, the publisher's ace in the hole has been International Data Corp. The international research firm was founded in 1964, along ...
5: Reed Elsevier plc.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: S. C. Reed Elsevier plc has transformed itself over the last decade. ``They reinvented themselves,'' said Reed Phillips, managing partner of media investment bank DeSilva & Phillips Inc. ``They sold their consumer properties, both in the U.S. and the U.K., and focused on ...
In Direct.(Direct & Database)(Brief Article)
Nov 11, 2002 ... MRM Partners strikes gold with Echo awards The Direct Marketing Association honored 16 b-to-b campaigns with Echo awards at the group's annual conference last month in San Francisco. Four b-to-b campaigns received gold Echos. MRM Partners Worldwide, the direct division of ...
Microsite rewards anything but small.(News)
Nov 11, 2002; ... Byline: MITCH WAGNER With marketing budgets severely constrained and Internet users balking at intrusive online ad formats, marketers are turning to microsites as a cheap and powerful way of getting their messages out. Microsites are small Web sites of just a single ...
Use borrowed-interest images carefully, artfully.(Chasers)
Nov 11, 2002 ... Advertising professional services is not like advertising products. Services are intangible; there's no squeezing the Charmin. But marketers of services can still create an image in the mind's eye with adroit use of borrowed interest. We emphasize the word adroit because the ...
Companies bet big on name game; Picking new monikers expensive but worthwhile.(News)
Nov 11, 2002; ... Byline: SEAN CALLAHAN What's in a name? About $35 million if you're BearingPoint Inc., which spent that much to change its name from KPMG Consulting last month. For Deloitte Consulting, which will officially change its name to Braxton Consulting in January, the process will cost ...
Ads enlisted to attack and defend various positions.(Opinion)
Nov 11, 2002; ... Byline: Ellis Booker As political candidates from both major parties pulled out the stops last week-filling the airwaves and print media with ominous attack ads-I found myself wondering why these kinds of hard-hitting messages aren't the norm for all kinds of advertising. ...
Tips for effectively using microsites.(News)(Brief Article)
Nov 11, 2002 ... * Focus on a single message; don't overwhelm the user. * Use a simple, easy-to-remember URL. * Use to educate and collect ...
2: Thomson Corp.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: Matthew Schwartz For years, Thomson Corp. was a major newspaper publisher that also had holdings in oil wells and travel agencies. But, in the last decade, Thomson has exited those businesses to cultivate its information-based products. The company sought to ...
7: Pearson plc.(Top 10 Business Media Powerhouses)(Brief Article)(Company Profile)
Nov 11, 2002; ... Byline: Matthew Schwartz Having built the circulation of the Financial Times in the U.S. to 130,000, from an initial 38,000 in 1997, Pearson plc is betting that the ad market will eventually turn around for the daily newspaper. ``Our assumption is the ad market will ...
Cut to the Chase: Television.(Chasers)(Euro RSCG ad for United Technologies)(Brief Article)
Nov 11, 2002 ... Company: United Technologies, Hartford, Conn. Agency: Euro RSCG, London Market: Investors, corporate executives Chase: A high jumper facing an insurmountable hurdle is an idea we've seen before. Fortunately, United Technologies takes this spot beyond the cliche by putting its high flier on ...
`BtoB' on the Web, e-mail.(Opinion)(Brief Article)
Nov 11, 2002 ... BtoB encourages readers to use our Web site (www.btobonline.com) to access archives of our monthly print edition, including our Special Report lists, and our daily and weekly e-mail newsletters. BtoB's e-mail products ...
Maximizing the potential of e-newsletters.(NetMarketing)
Nov 11, 2002; ... Byline: CAROL KROL E-mail newsletters are a powerful solution to a challenge that continually vexes marketers: how to maintain meaningful communication with current and prospective customers. It's no small wonder, then, that 66% of marketers surveyed recently by ...
New Campaigns.(Advertising)(KeyCorp. and Oxbow Pet Products)(Brief Article)
Nov 11, 2002 ... KeyCorp launches 'Solution is Key' ads KeyCorp, a Cleveland-based financial services company, launched a b-to-b and consumer campaign on Sept. 27 that focuses on how the bank helps customers achieve their financial objectives. Gerbig, Snell/Weisheimer, Columbus, Ohio, created ...
Mood hopeful at Internet ad conference; Forecasts from IAB/Jupiter forum show doubling of revenue to $14 Billion by '07.(News)
Nov 11, 2002; ... Byline: KATE MADDOX For Internet advertising executives attending the IAB/Jupiter Advertising Forum in New York last month, there was both good news and bad news about the industry. The bad news: Internet ad revenue fell to $1.46 billion for the second quarter of ...
Case Study: Marsh-McBirney maintains edge with e-mail marketing.(NetMarketing)
Nov 11, 2002; ... Byline: CAROL KROL Marsh-McBirney Inc., a manufacturer of flow-measuring instruments, found a way to engage customers with e-mail newsletters. The Frederick, Md.-based company's products help municipalities and water and waste treatment facilities measure the flow in ...
Case Study: ADP automates technical support desk.(CRM Strategies)(ADP Dealer Services Inc. uses Supportsoft software for customer relationship management)
Nov 11, 2002; ... Byline: Carol Krol Jim Foote said one of the biggest mistakes a company can make is to find a technology and then try to fit it into its business. As director of technical services and division client relations at business services provider ADP Corp.'s Dealer Services unit, he ...
Martin/Williams wins Grand CEBA.(News)(Creative Excellence in Business Advertising award)(Brief Article)
Nov 11, 2002 ... The Martin/Williams Agency captured the Grand CEBA (Creative Excellence in Business Advertising) Award last month for its campaign for Steelcase. American Business Media presents the CEBA awards. The campaign, which ran in Interior Design magazine, set out to ...
Executing the basics of Return On Investment.(Opinion)
Nov 11, 2002; ... Byline: Steven E. Bork The charge today is to measure all marketing endeavors in terms of return on investment (ROI). But it's a common mistake to consider only some elements of cost. For instance, some companies delineate trade show costs as those associated with trade show ...
Briefs.(E-Commerce)
Nov 11, 2002 ... Microsoft, Siebel enter global alliance Microsoft Corp. and Siebel Systems Inc. announced they've entered a multiyear global alliance. Under the agreement, Siebel's sales, marketing and service applications will be designed for Microsoft's .Net architecture. The two companies ...
DigiMine releases segmenting tool; Analytics firm says product's easy user interface sets it apart in crowded market.(CRM Strategies)
Nov 11, 2002; ... Byline: CAROL KROL Data analytics provider digiMine earlier this month announced the addition of a new segmentation product, Customer Segment Manager, to its data analytics services. Customer Segment Manager, which is being beta-tested by several companies including Dow Jones & ...
Web delivers big results for Staples; Contract division rings up double-digit Sales growth despite sluggish economy.(E-Commerce)
Nov 11, 2002; ... Byline: RICHARD KARPINSKI For many b-to-b companies, the past year has been all about cutting costs and keeping revenues from dropping too precipitously. But the downturn hasn't stopped the momentum of the Contract Division of office supplies retailer Staples Inc., the company's ...
Major Business Publishers.(Top 10 Business Media Powerhouses)(Directory)
Nov 11, 2002 ... Company: Advanstar Communications* Location: Boston URL: www.advanstar.com Phone: (617) 267-6500 Key executive: Robert Krakoff, chairman-CEO Key properties: MAGIC trade shows, Travel Agent Company: Bloomberg L.P. Location: New York URL: www.bloomberg.com Phone: (212) 318-2000 ...
High-tech start-ups cut marketing budgets again.(News)(Column)
Nov 11, 2002; ... Byline: KATE MADDOX High-tech b-to-b start-up companies, which slashed their marketing budgets by 45% in 2001, will spend even less this year, according to a small survey by Launch Pad, a San Francisco marketing consultancy. The study found b-to-b start-ups will spend an average ...
Top 10 Business Media Powerhouses.
Nov 11, 2002; ... Byline: SEAN CALLAHAN The companies on BtoB's Top 10 Media Powerhouses list have several key attributes in common. First, they all are large. The smallest company on our list had revenues of more than $1 billion in 2001. ``There's no substitute for huge,'' said Robert Crosland, ...
Trust remains elusive marketing goal.(News)
Nov 11, 2002; ... Byline: KATE MADDOX In the wake of accounting scandals, corporate malfeasance and indictments of top executives, marketers are debating how to communicate messages of corporate trust and responsibility to investors, customers and other stakeholders. While marketing ...
Quote Unquote.(News. Trust in marketing.)(Brief Article)
Nov 11, 2002 ... "The least effective way to be seen as trustworthy is to say 'I'm trustworthy.' " Chris Atkins, director of global corporate ...
Hindsight: A b-to-b timeline; November 1938: Strip Teasing.(News)(Brief Article)
Nov 11, 2002 ... In an Industrial Marketing article titled "Strip-Teasing Industrial Advertising," Elizabeth M. O'Neill, secretary of O.S. Tyson and Co. Inc., New York, offered her thoughts on the use of attractive women in print advertisements for industrial products. "It is not our intention ...
Agenda.(Calendar/Datebook)(Calendar)
Nov 11, 2002 ... Nov. 13-14 Corporate Branding 2002 American Management Association Chicago Marriott O'Hare Hotel (800) 262-9699 www.branding2002.com Nov. 14 'BtoB' NetMarketing Breakfast Series BtoB ...
It's time to market.(2003 Marketers Resource Guide)(Column)
Nov 18, 2002; ... Byline: Bob Felsenthal Why is BtoB publishing its first ever Marketers Resource Guide? Marketers are in a tough environment today. Top management wants answers, fast turnaround and return on investment. At the same time, marketing staffs and budgets have been ...
Top 50 Interactive B-to-B Advertisers.(2003 Marketers Resource Guide)
Nov 18, 2002 ... 1 Providian Corp. $17,220,477 $9,210,102 87.0 2 Citigroup 11,485,848 3,106,949 269.7 3 Bank One Corp. 9,465,204 6,765,111 39.9 4 Orbitz 8,580,645 0 N/A 5 Headhunter.Net 8,569,139 8,735,488 -1.9 6 TMP Worldwide 7,949,217 4,628,234 71.8 ...
Top 25 Agencies.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... Agency: 360i Location: Atlanta URL: www.360i.com Phone: (404) 876-6007 Category: Interactive Key exec: David Williams, president, director of media services Employees: 20 2001 revenues: $2.2 million ...
Media 50: Top Advertising Venues.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... TOP 10 1. The Wall Street Journal Category: Newspapers URL: www.wsj.com Phone: (212) 597-5603 Circulation: 1,943,601 Ad revenue: $1.125 billion Ad rate: $209,301 1-page, 4/C Comments: The newspaper ...
Top Media Companies.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... Advanstar Communications* Location: Boston URL: www.advanstar.com Phone: (617) 267-6500 Key executive: Robert Krakoff, chairman-CEO Key properties: MAGIC trade shows, Travel Agent Bloomberg L.P. Location: New ...
CRM Vendors.(2003 Marketers Resource Guide to Customer relationship management software vendors.)(Directory)
Nov 18, 2002 ... Applix Inc. URL: www.applix.com Phone: (508) 870-0300 Product: Applix iCRM Strengths: Good analytics capabilities. Promotes low total cost of ownership to attract small businesses. eGain URL: www.egain.com ...
Content Management Vendors.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... Atomz Corp. URL: www.atomz.com Phone: (650) 244-5600 Product/service: Atomz Promote Description: ASP-based content management technology explicitly for Web sites. Requires little integration. Allows authors to inject content within results ...
Reputation Monitoring Vendors.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... APCO Worldwide URL: www.digitalvigilance.com Phone: (202) 778-2015 Product description: Digital Vigilance: Monitors Web sites, discussion boards, Web-accessible mailing lists and Usenet for discussion of clients, their products and services. ...
Webcasting Vendors.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... Yahoo! Inc. URL: http://business.broadcast.com/webcast Phone: (866) 267-7946 Product/service: WebCast Studio Professional Description: ASP service lets customers schedule, create and manage live and pre-recorded video Webcasts. Includes content ...
Usability Consultants.(2003 Marketers Resource Guide)(Directory)
Nov 18, 2002 ... Abacus Web Services URL: www.abacuswebusability.com Phone: (877) 457-1700 Product/service: Consulting Cost: Starts at $99 ClickTracks Inc. URL: www.clicktracks.com Phone: (408) 516-9771 ...
Methodology.(2003 Marketers Resource Guide)(Brief Article)
Nov 18, 2002 ... In building the top 100 B-to-B Advertisers 2001 rankings, BtoB analyzed data from New York-based Taylor Nelson Sofres' CMR, a research company that tracks ad spending across a wide range of media. CMR tracks advertising expenditure numbers from the following: 11 consumer media, ...