Archive for November, 2009

Going Green: Good Business That’s Good for the Planet

Friday, November 20th, 2009

stevefeinbergAs parents and grandparents as well as global citizens, we’re all interested in preserving the planet for future generations. But going green is also sound business. The Natural Marketing Institute estimates that the green marketplace (defined as products that are organic, natural or have an environmentally friendly benefit) is estimated to reach $420 billion by 2010.

According to Nielsen, half of Americans say they want to buy green, but don’t. It’s believed that this is a byproduct of consumer confusion about just what constitutes green and whether or not the price paid for a green product is worth it. As marketers of consumer goods, the direct response industry has an opportunity to take the lead on such matters by simply offering consumers cost-effective packaging that uses less plastic and is recyclable.

At SF Video, we are doing our part by promoting new green packaging solutions that reduce CO2 emissions, use less energy and are made from eco-friendly materials. What does all that mean? If you distribute CDs or DVDs as part of your product, now the discs themselves as well as the package they arrive in, including the insert that secures the discs, can be made of materials that are 100 percent recyclable. Marketers can take an environmentally conscious stand that will reflect well on their brand and be welcomed by all stakeholders from their customers to employees, not to mention Mother Earth.

If you need a reminder of why such stewardship is imperative, check out this video from Oprah. It profiles the Great Pacific Garbage Dump, an enormous floating pile of plastic sewage thought to be twice the state of Texas and large enough to stretch from the coast of California to Japan. According to the Huffington Post’s David Burdick, “Discarded water bottles from Iowa, takeout containers from New York City, flip-flops from California and plastic debris from the world over make their way from land into storm drains, streams, rivers and other waterways. They are carried out to sea, where they get trapped in swirling ocean currents - forming a giant, floating trash dump of an enormous proportion - no matter how you quantify it.”

While the magnitude of such ecological disasters may seem insurmountable, if business owners think of themselves as more than a drop in that ocean capable of embracing substantive change, together we can turn the tide.

Steven Feinberg is the CEO of SF Video and the current Treasurer and a member of the Board of Directors of the Electronic Retailing Association. Celebrating its 20th year, SF Video is the leader in DVD and CD replication and duplication to the direct marketing industry. Steven can be reached at 1-800-545-5865 or steven@sfvideo.com.

INTELLIGENT ROUTING: THE SOLUTION FOR DROPPED CALLS

Friday, November 6th, 2009


Now that the annual bloodbath known in direct marketing as “Red October” is over, the usual conjecture regarding why results for DRTV have not been better ensues. One of the culprits that has surfaced in a big way is dropped calls. As difficult as it is to get the consumer - to pick up the telephone and call to order, imagine a marketer’s - frustration to learn that his or her call center may have dropped as much as 70 percent of the calls! It may sound far-fetched, but this is the  sort of statistic floating around the industry based on actual campaign results.

This is why intelligent call routing can be so vital to a business - that relies on in-bound telemarketing. Intelligent routing allows you - to send calls to multiple locations and establish hard rules for how those calls are received. So, for example, if a direct marketer wants to use multiple telesales centers or even home-based agents, he or she can split the incoming calls among any number of different locations.

Further, the marketer can establish a rule whereby if a call is not answered within a set number of seconds by the first location in the cue, it is then re-routed to another location. This is truly a win for everyone involved, for nobody triumphs when a call goes unanswered–not the consumer, whose enthusiasm for a product is dampened by a bad experience, not the marketer, who loses out on the precious sale, not the ad agency struggling mightily to make an airing payout, and certainly not the telemarketer who has to face the wrath of all of the above!

Scott Richards is CEO of Dial 800, a company that specializes in marketing optimization. Among the company’s offerings is IntelliRoute, intelligent call routing that ensures direct marketers calls get to the right place the first time, every time. Richards can be reached at scott.richards@Dial800.com or 1-800-DIAL800.

ERA Spotlight Sessions: Endorsements and Testimonials - Pop Quiz!

Monday, November 2nd, 2009

The FTC has recently released new Guides on Endorsements and Testimonials. These new Guides mean new rules for all types of marketers and talent. But are you ready to comply? Take this pop quiz to see if you are prepared:

  1. Can celebrities have liability for endorsing a product that does not work?
  2. Can you ever use a disclaimer like “results not typical”?
  3. Do you need to do a study to show what the generally expected result will be for your product? If so, what kind of data do you need?
  4. Are you responsible for the claims your affiliates make? If so, what can you do to avoid liability for the actions of rogue affiliates who make claims you don’t agree with?
  5. A celebrity wears clothing with your logo as part of a contract. Is this an endorsement?
  6. What is a clear and conspicuous disclosure on a blog?
  7. When you show a testimonial, are you claiming that others will experience similar results?
  8. Can you structure your TV spots in a way that does not send consumers the message that they will experience similar results?
  9. (How) Can you comply by simply editing your existing spot?
  10. What is the FTC particularly concerned about? How can you make sure you are complying with the Guides?

Get the answers to these questions and ask your own at the ERA Spotlight Sessions: Endorsements and Testimonials. The first session is December 7 in New York City, the second session is December 14 in Long Beach, CA and the final session will be a live webinar on December 17 (free to ERA members).

Rich Cleland, an Assistant Director in the FTC’s Bureau of Consumer Protection will participate in each session. He will be joined by top legal experts in the industry to answer your questions. The two in-person sessions will be half-day events including two panels and a question and answer session with all of the panelists. These in person sessions will give you the opportunity to meet and share strategies with others experiencing similar challenges. See the details and register now. retailing.org/ERA_Spotlight_Sessions

Tomi Turner is ERA’s legislative manager.