This presentation will cover how Print Service Providers, Marketing Service Providers, and agencies can adapt to the changing print market by leveraging new innovative strategies, as well as other technologies to improve the direct mail program results for your customers.
Marketing automation technology allows marketing service providers to build and launch campaigns with multiple outbound elements. With MindFire Studio, you can use direct mail, email, social, and web to create a campaign that will reach your target audience at multiple touch points.
MindFire Studio is one of the only marketing automation solutions that integrates direct mail as a key outbound element. By partnering with HP, we have made it easy for marketing service providers to schedule and deliver their personalized direct mail pieces. During this presentation, Smith Printing and Cober Printing will share case studies that show how using direct mail with the power of MindFire Studio has helped grow their revenue.
How to utilize calculated properties in your HubSpot setups
Innovative Direct Mail Strategies for New Revenue Growth in 2015
1.
2. Innova&ve
Direct
Mail
Strategies
for
New
Revenue
Growth
in
2015
MindFireInc
Thursday,
March
5,
2015
11:15
am
-‐
12:15
pm
Loca7on:
Maryland
C
3. Presenters
for
todays
session
Joseph
Manos,
EVP,
MindFireInc
Cece
Smith,
President,
Smith
Print
&
Toolbox
Studio
Erwin
Driever,
VP
Technology,
Cober
4. Presenta7on
Overview
• Current
Trends
in
the
direct
mail
industry
• How
two
companies
have
used
marke&ng
automa&on
to
leverage
their
direct
mail
services
and
provide
more
value
to
their
customers
• HP
Integra&on
for
increased
produc&vity
and
capability
for
direct
mail
programs
• Case
studies
that
show
how
direct
mail
integrated
with
other
outbound
media
channels
leads
to
improved
results
and
new
customer
revenue
success
• Summary
wrap
up:
Views
of
agency
and
print
service
providers
on
the
outlook
of
the
prin&ng
industry
as
it
relates
to
direct
mail
6. Trends
Impac7ng
Direct
Mail
According
to
the
DMA,
direct
mail
expenditures
in
the
United
States
are
expected
to
rise
to
$196
billion
by
2016,
which
represents
a
3.8
percent
compound
annual
growth
rate
(CAGR)
from
2011.
7. Capturing
Interest
the campaign more than paid for itself when you consider that the cost of
ucation at an Anthem school ranges from $15,000 to $40,000.
Personalized postcard
8. Target
Audience
Messaging
To
make
the
messaging
more
relevant
the
target
audience
is
segmented
into
specific
groups
Technology
drives
the
ongoing
nurturing
to
each
group,
for
example:
– Prospec7ve
student
leads
–
inquiries
– Students
that
had
an
admissions
interview
but
did
not
enroll
– Students
that
enrolled
but
did
not
start
classes
– Students
that
started
classes
but
dropped
out
– Current
students
11. Despite
the
myth
that
direct
mail
is
for
an
older
audience…
The
DMA
found
that
the
22-‐24-‐year-‐old
age
group
is
the
most
likely
to
respond
to
a
direct
mail
offer
12. According
to
a
recent
survey
conducted
by
Target
Marke7ng
magazine,
the
channel
that
delivered
the
strongest
ROI
for
customer
acquisi7on
for
B2C
marketers
was
direct
mail.
Direct
mail
also
scored
the
highest
for
customer
contact
and
reten&on.
13. Resurgence
of
B2B
Direct
Mail
• DMA
reports
that,
65%
of
consumers
of
all
ages
have
made
a
purchase
as
a
result
of
direct
mail
• The
average
response
rate
for
direct
mail
was
4.4%
14. Evolu7on
of
Direct
Mail:
B2B
&
B2C
• Leveraging
more
targeted
messaging
– Prospect
versus
customer
– Loyalty
program
levels
• Nurturing
programs
• Scoring
behaviors
• Content
&ed
to
interests
&
behaviors
• Sales
Ready
Leads
17. Smith
Prin&ng
/
Toolbox
Studio
Cece
Smith
President
Managing
Partner
Smith
Print
Toolbox
Studio
18. Business
Growth
What
has
the
MindFire
Marke&ng
plaform
meant
to
your
business
over
the
last
three
years
as
it
relates
to
new
revenue
growth?
19. Business
Growth
• We
had
the
HP
Indigo
for
short
run
work
• The
MindFire
solu7on
provided
us
an
opportunity
to
tell
a
different
story
• Major
point
of
differen7a7on
• Addi7onal
areas
of
opportunity
at
a
different
decision
maker
level
20. Building
Deeper
Customer
Rela7onships
How
has
offering
Marke&ng
Services
strengthened
your
customer
rela&onships?
21. Building
Deeper
Customer
Rela7onships
• Allows
us
to
beher
understand
their
business
• Opens
up
a
dialogue
to
beher
understand
specific
objec&ves,
challenges
and
goals
• Leads
to
follow-‐up
ac&vi&es
• We
can
add
value
–
price
differen&a&on
• We
are
the
consultant
and
process
driver
22. One
and
Done
versus
Long-‐term
Programs
How
has
your
proposal
and
pricing
of
marke&ng
programs
versus
print
only
programs
changed?
23. One
and
Done
versus
Long-‐term
Programs
• More
opportunity
for
long-‐term
agreements
and
an
overall
increase
in
revenue
for
each
customer
• Engagements
are
an
ongoing
process/program
• It’s
not,
“should
we
do
it”,
but,
“when
and
how
we
will
do
it”
• One
phase
ends…another
begins
24. Expanding
Business
Ac7vity
How
has
offering
marke&ng
services
expanded
your
business
and
customer
rela&onships?
25. Expanding
Business
Ac7vity
• One
single
customer,
offers
two
levels
of
revenue
• Create
a
marke&ng
program
and
it
leads
to
other
services
we
offer
as
part
of
the
total
program
• Another
level
of
decision
makers
to
build
our
rela&onship
with
which
leads
to
other
print
related
services
revenue
• Addi&onal
marke&ng
services
as
part
of
the
overall
customer
program
26. Sales
Process
How
has
offering
marke&ng
services
altered
your
sales
process
and
were
customers
hesitant
to
say
yes?
27. Sales
Process
• You
can’t
sell
Marke&ng
Services
the
same
way
you
sell
Print
• I
didn’t
sell
it
as
a
print
job
• Understand
what
it
is
you
are
offering...it
can’t
be
about
prin&ng
postcards
• You
may
need
to
hire
a
marke&ng
focused
team
member
to
sell
it
–
it
depends
on
your
team
28. Sales
Process
• When
you
get
to
the
execu&ves
for
marke&ng
services,
you
will
be
presented
other
opportuni&es
for
new
business
because
they
trust
you
• It’s
no
longer
you
are
selling
print
• What’s
great
about
offering
marke&ng
services
is
that
you
are
in
new
accounts
you
have
never
worked
with
before!
• Engagement
is
100%
program
focused
now
29. Successful
Customer
Programs
Let’s
review
a
couple
customer
marke&ng
programs
to
learn
how
it
all
comes
together.
Led
by
Strategy
Informed
by
Data
Fueled
by
Technology
Op7mized
for
Results
31. WBU
Search
Program
Dear <<firstname>>,
I’d like to help you finish your degree. The quickest
way is to login and answer a few questions to help
me find solutions for you.
Or, you are always welcome to call me directly at
(210) 853-0055.
In either case, I look forward to hearing from you
soon!
Your Academic Advisor,
<<advisorname>>
11550 IH-35 North
San Antonio, TX 78233
$100
Credit for <<firstname>> <<lastname>>
at WBU San Antonio Bookstore
Given by <<advisorname>> after four weeks
enrollment. Offer expires December 31, 2015.
<<purl>>
Presorted Standard
US Postage
PAID
San Antonio, TX
Permit 1001
<<firstname>> <<lastname>>
<<address1>>
<<city>>, <<state>> <<zip>><<advisorsig>>
32. B A P T I S T U N I V E R S I T Y
S A N A N T O N I O
November 3, 2014
Dear <<FirstName>>,
I’m writing to check in with you. You started your journey to higher education, and I’d like to see you
complete it.
The fastest way for you to get back on your journey to a degree, is to login to your microsite and answer
a few questions for your Academic Advisor so they can contact you ASAP with a plan.
Your microsite is: <<purl>>
Of course, you are welcome to call or come in, but visiting your microsite is the fastest way.
If you are not planning on pursuing your degree at Wayland Baptist University, would you consider
taking an anonymous survey for me? We want to get better—your insights might just be the catalyst for
bringing about change.
Anonymous Survey is here: www.wbusurvey.info
The plain truth is that graduates still out-earn people without degrees. In general, this holds true for both
undergraduate and advanced degrees. I want to be involved in helping you reach your higher education
goals. Here is the information you will need to give to your Academic Advisor:
Student I.D.: <<custom1>>
Hours: <<custom2>>
Money Invested: <<custom3>>
Last Class: <<custom4>>
Last Term: <<custom5>>
Military Status: <<custom6>>
Degree Status: <<custom7>>
I hope to see you soon,
Dr. Jim Antenen
Executive Director/Dean
Wayland Baptist University – San Antonio
Wayland Baptist University | 11550 IH-35 North | San Antonio, TX 78233 | (210) 853-0055 | www.sa.wbu.edu
39. Enhanced
Print
Opportuni7es
You
have
an
innova&ve
use
case
for
Revlon
that
we
are
going
to
share
today.
How
did
you
create
the
opportunity
with
the
customer?
41. UniqOneSweepstakes.caUniqOneSweepstakes.ca
To enter, register and submit your
unique PIN code found inside this band
at UniqOneSweepstakes.ca
Pour participer, inscrivez-vous et
soumettez votre code NIP qui se trouve
sur UniqOneSweepstakes.ca
55555
48. Program
Results
• 20,000
bellyband
wrapped
products
with
QR
Code
and
PIN
shipped
to
salons
• 2,625
total
entries
(13.12
%)
• 2,165
unique
entries
• 377
scanned
the
QR
Code
(14.36%
of
respondents)
49. More
Results…
• 25%
of
Responses
–
Mobile
• 75%
of
Responses
–
Desktop
• 97%
of
Respondents
who
reached
the
contest
entry
page
completed
their
profile
informa&on
• Grand
Prize
–
Caribbean
Island
Getaway
for
Two
– 100
Second
Place
Winners
50. Business
Growth
Recognizing
that
a
salon
customer
spends
more
on
product
than
the
typical
consumer
purchase
in
a
store,
what’s
next
for
the
Revlon
Program?
51. Crea7ng
More
Customer
Value
How
are
marke&ng
services
deepening
your
customer
rela&onships?
52. Evolving
Technology
Solu7ons
How
has
adap&ng
to
new
technology,
like
using
MindFire
Studio,
helped
you
increase
efficiencies
and/or
beher
manage
customer’s
expecta&ons?
54. The
Future
of
Direct
Mail
• Con&nues
to
be
a
relevant
channel
for
marke&ng
• Use
cases
and
frequency
of
use
will
con&nue
to
grow
in
complexity
and
volume
• Nurturing
and
scoring
consumer
behaviors
essen&al
for
program
success
• Seven
key
marke&ng
outcomes
can
only
be
achieved
by
linking
direct
mail
to
online
micro
sites
• Ini&al
programs
can
be
expanded
to
address
other
areas
of
need
leading
to
a
significant
increase
in
revenue
and
profit
61. Growth
beyond
the
Ini7al
Program
• Iden7fy
current
home
owner
refinancing
opportuni7es
• Time
sensi7ve
program
• Very
successful
program
• Program
has
grown
to
Millions
of
Purls/Pieces
a
month!
• Taken
plaaorm
to
the
next
level
now
7ed
to
CRM
and
Call
Center
systems
Home Owners
62.
63.
64.
65. Summary
• Innova&ve
programs
open
up
new
doors
of
opportunity
with
all
of
your
customers
• Delivering
high-‐value
results
creates
differen&a&on
• Makes
you
a
key
strategic
partner
for
other
needs
• You
can
deliver
results
for
your
customer
that
direct
mail
alone
simply
can’t
equal
66. Q
&
A
What
ques&ons
do
you
have
for
our
panel
of
speakers?
67. Thank
You
for
Adending
To
learn
more
about
MindFireInc
and
how
we
can
help
you
take
your
direct
mail
to
the
next
level,
join
us
at
our
booth.
Booth
#
601