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“7 Habits of Highly Effective DM Companies”. BDG – March 2011 Terry Jukes – President B2B Direct Marketing Intelligence LLC. Terry Jukes President B2B Direct Marketing Intelligence LLC. Former President of gNeil and Misco NA. Former President of Ability Commerce

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7 habits of highly effective dm companies

“7 Habits of Highly Effective DM Companies”

BDG – March 2011

Terry Jukes – President

B2B Direct Marketing Intelligence LLC

terry jukes president b2b direct marketing intelligence llc
Terry JukesPresident B2B Direct Marketing Intelligence LLC
  • Former President of gNeiland Misco NA.
  • Former President of Ability Commerce
  • B2B DM Consultant since 2003.
  • Performs strategic marketing consulting including due diligence on buy/sell transactions and bank loans.
  • Practice is 50% retainer, 50% project based. Clients in USA, Canada, UK, France, Germany
  • Visits 10-15 B2B DM companies each year….both good and bad! I’m Colombo, Dr. Phil, Tony Robbins and Judge Judy!
intelligence
Intelligence
  • Fewer, smarter people = “collective brain trust”
  • Trusted partners = vendors, industry “buddies”, consultants
  • Attitude of continuous learning and improvement
  • Acceptance of constant change
  • Curious, humble, open.
  • Not stuck in “our way”
  • Process of deployment in place… “think then do”
innovation
Innovation
  • Proprietary Products & Services
  • Usually a “driving guru” exists.
  • New product/service sales >20%
  • Leading in technology application
  • Well developed, disciplined innovation process
  • Higher customer acquisition and retention rates
  • Innovative brand perception, seen as “leading”
inbound
Inbound
  • It’s an energy that you feel!
  • “Advisors & Consultants” not “order takers”
  • “Make the most out of every call” , not an efficiency mandate
  • Increase AOV and order conversion 15-20%
  • Incentive compensation and “ownership” are key
  • Quartile/Decile performance measurement
  • Give non performers chance to be successful somewhere else! There is a big opportunity cost!
integrated multi channel action
Integrated, multi-channel action!
  • Beyond talk, doing it!...and measuring results.
  • Have built supporting databases/CRM, measurement system and reports.
  • Understand interdependent online and offline marketing relationships and leverage that knowledge.
  • Have “hour by hour” dashboard management reports and “real time” adjustments.
  • Exploit multi-channel breaking news, traffic change and competitive activity.
  • Highly technology support
inspirational
Inspirational
  • Passionate leadership who “walk the walk”
  • Inspire employees who inspire customers
  • Create “believers”, “advocates”, “brand zealots”
  • Doing “cool stuff” and creating “worldwide raves” about unique products and services
  • Their “content” is used, forwarded, talked about, quoted…not just blogging, emailing, tweeting, creating fan pages.
  • Outstanding reputations, spotless facilities, respected leaders
invest
Invest
  • Sustainable margins support continuous investment
  • Invest in …
    • Change – “only the paranoid survive”
    • New product/service development
    • Strategic acquisitions (usually product)
    • Their next business model
    • “Skunk work” teams
    • Continuous improvement/invention
    • People – training, mentoring
    • Technology
international
International
  • True “globalization” business moving to “virtual”.
  • Think globally, act locally.
  • Leverage R&D/overheads around the world
  • Purchase goods and services internationally
    • Goods from China
    • Programming/IT from India
    • Technical support/Customer Services from Eastern Europe or Philippines
  • Growing/Expanding internationally
    • Canada
    • UK
    • EU
7 habits of highly effective dm companies1

Questions?

Questions?

Questions?

Questions?

“7 Habits of Highly Effective DM Companies”

BDG – March 2011

Terry Jukes – President

B2B Direct Marketing Intelligence LLC