Why it’s important to include lifetime value and offline sales when evaluating the success of a marketing plan

By Tom Polanski, EVP, eBrand Media and eBrand Interactive 

Many people think of me as just a “sales guy” but for the sake of context, since 2000, I have successfully created, launched, and managed, hundreds upon hundreds of profitable campaigns for companies in just about every industry. I have made companies millions of dollars while saving those companies the millions of dollars they would’ve spent testing to discover and learn what I know from study with leading think-tanks, and from my years of experience. 

As my friends in New York would say; “I got the bona fides from which I speak.” 

Factoring Lifetime Value into Marketing Decisions

It is critically important to understand that obtaining a customer is only the beginning for a merchant. With careful, smart, strategic husbandry, a company can develop a profitable relationship that will drive revenue through several marketing cycles. The information I share will mostly be anecdotal but I will include a link to the blog of a marketer I respect very much. 

Cross channel attribution modeling gives a value/weight to the first “touch” with a company’s brand, products, and or, services. In the case of a leading garden supply client that first “touch” will occur mostly through paid search.  The last click or “last touch” should be considered to be when that customer opts-out from your email list and you are no longer able to cross-sell/up-sell that person.  (As an aside, there are companies that measure and factor in ROI other than return on investment. They measure and factor in return of influence, and return on incentives as well.) 

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If you’re wondering where your buyers went – Americans’ credit scores at new lows

From the GoTo, “just get me more eyeballs” day’s, until the fall of 2007, the web was awash with home equity money and easy credit. Not to mention that every year new shoppers were jumping on to the web. Those were the days. Some companies, aware of the ephemeral nature of that boom, used that money to improve their businesses. Others were blinded by greed.   

Lending standards are more stringent and that means fewer people with credit. Many have been pummeled by material excesses propelled by a desire to keep up with “the Jones”. The problem was that “the Jones used to be next door neighbors. Somewhere along the line “the Jones” became the rich and famous. Idealized people we could never keep up with.

We’re reminded of a line written by the English mystic, William Blake: “The greatest danger a man (or woman) faces as they walk the path through life, is the seduction of the material world”.

Here’s an article about how an increasing number of Americans are considered poor risk, the consequences they’ll face, and the price we’re all paying as a result.

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Women and the web. The ads they notice and where they’re likely to see them.

According to the newly released “What Women Want From the Web Report,” Summer 2010, by Unicast, 95% of women plan to go online, and 62% notice and/or interact with online advertising. Women aged 18-24 use the web more than other age groups for all activities except keeping up with news, 53% vs. 67% overall.

The report found women who visit blogs notice online advertising far more than overall respondents. While this group is just 13% of women who read blogs regularly, it shows females are potentially more open to ads from relevant sources of information that they trust. Women age 18-24 are also more receptive to online advertising in various formats than the overall population, particularly more interested in localized information, surveys, social media formats and downloadable content.

The report finds that women are planning to do these things Online:

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Happy 4th of July from eBrand Media & eBrand Interactive!

On the way to work today, I was listening to a gentleman from Northern Ireland, David Feherty, PGA Golf Analyst, talk about why he decided to become an American citizen.  It was very moving.  His epiphany occurred, and he knew he had to become an American, when he was in Iraq visiting troops.  He had a chance to see first hand how our troops acquitted themselves with discipline and restraint while demonstrating tremendous care for the people of Iraq. 

Having grown up in war-torn Belfast, he was shocked to see such humanity in an occupying force.  As a result of that experience he became an American citizen and has started a Foundation to help our veterans assimilate back into society.  Finally he had this to say about the American Dream; “The American Dream is alive and well for those who are willing to do what the unsuccessful won’t do.  That’s part of what makes America special.  There is still opportunity here.”

Listening to him made me very proud to be an American. 

Even though we’re all struggling with a daunting economic event; I think any of us can find reason to be grateful not only for our Forefathers but for those who have kept our country safe and great since its inception thereby giving us the opportunity to live in a country that is still ripe with opportunity.

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April showers didn’t bring May flowers but it’s not all bad news for marketing followers

The June Consumer Reports Trouble Tracker Index measuring financial difficulties faced by consumers in the past 30 days, worsened, rising to 63.5 from 53.0 in May. The most troubling increase is in missed mortgage payments, which reached 3.9%, its highest level since tracking began in April 2009. The latest numbers show consumers have taken a step back facing increases in financial difficulties and a soured employment picture, says the report.

Some of the key findings include:

In June, more consumers reported difficulty in affording medical bills or medications versus the prior month,and faced lost or reduced healthcare coverage

* The Employment Index has dropped, pointing to an increase in the ranks of the unemployed, at least temporarily. The decline was led by the proportion of Americans that lost their jobs in the past 30 days
* Despite the high job losses posted in June, 7.4% of Americans reported starting a job in the past 30 days, well above May, and achieved its highest level recorded since April 2009.
* Consumers have scaled back their interest in shopping as well. The past 30-Day Retail Index for June, reflective of May activity, is 10.8, unchanged from the prior month
* May’s next 30-Day Retail Index, reflective of planned purchases for June, is down slightly from the prior month. Per capita spending for the index categories in the past 30 days was $234, down slightly fromay ($248)

The Consumer Reports Index report comprises five key indices: Sentiment, Trouble Tracker, Stress, Retail and Employment. Here are the key findings:

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