Developing a Successful Direct Marketing Campaign: The Principles When Going Global - Part 1
Saturday, October 23, 2:30 - 3:45 p.m.
Ballroom B, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Lois Geller, President; Michael J. McCormick, VP, Creative Director, Mason & Geller Direct Marketing

The basic principles of campaign development are essential when pursuing business-to-business direct marketing to other countries. This two-part session will focus on the fundamentals, as participants analyze and discuss attendee campaigns. If you wish to send your materials in advance, mail them to Lois Geller, Mason & Geller Direct Marketing, 261 Madison

E-Mail Marketing: Profiting From This Innovative Direct Marketing Tool!
Saturday, October 23, 2:30 - 3:45 p.m.
Niagara, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Bruno Gralpos, Director of Database & New Media Strategies, Hunt Marketing Group; Deb Goldstein, President, IDG List Services; David Townsend, CEO, Innovyx

When the innovative direct marketing tool medium of e-mail marketing began, it was often misunderstood and underutilized. Now e-mail Marketing has been used successfully to create a profitable relationship for business-to-business marketers. This session is your best opportunity to learn how.
* Gain the know-how to integrate e-mail with your broader online strategy
* Discover how to identify the strengths and weaknesses of this marketing tool

Integrated Direct Marketing: How to Achieve Double-Digit Response - Part 1
Saturday, October 23, 2:30 - 3:45 p.m.
Ballroom A, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Scott Hornstein, Senior Partner, Ernan Roman Direct Marketing

There are so many avenues within direct marketing. Integrated Direct Marketing (IDM) provides you the opportunity to combine those avenues and ultimately achieve profitability.
- How to generate high-quality leads and increase field follow-up by 100
- How worldwide, world-class marketers such as AT&T, IBM and HP have used IDM to generate double-digit response

Overcome the Rising Challenge of International Data Quality
Saturday, October 23, 2:30 - 3:45 p.m.
Ontario, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Victor Forman, VP of International & Domestic Postal Affairs, Group 1 Software

High-quality data is critical to database management. To be successful in the international market, you need accurate and reliable data. It is critical that your international addresses are valid and your mail is properly formatted, corrected and postal coded.
* Why international data quality is different from domestic data quality
* What are the different elements that are important to an international mail piece

Developing a Successful Direct Marketing Campaign: The Principles When Going Global - Part 2
Saturday, October 23, 4:00 - 5:15 p.m.
Ballroom B, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Lois Geller, President; Michael J. McCormick, VP, Creative Director, Mason & Geller Direct Marketing

Integrated Direct Marketing: How to Achieve Double-Digit Response - Part 2
Saturday, October 23, 4:00 - 5:15 p.m.
Ballroom A, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Scott P. Hornstein, Senior Partner, Ernan Roman Direct Marketing

Keeping It In-house vs. Outsourcing Your Teleservices: Determining What Will Work for You!
Saturday, October 23, 4:00 - 5:15 p.m.
Ontario, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Jeff Perlman, Group Director, Wunderman Cato Johnson; Elise Libow, VP, Group Director, Teleservices, Wunderman Cato Johnson; Clif Critchlow, VP, Sales, Convergys

The quality of your teleservice operations ultimately diminishes as your TSRs' workload increases. The solution may be found in outsourcing some of your efforts.
* How to determine when your in-house efforts are falling short
* The essential qualities you must consider when looking to outsource
* How to in-house and outsource your teleservicing simultaneously

Using Dynamic Customer Information to Accelerate Demand
Saturday, October 23, 4:00 - 5:15 p.m.
Niagara, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Brenda Chin-Hsu, CEO, BuyerZone.com

Business-to-business electronic commerce rang up $18.6 billion in online transactions in 1997 and will reach $842 billion by the year 2002. Has that peaked your interest? Discover how the Internet offers a new low-cost channel to reach a rapidly growing, attractive audience of corporate buyers and how you can turn those buyers into your customers.
* How to take advantage of the Internet's power in innovative ways
* What key questions you must ask when evaluating your options

Building Brand and Leveraging Your ROI Advertising to Acquire and Retain Customers - Part 1
Sunday, October 24, 8:45 - 9:45 a.m.
Ballroom A, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Richard Rosen, President & CEO, Rosen/Brown Direct

Your brand might be strong in your market, but have you ever thought of expanding that brand to other avenues? A whole new world of customers awaits you, if you know how to reach them.
* How to build and maintain brand over time and generate sales today
* How to integrate the sales/lead process into the advertising model to push the potential customer through the sales cycle

From Channel Conflict to Hybrid Marketing: A Business Customer-Centric Evolution
Sunday, October 24, 8:45 - 9:45 a.m.
Ontario, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Conchita Robinson, VP, U.S. Sales Centers, IBM Corporation; John Guido, VP, Channel Sales, IBM Corporation

Customer demographics in the business-to- business marketplace have changed radically in the past decade, with better-informed customers increasingly seeking alternative delivery channels in the quest for more product value. Achieve success by learning to control these multiple channels.
* Learn to differentiate a true hybrid marketing model that is solely business customer- centric
* Gain the upper hand by making decisions based on real customer information and knowledge

The New Basics: Taking Your Database to the Next Level to Profit From Commerce in an Internet Environment - Part 1
Sunday, October 24, 8:45 - 9:45 a.m.
Ballroom B, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Peter Quackenbos, Senior Data Architect, DiaLogos, Inc.; Mark Janowicz, Senior Data Architect, Inc.

You might have an enormous database, but is it clean? In this two-part session, you will see a methodology based on best practices of reference data, which in turn can be used in successful global business-to-business efforts.
* Gain an understanding of the core components of the reference-data architecture and the importance of applying them
* Learn how successful data maintenance is a function of the data load system audit and validation process

UAA: What it is & How Do You Stop It
Sunday, October 24, 8:45 - 9:45 a.m.
Niagara, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Michael Murphy, Manager, Address Management, United States Postal Service

As the mailroom is becoming overwhelmed by undeliverable-as-addressed (UAA) stamped direct mail pieces, you feel your pockets getting lighter and lighter. Discover how to stop this problem and make sure your customers are being reached.
* Review the results of the U.S. Postal Service's latest UAA cost study
* Get the latest in methods and options to help keep you in touch with your customers

Bottom Line Marketing: How to Predict the ROI for Direct Marketing
Sunday, October 24, 10:00 - 11:45 a.m.
Ontario, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: James W. Obermayer, President, Sales Leakage Consulting

Have you ever felt that the amount of qualified sales leads is not meeting your expectations? Learn how to quadruple your leads, double sales and take control of your destiny.
* Discover how to predict the ROI for direct marketing
* Why satisfaction is a direct marketing program that creates qualified sales leads

Building Brand and Leveraging Your ROI Advertising to Acquire and Retain Customers - Part 2
Sunday, October 24, 10:00 - 11:45 a.m.
Ballroom A, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Richard Rosen, President & CEO, Rosen/Brown Direct

Managing Key Account Relationships to Maximize Customer Retention
Sunday, October 24, 10:00 - 11:45 a.m.
Niagara, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Jane Helsing, VP of Strategic Accounts, QI International, John Hopkins, Group President, Global Business Development, Fluor Corporation

Customer relationship management has become even more pertinent to direct marketing. This session provides guidance on how to best achieve collaboration in managing corporate-level relationships to ensure enhanced value for the customer.
* Discover the critical success factors for a global account management program
* Gain insight to the barriers you are likely to encounter in transitioning to global account management

The New Basics: Taking Your Database to the Next Level to Profit From Commerce in an Internet Environment - Part 2
Sunday, October 24, 10:00 - 11:45 a.m.
Ballroom B, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Peter Quackenbos, Senior Data Architect, DiaLogos, Inc.; Mark Janowicz, Senior Data Architect, DiaLogos, Inc.

Building a Model for Success: The Secrets of High Performance Direct Marketing
Sunday, October 24, 1:30 - 2:30 p.m.
Ballroom A, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Bob Hacker, President, The Hacker Group

Do you want to take your direct marketing to the next level? Conducted via 15,000 test events, learn the six-step planning model that ensures high-performance direct marketing.
* Why the Barf Syndrome creeps into direct marketing and the way to stop it
* Learn the Safe Assumption Rule and how to use it to your advantage

Creative International Business-to-Business Call Center Solutions
Sunday, October 24, 1:30 - 2:30 p.m.
Ontario, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Philip Cohen, President, Philip Cohen Consultant AB; Frank Koelzow, General Manager, Sun Express Europe, Amsterdam; Ludwig Bollaerts, President, Techmar Europe, Brussels

The international market is literally calling you. Don't miss the opportunity to hear how companies have successfully taken their business-to-business teleservicing global.
* Discover the latest in business-to-business call center trends
* Examine how one company operated a single-site multilingual call center

Implementing Advanced Internet Strategies to Acquire & Retain Business-to-Business Customers - Part 1
Sunday, October 24, 1:30 - 2:30 p.m.
Ballroom B, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Chia Chen, Managing Director, THINK New Ideas, Inc.

The trends in interactive marketing are rapidly changing. Keep on top of them by getting up-to-date on the latest strategies and learn how to use them to target prospects by areas of interest and their stage of the buying cycle.
* Get the latest in advanced Internet strategies to acquire and retain business-to-business customers
* Learn how to develop high-impact internet programs

Maintaining Your Global Database to Increase Opportunities for Success
Sunday, October 24, 1:30 - 2:30 p.m.
Niagara, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Eric Deziel, VP, Group Director, Wunderman Cato Johnson

Developing a global database provides a great opportunity to broaden your market, but also presents many challenges. Learn what it takes to succeed through structured design frameworks and various case studies.
* Discover key challenges to data integration
* Discuss the experiences of companies that failed and succeeded in developing global databases

How to Merge Direct Marketing and Your Sales Groups to Create a New Y2K Selling Model
Sunday, October 24, 2:45 - 3:45 p.m.
Ballroom A, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: John M. Coe, President, Database Marketing Associates

Conflict between your direct marketing and sales groups will ultimately spell disaster. Explore how to bring these two together in a union that works and even increases business customer satisfaction.
* Learn the metrics and measurements to calculate the ROI required to sell management
* Discover how direct mail, teleservicing, and the Internet combine with sales to create the new Y2K sales coverage model

Implementing Advanced Internet Strategies to Acquire & Retain Business-to-Business Customers - Part 2
Sunday, October 24, 2:45 - 3:45 p.m.
Ballroom B, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Chia Chen, Managing Director, THINK New Ideas, Inc.

Maintaining Sanity and a Sense of Humor When Communicating Globally
Sunday, October 24, 2:45 - 3:45 p.m.
Ontario, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speakers: Melody Dunn, Global Direct Manager, IBM Corporation; Rose Cameron, Worldwide Account Director, Ogilvy and Mather

As the international market increases day by day, communication is becoming more and more complex. This session will help you improve your own daily negotiations of global activities.
* Understand the new optimism regarding global communications
* Learn useful frameworks for negotiating global marketing programs
* Get the latest hints and tips that will help create effective integrated marketing

When and What You Should Sell on the Internet
Sunday, October 24, 2:45 - 3:45 p.m.
Niagara, Crowne Plaza Hotel, Lower Level

The DMA Business-to-Business Weekend
Speaker: Sean Skilling, Senior VP, Creative Director, Luminant

The evolution of digital marketing is overwhelming. This session will provide you with everything you will need to know to keep on track.
* What are the implications of the fusion between technology and marketing
* Learn how digital marketing is affecting customer relationship management

Power Forum: The DMA's 1999 State of the Catalog Consumer and Industry Report
Saturday, October 23, 2:30 - 3:45 p.m.
718 A, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Moderator: Ann Zeller, Vice President, Information & Special Projects, The DMA
Speakers: Jack Baer, Vice President, Muldoon & Baer; Bill Dean, President, W.A. Dean & Associates; Anne McConnell, Director, Research, The DMA

The $93 billion catalog industry is a vital sector of the U.S. economy. The results of two comprehensive DMA catalog research efforts will be showcased:
* Catalog Non-Buyers: Who Are They and Why Don't They Shop by Mail?
* The 1999 State of the Catalog Industry Report - First Time Being Released in Full! Ground-breaking DMA consumer research will focus on the 40+ percent of the U.S. population that has never shopped or has stopped shopping by catalog. What are the demographics? What's behind the non-buyer behavior? What can the catalog industry do to break down barriers?

The 1999 catalog industry survey will showcase the dynamic trends and practices that drive this industry, including special focuses on marketing (including interactive), merchandising, operations, financial, and strategic planning, and give you economic projections for catalog sales, expenditures, and employment through 2004.

Building Your Catalog Business by "Prospecting Outside the Box"
Saturday, October 23, 4:00 - 5:15 p.m.
718 A, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Brian Blanchard, Director, Business Development, Novus Marketing; Jillian Segal, Director of Customer Development, Staples Direct; Chris Pedersen, Manager, Lead Generation, Grand Circle Corporation

This session will address the different types of alternative media available to catalogers.
* Hear the latest case studies of catalogers utilizing alternative prospecting methods
* Discover alternative media options for prospecting, understand the relative costs associated with each alternative prospecting method, and gain insight into the pros and cons of each of these alternative approaches

Creative Catalog Case Studies - Working Harder for the Bottom Line
Saturday, October 23, 4:00 - 5:15 p.m.
714, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Lois Boyle, Senior Vice President, J. Schmid & Associates; Beth McIlroy, Manager, Catalogue Creation, Sears, Canada; Jean O. Geismann, Creative Director, Plow & Hearth

This session explores how to design customer communications that produce specific results and cure what "ails" most catalogs.
* In-depth case studies will present creative solutions that speak to that one-time buyer with a low average order
* Learn how these panelists design catalogs that work harder for the bottom line

Data Mining to Drive Profits for Catalogs
Saturday, October 23, 4:00 - 5:15 p.m.
716, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Alan Weber, CEO, DataPlus Millennium, LLC; Anita Charney, Marketing Director, King Schools; Alan Rimm-Kaufman, Director of Marketing Research, Crutchfield Corporation

This panel discussion will review simple, time-tested strategies catalogers have used to mine their databases profitably.
* Discover new ways to mine customer data with your catalog
* Build the long-term value of customers with low initial orders
* Make the right offer based on past purchase
* Reach high RFM customers more often and gain proven strategies for mining marginal names

Excellence in Operations - Finding Your Catalog's Growth and Profit Improvement Process
Saturday, October 23, 4:00 - 5:15 p.m.
717, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speaker: Bert O'Malley, Principal, Bert O'Malley Consulting

This session will take you through a step-by-step process for streamlining the operational well-being of your catalog.
* Discover the specific process that you can use to find the "sweet spot" between the often-conflicting goals of profit and growth
* Get an analysis of the current business cost structure, circulation performance evaluation, merchandise performance evaluation, the balancing of circulation and merchandising strategies, and the creation of the contact strategy and sales plan
* See how improvements can impact the profit-growth balance of your entire business

Opening General Session: Growing a Small Mail Order Business From the Ground Up!
Sunday, October 24, 8:45 - 9:45 a.m.
718A, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Keynote Speaker: Bob Allen, President, The Vermont Country Store

The Vermont Country Store began in 1946 with the mailing of The Voice of the Mountains, a black and white catalog containing only 16 items, which was mailed to the founders' Christmas card list. More than 50 years later, that small black and white catalog is still being circulated.

Bob Allen will give a brief history of the company from 1946 until he joined it in 1982. He will chronicle the rapid growth period of the 1980's and end with a presentation of changes since 1994 that have been defined by a blend of entrepreneurship and strategic planning.

"Show Me the Money!" - Making the Financial Investment for a Multi-Channel Catalog
Sunday, October 24, 10:00 - 11:15 a.m.
716, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Will Von Klemperer, President, American Catalog Partnership; Morlee Griswold, Director, Direct Marketing, Patagonia; Terry Patterson, Former President & CEO, Frederick's of Hollywood; Steve Tamke, Vice President, Mokrynski & Associates, Inc.

Panel members will speak candidly and generally about the financial effects that occur when a single-titled catalog business crosses the line and opens up additional businesses.
* Learn procedures for evaluating potential investments in new channels
* Find out how to match the company's financial structure to the expanded business operations
* Get guidelines on internal accounting measurements of channel performance

40 Catalog Circulation Ideas in 40 Minutes
Sunday, October 24, 10:00 - 11:15 a.m.
717, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Mallory Weil, Vice President, Brokerage & Consulting, Clark-Mackain; Cindy Marshall, Marketing Manager, Freeport Studio; Judith Roberts, Vice President, Circulation, Wine Enthusiast; Mark Friedman, Vice President, Marketing, Company Store; Michael McGarry, Senior Vice President, Marketing, Rivertown Trading; Charlie Silver, Vice President, Marketing, Direct Marketing Enterprises

Join this outstanding panel of catalog experts as they share their valuable circulation ideas with you in a dynamic format.
* Get the latest in merge/purge techniques, house file and prospecting strategies
* Learn how to get the most out of cooperative databases and modeling approaches that are sure to drive profits
* Get the most out of this session by coming prepared with a list of questions to ask

A Catalog Marketers Guide to the Internet - Part 1
Sunday, October 24, 10:00 - 11:15 a.m.
718 A, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Theodore A. Pamperin, Chairman, American Catalog Partnerships; Shawn Lockyear, Vice President, Catalog, Pleasant Company; Allen Abbott, President, American Catalog Partnerships

This session offers a strategic and high level tactical discussion focused on the concept of integrating the capabilities of an Internet communications medium with a catalog company's marketing and brand objectives.
* Explore examples of Internet tactics that are driven by core business strategies resulting in the most efficient media mix and operational solution for achieving corporate objectives
* Identify a typical catalog business' fundamental strategic objectives: branding, product, service, and financials
* Preview the basic functions, services and infrastructure that are required to support a typical range of Internet marketing, customer service and e-commerce Web site initiatives

Building a Creative Brand to Retain Loyal Catalog Customers
Sunday, October 24, 10:00 - 11:15 a.m.
714, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Glenda Shasho Jones, President, Shasho Jones Direct; Jaye Ellyn Goldberg, Creative Director, Tilley Endurables; Todd Simon, Executive Vice President, Omaha Steaks

In this session, hear directly from those who have been responsible for brand building in their companies. If you have anything to do with the way your catalog business is run or presented to the outside world, then you will benefit from this session.
* Hear about the roles that marketing, merchandising and creative play
* Learn strategies proven to create differentiation and recognition

A Catalog Marketer's Guide to the Internet - Part 2
Sunday, October 24, 1:30 - 2:30 p.m.
718A, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Keith Wardell, President, Shop2U.com; Robin Lebo, Manager, Customer Acquisition, Crutchfield Corporation; Virginia Herron-Lanoil, Director of Internet Marketing, Hanover Direct

This session will consist of a brief review of Part 1 and several case studies.
* Learn how adding the Internet to your marketing mix will give you greater results
* You'll be asked to outline a strategic opportunity/challenge and a description of the core Internet capability that was utilized to solve it
* The session will demonstrate that marketing on the Internet utilizes the same skills you are currently exercising through your other direct marketing channels

Ensuring Customer Retention Through Multi-Channel Loyalty Programs for Catalogers
Sunday, October 24, 1:30 - 2:30 p.m.
714, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Deborah Pine, Principal, PreVision Marketing, Inc.; George Richards, President & CEO, Damark; Peter Howard, Vice President, Marketing, Ross-Simons

This session will review the strategic thinking necessary to determine the need for a customer retention loyalty program.
* Discover the basic components of all loyalty programs
* Find out how to design and maintain the program for your organization and how to monitor the results
* Learn how a catalog loyalty program works, how to set one up, brand and manage it without it managing you

Small Catalog Survival Strategies - Competing With the "Big Guys"
Sunday, October 24, 1:30 - 2:30 p.m.
716, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Jack Schmid, President, J. Schmid & Associates; Elaine Sullivan, Catalog Founder, The Black Dog Catalog

This session will bring together a noted catalog consultant who works extensively with small catalogs and several leading small catalog managers who have "been there."
* Build a financial model that works for your industry and product line
* Learn merchandising strategies to help improve margins and help manage inventory more effectively
* Use your database to improve customer sales and profits
* Gain tips and techniques to improve creative presentation while saving money on color separations and printing

"Smashing" Databases - Integrating Data from Multiple Sources to Streamline Your Business
Sunday, October 24, 2:45 - 3:45 p.m.
716, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Michael Grant, President, Michael I. Grant & Associates, Inc.; Susan Rohr Dingwall, Director of Godiva Direct, Godiva Chocolatier, Inc.; Gary Ostrager, Vice President, Direct Marketing, Macy's By Mail

Get the inside scoop from seasoned catalog marketing management as they discuss their successful use of data from a variety of sources.
* Gain an understanding of how to incorporate data from multiple sources and what data you must capture for each data source
* Walk away with some applications for multiple sources of data and see how cross-channel marketing can work for you
* Hear about which programs have worked and compare your experiences with the experts to see how multiple sources of data can be leveraged to consolidate your business and make it more profitable

A Catalog Marketer's Guide to the Internet - Part 3
Sunday, October 24, 2:45 - 3:45 p.m.
718 A, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Allen Abbott, Vice President, American Catalog Partnerships; Alex van Dillen, Xuma, LLC; Wilbur Swan, Director of Catalog, Esprit; Garrett Gafke, VP, Sales, Xuma, Inc.

This session will begin with a discussion of the functions that need to be understood and implemented in order to develop Internet-based programs. Issues covered include:
* Site design, servers, site maintenance, transaction processing, and credit card security
* E-commerce engines, new product sales, marketing, and inventory liquidation
* Customer acquisition, customer service, and operational support

Integrating Merchandising and Marketing to Extend Your Product Line
Sunday, October 24, 2:45 - 3:45 p.m.
714, Convention Centre, South Bldg., Level 700

The DMA Catalog Weekend
Speakers: Larry Shaw, Vice President of Marketing, Vermont Country Store; Phil Minix, Director of Merchandise, Vermont Country Store

This session will take you through the essential elements of integrating catalog marketing and merchandising to create a more profitable business.
* Get specific details on how circulation and list selection can impact merchandise plans, item selection, and sales results
* Understand the pros and cons of how item selection and category assortment plans can affect list selection and marketing plans
* Develop and execute balanced marketing and merchandising ideas and plans to create more profitable mailings

Going Online: The Questions to Ask
Saturday, October 23, 2:30 - 3:45 p.m.
206A/C/E, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Patrick Coyle, Director of Media Services, CyberSight

We've all realized that the Web is here to stay, so what do you need to know in order to take advantage of it? Get a grasp on the tests, techniques, and technology that your agency or in-house needs to consider to survive direct marketing online.
* Make sure that you know the basics of Web testing - for example, to keep testing until it works!
* Find out which reports mean what, and which calls to action pull best online
* Be sure you know the right questions about placement, surrounding content, and rotation to gain the most effective exposure

How to Be Insanely Creative - Guaranteed
Saturday, October 23, 2:30 - 3:45 p.m.
205A/B/C/D, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Alan Rosenspan, President, Alan Rosenspan & Associates

What's the difference between John Caples, Leo Burnett, Ernest Hemingway, Vincent van Gogh and you? And what is a probable common bond between all creative folks? Find out:
* How creative folks are different - from each other and from "most folks"
* What makes the Creative Difference valuable - and feared
* Seven helpful tactics and techniques to help motivate your muse and make the most of your creativity when you need it most

Make the Bean Counters Beg to Give You More Money
Saturday, October 23, 2:30 - 3:45 p.m.
206B/D/F, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Richard Rosen, President & CEO, Rosen/Brown Direct

Tired of the endless battle fighting with your CFO and account managers? Learn a new model, an ROI-driven creative formula, that proves that the more they give, the more they'll get.
* Learn how to avoid the days when the budget gets cut and everyone knows it's a bad decision
* Hear theory, backed by two powerful case studies: the 3M videoconferencing integrated new product launch and the launch of TANGO, the hottest new Web development software product
* Walk away with a toolbox of new marketing and creative ideas, all tied to a big fat financial model from which to leverage and beat your competition - now

Beat the Control While You Wait!
Saturday, October 23, 4:00 - 5:15 p.m.
206B/D/F, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Herschell Gordon Lewis, Chairman, Communicomp & President, Lewis Enterprises

This quick creative workshop, offering on-the-spot tips and critiques, is not for the faint of heart. As long as you remember to bring your brain, you'll have the opportunity to:
* Test your ideas, instantly
* Participate in a rapid-fire creative shootout
* Take an exhilarating romp through the creative jungles

Compelling Creative: Maximizing Different Media
Saturday, October 23, 4:00 - 5:15 p.m.
205A/B/C/D, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speakers: Richard Eber, Executive Creative Director, McCann Relationship Marketing; Bob Walker, Marketing Director, Ethicon Endo Surgery; Deborah Radcliffe, Senior VP, Group Director, McCann Relationship Marketing

Some calls to action have to be more compelling than others. Learn new techniques from this direct-to-consumer healthcare campaign that relies heavily on creative strategy and execution.
* Explore the relationship between different media throughout one campaign
* Look at new ways of launching a campaign aimed at a procedure, rather than a more traditional product
* Hear the results from a campaign that included no general advertisement in its quest to initiate consumer follow-up

The Return of the Great Creative Shoot-Out - Part 1
Saturday, October 23, 4:00 - 5:15 p.m.
206A/C/E, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Judges To Be Announced

Forget tight schedules - this one's ridiculous! You'll have just under 24 hours to come up with great creative concepts. And we won't pay you a cent!
* Pick up an assignment, and sweat creativity until 2:45 p.m. Sunday, when you'll present your pitch to the judges
* The Shootout is a great chance to impress our judges - each a highly accomplished creative director
* As if that isn't enough, we've got tacky prizes from a quick trip to the local toy store

Design Counts: The Difference the Right Design Makes
Sunday, October 24, 8:45 - 9:45 a.m.
206A/C/E, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speakers: Sandra Blum, President, Blum & Co.; Ron Marshak, Ron Marshak Creative Services

Don't miss this opportunity to zero in on the big difference that the right design makes in response. See examples of creative work that works!
* Find out what works for audiences today - retro looks, magalogs and bookalogs, package design, and tips for technical audiences
* Discover when to whisper, when to shout
* Analyze successful brand-building, direct-response design

European Creativity: Daring to Give Better Results
Sunday, October 24, 8:45 - 9:45 a.m.
206B/D/F, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speakers: Torkel Lien, Creative Director, Leo Burnett Direkte; Des Columb, Creative Director, Dialogue Marketing Communications

Ever wonder how European creativity fares with its wild humor? Case studies show how direct marketing creative can take responsibility for the total sales strategy.
* Learn to strengthen your brand through pure direct marketing creativity
* Realize that using humor isn't always dangerous
* Follow effective communication strategies from print to new media

Web Design: What Works, and What Doesn't
Sunday, October 24, 8:45 - 9:45 a.m.
205A/B/C/D, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Amy Africa, President, Creative Results

Discover the secrets of the effective click-through, and begin generating orders and inquiries NOW. Content is king on the Web, and this session will show you why. Join us to explore:
* The three critical elements you should have on your home page
* Five design mistakes you should avoid like the plague
* Seven secrets of stickiness and how you can learn to make them stay

99 Must-Have Brand-Building Ideas
Sunday, October 24, 10:00 - 11:15 a.m.
206B/D/F, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speakers: Claudia Ossa, Senior Director, Sales & Marketing, BlissOut; Michelle Gilbert, Managing Director, MG Direct

Don't miss this fast-paced creative session as we explore some of the many ways that you can differentiate your brand.
* Create effective brand differentiation strategies to strengthen image, universe distribution and sales
* Develop ways to stand out in your customers' minds
* Examine multi-distribution branding, which can reinforce your image and identity while supporting alternate distributions

Pushing the Envelope - Third-Class Solutions/First-Class Thinking
Sunday, October 24, 10:00 - 11:15 a.m.
205A/B/C/D, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Alan Rosenspan, President, Rosenspan & Associates

This lively, interactive session will give you dozens of ideas you can use to make your next direct mail program more successful.
* Learn the simple reason that most direct mail packages fail
* Discover 101 ways to improve response from the outer envelope to the letter
* See fascinating formats, irresistible offers, innovative case-histories

The Art of Storytelling in Fundraising
Sunday, October 24, 10:00 - 11:15 a.m.
206A/C/E, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Robbin Gehrke, Senior Vice President, Executive Creative Director, Russ Reid Co.

Although it may seem like a lost art, using storytelling to build brand personality works. Even commercial direct marketers can learn from this powerful technique!
* Understand how to create a truly great story that motivates response
* Discover how the most successful fundraisers use stories in TV, print, mail, and Web sites (we have lots of examples!)
* Learn the lost art of storytelling in for-profit direct marketing - and how to revive it

Maintaining Energy in an In-House Environment
Sunday, October 24, 1:30 - 2:30 p.m.
206B/D/F, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speakers: Kevin Kotowski, Creative Director, Copy, Olson/Kotowski & Co.; Janice Olson, Creative Director, Design, Olson/Kotowski & Co.

Find out what it takes to keep your creative department's fires burning (and stoke them even higher) when they're working on the same old products for the umpteenth time.
* Tips and tricks to keep your creatives interested and coming up with new selling ideas for Òme-tooÓ products
* Getting your merchandisers and marketers to help your creative teams revive the romance in a tired product line
* Preventive medicine - the care and nourishing of your creative department

Managing Creative Staff: The Possible Dream
Sunday, October 24, 1:30 - 2:30 p.m.
205A/B/C/D, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Robert M. Skladany, Principal, Wellesley Consulting Group

Learn 12 proven steps you can take to plan, organize, manage and evaluate creative work groups and their output for greater creativity, productivity and profitability. Examine:
* Actual practices and methods employed by leading direct marketers, direct marketing agencies and other professional service firms
* Practical and effective techniques for managing creative staff - both your own and freelancers
* What to do to get creative teams and their work back on track when things go wrong

When Twitch Speed Meets Direct Mail
Sunday, October 24, 1:30 - 2:30 p.m.
206A/C/E, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Bill Spink, Vice President, Chief Creative Officer, DIMAC Corporation

You've probably heard more than you cared about the "twitch speed" of today's Net Generation...wired, busy and stressed, they expect one-to-one, media-rich communication. But what does this mean to you - the direct marketing pro who's not always working in a Web or otherwise-wired environment? Discover how you can exploit the lessons from Òhot mediaÓ in good old direct mail as we discuss:
* Real-world creative ramifications of getting web and video-influenced consumers to respond to direct mail
* Techniques to rope today's Òpost-literateÓ consumer into reading your traditional #10 direct marketing package
* The three reasons why art directors are rapidly replacing writers as the ÒKingsÓ of direct mail (and the three reasons it'll never really happen)

Branding to Beat the Market: Isuzu Case Study
Sunday, October 24, 2:45 - 3:45 p.m.
206B/D/F, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Carlos Perez, Creative Director, Perez Company

In the face of a flooded Sports Utility Vehicle market, Isuzu broke away from the methodical pack by developing a strong, in-your-face image across the company.
* Find out how the creative elements kept pace with the new brand's edgy attitude
* See the successful combination of design, graphics and Òtone of voiceÓ that addressed both the branding requirements and the needs of direct response
* Walk through the process of conveying a new brand to the public through direct marketing techniques

So You Want to Be a CD
Sunday, October 24, 2:45 - 3:45 p.m.
205A/B/C/D, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Nancy Wahl, Creative Director, DDB Needham Direct

Or, more specifically, you think you want to be a creative director! Join this session for clear insights into the pros and cons of being the head honcho in the office.
* Does the CD always have to choose between being creative and being effective?
* Discuss the realities of the job with those who know: the politics, budgets, bureaucracies, and coping techniques
* What are the tricks to running a business, making money, and not selling your creative soul?

The Return of the Great Creative Shoot-Out - Part 2
Sunday, October 24, 2:45 - 3:45 p.m.
206A/C/E, Convention Centre, North Bldg., Level 200

The DMA Creative Weekend
Speaker: Judges To Be Announced

You've got your partner, your assignment, and your incredible creativity - the judges are ready for you, but are you ready for them?
* Pitch your ideas to industry greats while you take your best shot at fun, and sometimes valuable, prizes
* Don't miss this chance to show how creative you really are!
* Spectators welcome - the more, the merrier!

The Absolute Essentials - Privacy & Data Protection
Saturday, October 23, 2:30 - 3:45 p.m.
104B, Convention Centre, North Bldg., Level 100

-Track 1: Privacy and Data Protection - Protecting Your Rights to Market Internationally
The DMA Global Direct Marketing Weekend
Speakers: Sheila Donovan, Vice President, Sales & New Business, Global-Z International; Mark Bridges, Vice President, Divisional Director, Mokrynski & Associates International

U.S. direct marketers have enjoyed a relatively open market on the use of databases and customer information - internationally it's a different story.
* Hear about privacy concerns and initiatives all around the world that could impede the growth of your international business
* Learn practical information on international database laws

The European Union's Data Protection Directive: How Can I Protect and Grow My International Business?
Saturday, October 23, 4:00 - 5:15 p.m.
104B, Convention Centre, North Bldg., Level 100

-Track 1: Privacy and Data Protection - Protecting Your Rights to Market Internationally
The DMA Global Direct Marketing Weekend
Moderator: Charles Prescott, Vice President, International Business Development & Government Affairs, Direct Marketing Association
Speakers: Joseph Furnia, President, Intellitec; Alastair Tempest, Director, General/Public Affairs & Self Regulation, FEDMA; Scott Blackmer, Partner, Wilmer, Cutler & Pickering

This diverse panel will allow international marketers to hear and participate in discussing the impact of the latest government restrictions.
* What are the facts and what are the myths?
* How will the European Union's Data Protection Directive impact my business?
* Will my company be able to handle the costs of complying with European demands?
* What impact will it have on e-commerce?

The Absolute Essentials - Proven Market Strategies
Saturday, October 23, 2:30 - 3:45 p.m.
104A, Convention Centre, North Bldg., Level 100

-Track 2: Proven Market Strategies - Entry and Development
The DMA Global Direct Marketing Weekend
Speakers: Elizabeth Weimer, Director of Client Services, International Marketing Solutions; Douglas Sacks, Senior Vice President, Infocore, Inc.

Designed for the beginner international marketer or a marketer who needs a refresher on the basics, this session offers:
* A step-by-step approach on how to enter a foreign market
* Strategies for researching a market and finding contacts
* How to decide which markets are right for your company

Market Entry and Development for Asia
Saturday, October 23, 4:00 - 5:15 p.m.
104A, Convention Centre, North Bldg., Level 100

-Track 2: Proven Market Strategies - Entry and Development
The DMA Global Direct Marketing Weekend
Moderator: Frank Ward, International Marketing Director, Neo-Tech Worldwide
Speakers: Stacy Parks, Director of Marketing, Agora International; James Thornton, Managing Director, Mailing Lists (Asia); Anthony Green, Health and Beauty Direct U.K.

Panels on Asia, Europe and Latin America will delve into the actual challenges of entering into these markets. Find out how industry leaders have still profited despite many current and looming cross-border hurdles.

Market Entry and Development for Europe
Sunday, October 24, 8:45 - 9:45 a.m.
104A, Convention Centre, North Bldg., Level 100

-Track 2: Proven Market Strategies - Entry and Development
The DMA Global Direct Marketing Weekend
Moderator: Yvonne Brandon, Global Direct Marketing Manager, IBM Software Group
Speakers: Jean-Claude Goldenstein, Managing Director, JCG International; Mike Gibson-Sharpe, Vice President, Marketing, British Telecommunications; Yseult Perilhou, International Accounts Manager, E.T.O. - Basalt

Panels on Asia, Europe and Latin America will delve into the actual challenges of entering into these markets. Find out how industry leaders have still profited despite many current and looming cross-border hurdles.

Market Entry and Development for Latin America
Sunday, October 24, 10:00 - 11:15 a.m.
104A, Convention Centre, North Bldg., Level 100

-Track 2: Proven Market Strategies - Entry and Development
The DMA Global Direct Marketing Weekend
Moderator: Peter Jupp, Chairman, Infocore
Speakers: Peter Rosenwald, Vice President, Direct Marketing, Grupo Abril; Nancy Wagner, Director, International Business Development, Seton Identification Products; Michael Saray, Director Latin Markets, International Masters Publishers

Panels on Asia, Europe and Latin America will delve into the actual challenges of entering into these markets. Find out how industry leaders have still profited despite many current and looming cross-border hurdles.

Measuring the Risks and Rewards of Entering the U.S. Market
Sunday, October 24, 1:30 - 2:30 p.m.
104A, Convention Centre, North Bldg., Level 100

-Track 2: Proven Market Strategies - Entry and Development
The DMA Global Direct Marketing Weekend
Moderator: Paul Berenson, Executive Vice President, Strategic Services, Wickersham Hunt Schwanter
Speakers: Stuart Arnold, Managing Director, Financial Times; Beatriz Mallory, President, HispanAmerica

This session is designed for marketers from other parts of the world who would like to exploit the opportunities of the U.S. market.

Learning From Market-Entry Mishaps
Sunday, October 24, 2:45 - 3:45 p.m.
104A, Convention Centre, North Bldg., Level 100

-Track 2: Proven Market Strategies - Entry and Development
The DMA Global Direct Marketing Weekend
Moderator: Marion Nelson, Owner, Nelson Intersearch
Speakers: Alfred Goodloe. President, Direct International; Cynthia Miyashita, President, Hemisphere Marketing; Jo Ann Binz, Circulation Director, The Daily Deal; Mike Manning, Manning Media International

Everyone hears about international strategies and direct marketing campaigns that have been successful, but a lot can be learned from those that have failed.
* Hear the good, the bad and the ugly
* Discover what to avoid and what to be aware of when planning an international marketing campaign

The Absolute Essentials - Internet & New Technology
Saturday, October 23, 2:30 - 3:45 p.m.
104C, Convention Centre, North Bldg., Level 100

-Track 3: Internet and New Technology - The Impact on Global Direct Marketing
The DMA Global Direct Marketing Weekend
Speaker: Ian Hughes, Marketing Director, MM Group

Once you have a Web site, you are global! Are you prepared for it?
* Learn how to build a profitable Internet Web site
* Discover how to maximize your profits

So You Have a Web Site -- Now What? How to Use the Net for Global Growth
Saturday, October 23, 4:00 - 5:15 p.m.
104C, Convention Centre, North Bldg., Level 100

-Track 3: Internet and New Technology - The Impact on Global Direct Marketing
The DMA Global Direct Marketing Weekend
Moderator: Ian Hughes, Marketing Director, MM Group
Speakers: Tim Westwell, Director, International Payment Services; Luc Robijns, Partner, LUON; Colin Lloyd, Chairman, DMA UK

Are you using the Internet to its full potential? When it comes to the Internet, the possibilities for profit are endless.
* Internet vs. catalogs, which works best?
* What are the new business opportunities generated by Web-enabled call centers?
* How do you really make an Internet strategy profitable?

E-Commerce: Creating an Effective System That Increases Your Bottom Line
Sunday, October 24, 8:45 - 9:45 a.m.
104C, Convention Centre, North Bldg., Level 100

-Track 3: Internet and New Technology - The Impact on Global Direct Marketing
The DMA Global Direct Marketing Weekend
Moderator: Eileen Fraser, Director, Direct Marketing, Carparts.com
Speakers: Sheryl Stopka, President, SAS Global Direct; Doug Topken, Sr. Manager, Interactive Marketing Enterprise Web Management, IBM Corporation; Jo Van Samang, Managing Director, Harte-Hanks Response Management Europe; Marcelo Cacciola, Commerce Director, Latin America, Real Media

Keep up with the latest issues and ideas shaping the future of e-commerce around the world.
* How to attract a global audience and turn these leads into customers
* Find out where different countries stand in their use of e-commerce and Internet deployment

The Proven Benefits of Using the Internet as Another Channel: A Case Study Panel
Sunday, October 24, 10:00 - 11:15 a.m.
104C, Convention Centre, North Bldg., Level 100

-Track 3: Internet and New Technology - The Impact on Global Direct Marketing
The DMA Global Direct Marketing Weekend
Moderator: Ben Isaacson, Acting Executive Director, AIM
Speakers: Lisbeth Gustafsson, President, PostNet; Steve Kanzler, VP, Marketing, Andromedia

Hear panelists' experiences, what they've learned from their Internet initiatives and how they have benefitted.

The Internet Forum
Sunday, October 24, 1:30 - 2:30 p.m.
104C, Convention Centre, North Bldg., Level 100

-Track 3: Internet and New Technology - The Impact on Global Direct Marketing
The DMA Global Direct Marketing Weekend


Participate in a dialogue with your colleagues and session speakers about the strategies and practical applications you have learned throughout this track.

New Technologies: Foresight into the Internet World
Sunday, October 24, 2:45 - 3:45 p.m.
104C, Convention Centre, North Bldg., Level 100

-Track 3: Internet and New Technology - The Impact on Global Direct Marketing
The DMA Global Direct Marketing Weekend
Moderator: Sergio Charlab, Editor-in-Chief, Reader's Digest Brazil
Speakers: J.G. Sandom, Senior Partner, Director of Interactive, Ogilvy Interactive Worldwide; Sunil Gupta, VP, Interactive and Analytical Services, Acorn Information Services

Find out what is just around the corner fo the Global Net and what you should be prepared for.

The Absolute Essentials - ICRM
Saturday, October 23, 2:30 - 3:45 p.m.
104D, Convention Centre, North Bldg., Level 100

-Track 4: International Customer Relationship Management(ICRM)
The DMA Global Direct Marketing Weekend
Speakers: Sheila K. O'Brien, Vice President, Techmar Consulting LTD; Sandi Cesko, President, Studio Moderna

Core direct marketing capabilities, such as sophisticated order taking, fulfillment, and customer service, are the foundation for developing lifetime relationships. This session will discuss how they are applied in a global direct marketing campaign.

The Out-Bound Communications: How to Cost Effectively Identify Your Next International Customer
Saturday, October 23, 4:00 - 5:15 p.m.
104D, Convention Centre, North Bldg., Level 100

-Track 4: International Customer Relationship Management(ICRM)
The DMA Global Direct Marketing Weekend
Moderator: Robert Howells, Director, International Business Development, Harte-Hanks Response Management
Speakers: Mary Teahan, Vice President, Correo Argentino; Susanne Hornikel, Direct Success; Rosemary Smith, Managing Director, Schober

Get up-to-date information on getting the international leads you want within your budget.
* What is the list availability worldwide and how can you find new sources?
* What are international list hygiene issues?
* How to implement an international lead management system

Building a Useful Global Database - How to Prove Its Impact on Your Bottom Line
Sunday, October 24, 8:45 - 9:45 a.m.
104B, Convention Centre, North Bldg., Level 100

-Track 4: International Customer Relationship Management(ICRM)
The DMA Global Direct Marketing Weekend
Speakers: Paul Skinner, Business Development, Acxiom; Milton Pedraza, Regional Manager for CRM, Latin America, Citibank

Knowing how to leverage your database investments can have a significant impact on your bottom line. Learn how to integrate databases with multiple formats and languages, among other issues.
* What you should know about international address formatting standards
* How to avoid the pitfall of Ògarbage in/garbage outÓ
* How to successfully use information from diverse databases

How to Achieve a Highly Profitable Customer Response and Retention Rate
Sunday, October 24, 10:00 - 11:15 a.m.
104B, Convention Centre, North Bldg., Level 100

-Track 4: International Customer Relationship Management(ICRM)
The DMA Global Direct Marketing Weekend
Moderator: Christian Neckerman, Director, Braun Consulting
Speakers: John Arnott-Lynn, Director General, Grupo MRM (McCann Relationship Marketing); Kevin Saxe, Vice President, Client Development & Marketing, International Communications

Successful marketers are able to optimize the mix between mail, telephone and sales.
* Learn how to further develop international customer loyalty programs.
* Decide whether to outsource your call centers or build them in-house

Implementing a Successful ICRM Program? A Case Study Panel
Sunday, October 24, 1:30 - 2:30 p.m.
104B, Convention Centre, North Bldg., Level 100

-Track 4: International Customer Relationship Management(ICRM)
The DMA Global Direct Marketing Weekend
Moderator: Paul Skinner, Business Development, Acxiom
Speakers: Milton Pedraza, Regional Manager for CRM, Latin America, Citibank; Shaun Coyne, VP, Information Systems Global Operations, GE Capital; David Hohman, Director of Customer Segmentation Analysis, Prudential; Jeff Williams, Senior VP, Global Network Services Operations, American Express

Panelists will discuss their experiences in international customer-relationship management.

The International Customer Relationship Management Forum
Sunday, October 24, 2:45 - 3:45 p.m.
104B, Convention Centre, North Bldg., Level 100

-Track 4: International Customer Relationship Management(ICRM)
The DMA Global Direct Marketing Weekend


Have a dialogue with your colleagues and session speakers about the strategies and practical applications you have learned throughout this track.

How Postal Services Around the World Can Help Direct Marketers Enter New Markets
Sunday, October 24, 8:45 - 9:45 a.m.
104D, Convention Centre, North Bldg., Level 100

RoundtablesThe DMA Global Direct Marketing Weekend
Facilitator: Lawrence J. Chaido, Founder & Director, Transglobal Consultants

A unique opportunity to intimately discuss specific questions you have concerning some of the major issues for international marketers.

How to Find, Hire and Retain the Right People for Your New International Market Entry
Sunday, October 24, 10:00 - 11:15 a.m.
104D, Convention Centre, North Bldg., Level 100

RoundtablesThe DMA Global Direct Marketing Weekend
Facilitator: Peter Fitzpatrick, Managing Director International, Gundersen Partners LLC

A unique opportunity to intimately discuss specific questions you have concerning some of the major issues for international marketers.

What to Do When the International Market You Have Just Entered Has an Economic Crisis
Sunday, October 24, 1:30 - 2:30 p.m.
104D, Convention Centre, North Bldg., Level 100

RoundtablesThe DMA Global Direct Marketing Weekend
Facilitator: Douglas Sacks, Senior Vice President, Infocore

A unique opportunity to intimately discuss specific questions you have concerning some of the major issues for international marketers.

What Impact Will the Move from Direct Mail to Telemarketing and E-Commerce Have on the Way Companies Will Communicate With Customers Globally?
Sunday, October 24, 2:45 - 3:45 p.m.
104D, Convention Centre, North Bldg., Level 100

RoundtablesThe DMA Global Direct Marketing Weekend
Facilitator: Mike Gibson-Sharpe, Vice President, Marketing, British Telecommunications

A unique opportunity to intimately discuss specific questions you have concerning some of the major issues for international marketers.