Drawing the Future, The Secret History of Building 19

Matt Brown, Building 19

Ever wonder how they make those wacky Building 19 ads? Would you like to know how well they work? Do you want to find out the most unusual and expensive thing the chain ever sold? Get an inside look at Building 19s unique and original advertising including the ads that never ran and why!

There are no guarantees for this track except one. It may be the funniest presentation youll ever attend, and youll get a lot of great stories and even a few ideas you can use.

Matt Brown has been the advertising genius and cartoonist behind Building 19s unconventional advertising since its inception. Since then, he has created thousands of eye-catching ads, inserts and direct mail pieces. This former teacher prides himself for knowing all the secrets and where the treasure is buried at Building 19.

Creating Client Chemistry

Andrea Nierenberg, Nierenberg Group

Is there a formula for transforming a customer into a salespersons biggest fan? Yes, and you can find out by following Andrea Nierenbergs proven techniques on how to bond with customers before, during and after the sale. This session gives you everything you need to turn customers into loyal and happy advocates.

Attend this session and youre guaranteed to:
" Find the exact needs of each customer without being pushy.
" Learn and avoid the 3 mistakes that turn off potential clients.
" Turn customer crisis into customer satisfaction.

As founder and principal of The Nierenberg Group, a business consulting firm based in New York, Andrea Nierenberg has presented custom-designed programs to the worlds leading businesses including American Management Association, Chase Manhattan Bank, DDB Worldwide Communications Group, Estee Lauder and Paine Webber. She also speaks around the world at conferences and for companies including the Israeli Direct Marketing Center, London Direct Marketing Fair, Pan Pacific, Swedish Postal Service, Swiss Bank and Worldexco.

B2B Lead Management: How to Qualify & Convert More Leads than Ever Before

Ruth P. Stevens, eMarketing Strategy

Looking to get more business from lead generation in B2B? You can increase your cam-paign productivity dramatically, if you put in a modest amount of focus on your lead handling strategies. In this session, you will learn how to leverage your fulfillment program, improve your qualification process, and double your lead-to-sales conversion rate, without spending any more money. Youll also learn 7 useful techniques for tracking leads to closure.

Attend this session and youre guaranteed to:
" Improve your qualification process in 3 easy steps (using the top 10 steps on inquiry fulfillment).
" Double your sales-lead conversion rate in just 3 months.
" Motivate your entire company to treat
leads like GOLD.
" Close the market loop with 7 options for tracking leads to closure.

Ruth P. Stevens consults to companies on customer acquisition and retention in both consumer and business-to-business marketing. She has held direct marketing positions at Time Warner, Ziff-Davis and IBM, as well as two Internet startup companies in New York City. Ruth is also a columnist for iMarketing News, teaches at NYUs graduate program in direct marketing and is past chair of the Business-to-Business Council of the DMA. She has studied marketing management at Harvard Business School and holds an MBA from Columbia University.

To Mail or Not to Mail! A look at segmentation opportunities available in compiled databases.

We all know how important the accuracy of a prospect list is when we are using an outside list. Granted, controlled circulation lists are far more accurate compared to the compiled data, however that is not always the most desirable option. In this interactive session well take a look at what segmentation options are available in compiled business to business and compiled consumer data and how you can leverage elec-tronic resources available to list resellers.

Attend this session and youre guaranteed to:
" Learn proven list segmentation techniques to acquire lists more efficiently.
" See a hands-on demonstration of how list segmentation is done in B2C and B2B.
" Learn how high speed data connectivity gets you instant answers to your what if questions.


Jeff Ferris, President, ListbrokerUSA.com (A division of InfoUSA).

Doug Borchard, CEO, iMarket, Inc.

Diane Mulligan, Senior Data Consultant, Experian


Parthiv Shah, Director of New Business Development, J. M. Perrone Company