Monthly Archives: June 2014

Direct Response Television for Interactive Television Marketing

Direct response television or DRTV is not a new form of television advertising; it has, in fact, been around for a few decades. DRTV basically is TV commercial but with an 800 number that consumers can directly contact while the commercial is being aired. It’s a TV advertisement that lasts longer than the usual 30 or 60 seconds, with the aim of providing comprehensive information on the product or service being advertised.

DRTVs are best suited for new products or services – the kind that have not yet been introduced to the retail market – such as a battery-operated split end trimmer, vacuum-sealed clothes bags, flatulence odor-absorbing blankets, boyfriend-arm shaped pillows, and oscillating barbells. These products are usually newly-invented and patented, and most of the time comical. They are often sold first on television through DRTVs that typically last for 2 minutes or for 20-30 minutes depending on the preference of the product or service producer.

DRTVs are more complicated than regular TV ads and infomercials, whose only requirements are the services of an advertising agency, a media planning agency and a production outfit. On the other hand, successfully launching and managing a DRTV would require a solid sort of machinery that covers production, media buying, call center support, order processing and freight management, to mention the basics.

Because of the difficulty in managing the entire DRTV production and management, many video and multi-media companies expand to provide all necessary services for DRTV production and management. This makes the whole process easier for the producers as all tasks can be centralized into one service, which is in turn more profitable for the production company.

While the actual DRTV production process should be easy enough, as they are most of the time low-budget, focusing more on giving information than on visual appeal, it’s the whole management and follow-through system that’s tricky. A team of people – a call center or a pool of customer service agents – is required every time the ads air for order processing.

The use of DRTVs is still considered very effective for retail-virgin products. DRTV production allows their consumers to react directly and quickly to the products being advertised, which in turn gives producers real-time knowledge of their business’ profitability.

For More Information, please visit our website at DRTV production.

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Direct Response Advertising, Is Everybody Really Doing It?

The direct response advertising business is a $250 Billion dollar industry. Yes, Billion with a capital B. Yet people think they are not affected by direct response – until you find a George Foreman Grill in their kitchen. Even the most unsuspecting people are roped in by direct response (DR) advertising. This is why it is a growing industry for medium to small business owners to get their products and services sold.

Many of products you use today got their initial launch through DR advertising: TheraBreath; OxyClean, the Ab Roller®… and the list goes on.

Ironically, many people think they know nothing about it and are not affected by it. It is the most unsuspecting, yet highly workable, marketing method today. Why? TV. A article Why You Can’t Ignore the Power of Direct Response Ads to Boost Sales, cites television as reaching a whopping 98% of the homes in the U.S.

And according to a study from the Electronic Retailing Association, called The Evolving Role of Direct Response Television in Multichannel Marketing Execution, multichannel marketers are growing the DRTV industry. (Multichannel marketing is offering customers more than one way to buy something — for example, from a website as well as in retail stores.)

Bob Francis, the Vice President of Commercial Production for Event Management Services, Inc. is a pioneer in the world of direct response. With 25 years under his belt in the DR advertising industry and accolades like having been the creative genius behind the well-known 8-Minute Abs campaign, when Francis comments on what it takes to be successful in DRTV, people listen.

To hit it big with Direct Response, one needs:

o A product that has mass appeal

o A good ratio between hard cost & retail price

o An irresistible, generous offer — give away way more than what the consumer pays for (Victoria Principal’s skin care line is a great example).

An added advantage is to have a consumable product. “Once they [consumers] like it, wear it or use it and get compliments three days in a row, you can guarantee when they run out they will buy it again.” says Francis. “Consumable products have lifetime customers.”

DRTV is not just for celebrities. Today’s small to medium businesses can reap the rewards. The benefits include:

o Building brand name recognition

o Retail backup – in other words, take your product with proven DR advertising and sales backing it up, that retailer is already ensured they have a product that is going to sell in their stores.

What’s the ultimate goal of DR advertising? Going to retail. George Foreman made millions before taking to retail. Jane Fonda’s videos were once sold via Direct Response – now you can even rent them at video stores.

Francis’ acumen lies in not only writing, producing and directing Direct Response ads, but also in assessing what products are viable candidates for this type of marketing approach. He imparts his knowledge to entrepreneurs from many different industries nationwide at marketing boot camps organized by Joy Gendusa, CEO of PostcardMania, and Marsha Friedman, CEO of Event Management Services, Inc.

One factor Francis claims he loves is disabusing entrepreneurs of the misconceptions of direct response advertising. Direct Response advertising is very workable today because:

o The costs of production is low

o With the advent of cable TV, media time is inexpensive

o You can target your audience with cable like never before

“You can’t just utilize one channel of advertising these days,” says Francis. “DR advertising coupled with an aggressive web and retail presence can boom your business.”

Bob Francis is one of the pioneers in the direct response advertising industry. Bob began his career in 1983 as the producer of the hour long infomercials for the Lowry Group and National Super Star, two Real Estate seminar companies. Bob’s biggest and most notable TV commercial hit was “8 MINUTE ABS” which he wrote, produced and directed and which sold over twenty million dollars in the first eighteen months it aired. It is still being sold on the internet today.

Karla Jo Helms is the Vice President Public Relations for PostcardManiaJoy Gendusa founded PostcardMania in 1998, her only assets a computer and a phone. By 2005 the company did over $12 million in sales, employed over 100 people and made Inc. Magazine’s prestigious Inc 500 List as one of the 500 fastest growing companies in the nation. She attributes her explosive growth to her ability to choose incredible staff and her innate marketing savvy. As an Expert Author, she is always willing to share her marketing advice through articles, interviews and speaking engagements. Visit PostcardMania’s web site at For more information on Bob Francis’ educational seminars, visit []


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Direct Response Marketing Can Solve CMO’s Problems

The average tenure for a chief marketing officer (CMO) was down to approximately 23 months in 2006, according to a study by executive search firm Spencer Stuart and reported in BtoB magazine on 5/7/07. The Spencer Stuart study also found that nearly three-quarters of CEO’s and board members consider the marketing organization “highly influential and strategic” in the enterprise, but nearly two-thirds say that their top marketers don’t provide adequate ROI with which to gauge marketing’s true performance.

Another recent survey reported that only 7 percent of senior-level financial executives are satisfied with their company’s ability to measure marketing ROI. The survey also points out that less than 10 percent of these executives indicated that their company had a separate budget allocated for measuring marketing effectiveness. (Marketing Management Analytics and Financial Executives International survey, revenue magazine May/June 2007).

“I worry about what will happen to the future of marketing leadership because of the turmoil-the short life span [in the CMO position], the pressure and the high expectations,” said Greg Welch, head of the CMO practice at Spencer Stuart. The steady stream of departures among high profile senior marketing executives is evidence of this “turmoil”. Just this year, Macy’s CMO, AT&T’s CMO, Verizon’s VP of marketing and the CMO at Wachovia all left their positions. (BtoB)

The mounting pressure on CMO’s, combined with corporate executives being dissatisfied with the lack of measurement of ROI by these marketers, creates the perfect opportunity for more companies to adopt direct response marketing initiatives to address these problems. This also represents a big opportunity for our industry to step in and help these companies develop direct marketing programs. Since the direct response marketing model is all about measuring ROI, it seems like more of these marketing executives will now be open to testing out direct response advertising.

Of course there are many CMO’s outside of the direct response industry that are doing a good job. The BtoB article notes that Martin Etherington, VP-marketing at Tektronix said his marketing department is 100% accountable and measurable and it aligns its metrics with the strategic objectives of the company. However, it appears that this type of marketing measurement and accountability is not yet that widespread among Fortune 1000 CMO’s, judging by the high turnover and the survey feedback from corporate executives.

From the perspective of a direct marketer who lives in a world of total accountability, the need for more accountability and better ways to measure ROI among traditional marketers seems like a relatively easy problem to address. However, many of the Fortune 1000 brand marketers work with mega ad agencies that have been slow to move away from traditional brand marketing and adopt the principles of direct marketing. Perhaps the increasing pressure on CMO’s will force them to take a more serious look at the power and accountability of direct response marketing.

Peter Koeppel is Founder and President of Koeppel Direct, a leader in (DRTV) direct response television online, print and radio media buying, marketing and campaign management. With a Wharton MBA and over 25 years of marketing and advertising experience, Peter has helped Fortune 500 companies, small businesses and entrepreneurs develop direct marketing campaigns to increase profits.

Peter started Koeppel Direct in 1995 and has built it into one of the leading direct response media buying firms in the U.S.

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The Advantage Of Infomercials Or Direct Response TV

What you should know about the advantage of infomercials?

In reality, if you watch a TV commercial in a 30-second spot. You may be interested to know the product; but that is about it. The next thing you do is search the internet or go to the store to know more of the product or go to the place to know more of the service. This factor is a hassle if you get interested with the product or service right away.

If you are marketing your products and services, your objectives are to generate product/service
knowledge, then leading to market position, and productive revenue. In most circumstances, and in some corporate culture around the globe, you might want to value generating less capital on marketing expenses but maximizing results. But that depends on your marketing concept and direction, products or services, and your budget. And one of the most effective avenue for reaching and persuading vast numbers of people to try your products or services is the television.

This is when infomercials come in. Infomercials are joined terms of “information” and “commercials.” It is a commercial television or radio program offering the sponsor’s/ advertiser’s message to its target market or consumer demographic about the product or service. Infomercials are also known as Direct Response TV (DRTV), obviously, because they are aired on UHF and VHF channels and it results favorable response from its viewers. It is some people’s perception that infomercials are overrated. But no, they are not. The benefit of a direct response TV is its real-time inquiry and the advantage to place an order. This is in contrast with a 30-second commercial where the objective is to increase the visibility of the brand name. DRTV is the best advertising format especially for new and innovative products or services that can be demonstrated and shown.

Products and services like health and fitness products, cosmetics, dermatological and personal care products, nutritional supplements, kitchenware, appliances, spas, salons, and other products and services engage in Direct Response Marketing because they want to achieve a call-to-action: a direct response from a target audience or consumer who have seen your TV spot at a local or cable channel.

Direct Response Marketing or infomercials’ objective is to communicate its message DIRECTLY to its target audience or consumer demographics. Your message is your Product, Place of Distribution, and Price. Your message is mandatory. If you fail to do this, then your marketing strategy is a flop. The strategy to this is to give full information about the service or product; service’s or product’s pricing structure; where they can purchase the product; what the product’s or services unique selling point or the competitive advantage compared to other product type or service type; and the benefits and advantages of the product or the service.

With infomercials, a direct response television advertising agency, have the luxury of advertising placement to media networks to discuss everything about the product in a maximum of a 60-minute slot on TV. Compared with the usual 30-second or 1-minute TV commercials, infomercials can better persuade viewers to look seriously into the product or service, they have the ability to reach, engage and affect the audience intimately to certain degree that some viewers get addicted to watching infomercials to burn time or just because they are hooked.

If you would like to know more about infomercials, direct response TV, or direct response marketing, contact a direct response TV advertising agency near you.

Dhorj Escusa is a web copywriter and PR writer for a web design company that builds websites and increases web visibility through optimization and promotion.

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