NEWS, RESOURCES & SEMINARS

March 2, 2004: DMSI completes CRM benchmarking for local PR firm
DMSI announces the completion of an in-depth CRM audit at Levick Strategic Communications, Washington DC. This audit used a standardized benchmarking methodology, customized for Levick by DMSI staff, to assess the maturity level of Levick's current CRM software and operational procedures. The benchmarking approach examined Levick's marketing objectives and how well they were being met with the current CRM software in use. It also provided both short and long term recommendations. Levick is now using these recommendations to select a CRM vendor and software application for implementation later this year.

March 1, 2004: WiseGuys Software strikes again!

The newest member of the DMSI WiseGuys software community is PC/nametag, a midwestern supplier of meeting products to the convention industry. PC/nametag installed the WiseGuys RFM and Lifetime Value modules to get a better understanding of their customer base. And the installation was completed in less than a day. Here is what Melissa Anunson, Marketing Manager, had to say about WiseGuys: "Our current catalog system is really not a marketing database. Adding WiseGuys provides a solution that is easy to use and super fast!"

See full information about WiseGuys Marketing Software here.

Dec. 1, 2003: WiseGuys Marketing Software from DMSI has been enhanced to provide users with Response Analysis functionality.
Response Analysis - the ability to precisely measure promotional campaign effectiveness - is the single largest unmet need for marketers. WiseGuys tracks the number of outgoing mailings, and then does a "matchback" of orders against the mailings, to calculate response. In this way, marketers can evaluate which campaigns are paying for themselves, and which are not.

Additionally, WiseGuys now provides Broadcast E-mail functionality. It uses the easy point-and-click selection features of WiseGuys to target an audience using 16 selection criteria. With this capability, users can communicate with a variety of messages specific to their audience needs.
For complete details and FAQ, download WiseGuys FAQ in PDF format.

Oct. 30, 2003: Johns Hopkins Univ. to offer new course in Interactive Marketing
Johns Hopkins has announced their first graduate level course in Interactive Marketing, to be held in May, 2004. Bruce Gregoire, President of DMSI, will be leading this course in the Master of Science in Marketing program. This course "Interactive Marketing Concepts and Strategies" will present the rapidly changing field of Interactive Marketing and its component topics of Direct Response Marketing, Internet Marketing, and Customer Relationship Management (CRM). Students will first study the evolution of Internet business models, to compare and contrast them. Ebay and Amazon.com are typical examples.

In addition to the Interactive Marketing course, Mr. Gregoire has facilitated the Marketing Information Systems course at JHU since January, 2001.

Aug. 26, 2003: CompUSA Corporate Seminar launch - it is time to Power-Up©!
This fall, you will notice a major new campaign at CompUSA: the launch of it's Corporate Sales division. And DMSI is joining forces to play a key role! Starting Tuesday, October 7, Bruce Gregoire from DMSI will facilitate the "Power-Up©" series of small business seminars for CompUSA. Power-Up© provides a thorough introduction of 6 business software applications in 3 hours - including popular packages like Quickbooks, MS Access, and Goldmine. Power-Up© is designed for small and mid size organizations who need expert advice about exploiting the power of desktop marketing applications. If you are a career minded marketing professional, you will find this seminar invaluable in taking control of your own customer database!

To register, contact Kim at CompUSA directly (703) 212-6502 (space will be limited). Be sure to mention DMSI, and receive a substantial discount on your registration fee. Power-Up Seminar Flyer

August 1, 2003: WiseGuys^TM Ver 1.2 Upgrade released
This month, DMSI has released an upgrade to The WiseGuys Marketing Software - a suite of Database Marketing software utilities. The WiseGuys, written in MS Access for your desktop, help marketers learn more about their customer purchases. Marketers can then nurture their most valuable customers for long term relationships and increased sales. As before, WiseGuys links to the Mail Order Manager database, and will soon link to other marketing database brands as well. The new features in version 1.2 include "smart filters" - that filter out the noise level in your database. You can now vastly improve your targeted mailings to customers using the filtered RFM analysis feature. For example, you can save mailing expense by suppressing selected customers records as follows:

April 4, 2003: DMSI announces Wise Guys^TM Marketing Analysis tools
DMSI is now completing a suite of Marketing Analysis tools, including Lifetime Value Analysis, RFM (Recency, Frequency, and Monetary Value) analysis, and Data Mining. This suite runs on MS Access and be released in May 2003. The important features of the Wise Guys tools are as follows:

1. Wise Guys can link to most commonly used order entry systems, including Mail Order Manager.
2. Wise Guys performs “householding” of customer records. This allows B-B marketers to see the aggregate purchase activity of multiple individuals in an organization.
3. Wise Guys can answer very important questions for marketers:
   a. Who are your best customers?
   b. What is the Lifetime Value of your customer base, by customer segment?
   c. What is the RFM score for each customer in you customer base?
   d. If your customer buys product X, what is the most likely companion product
             they will also purchase?

For more information about the Wise Guys, see the Products page.

March 17, 2003: DMSI completes Database project for United Way of America.
DMSI has implemented the “Integrate” Marketing Database for Sales Service/America (SS/A) in Alexandria, VA. SS/A is the catalog marketing division of United Way of America. SS/A specializes in selling advertising specialty items with the United Way logo to more than 50,000 organizations nationwide. The Integrate database links with SS/A’s order entry system (Mozart, from CommercialWare). Integrate helps SS/A mail smarter by calculating the RFM (Recency, Frequency,
and Monetary Value) of their customer data. With this tool, SS/A is able to score their customer base, and more precisely target which customers should receive specific mailings. Future releases call for incorporating Interactive Marketing tools, which will then help SS/A “e-mail” smarter as well as mail smarter.

Feb. 1, 2003: DMSI announces MOM-to-Goldmine integration package
DMSI has created a new add-on package for Goldmine & MOM software users for immediate release. This package displays, within a Goldmine customer view, all of the linked order transactions from MOM! To see a preview of how MOM orders can appear in Goldmine, go to our Goldmine tech staff partner site here. Note to ACT users: we can upgrade you seamlessly to Goldmine to provide this capability - contact us today!

Jan. 8, 2003: DMSI addresses the DMA
Bruce Gregoire, President of DMSI, presented "The Role of Database Marketing" at the Direct Marketing Education Foundation (DMEF) Institute in January. This Institute, sponsored by the national DMA, brought together 20 leading college professors from the northeast for 3 days to discuss current interactive marketing topics. Mr. Gregoire led a discussion on current database marketing approaches in the field. For more information on DMEF, go to www.the-dma.org/dmef If your organization would like a guest speaker on the topic of Database Marketing or CRM, contact DMSI at (703) 941-8109.

Dec. 2, 2002: B. Gregoire to address DMA Marketing Institute event
The national Direct Marketing Assoc. (DMA) has enlisted Bruce Gregoire, DMSI President, to speak on the "Role of Database Marketing" at their Jan. 8 event. The purpose is to show college professors the importance of a database, how it's used, and some of the current database marketing techniques.

Oct. 1, 2002: DMSI "powers up" The Roberts Company.
The Roberts Company has been a unique supplier for firefighter gifts since 1959. DMSI has completed
an on-site audit of their Mail Order Manager system to improve efficiency and effectiveness. Since 9/11, The Roberts Company has played an important role in supplying our nation with firefighter gifts that honor their crucial role. DMSI is proud to assist The Roberts Company in streamlining their Mail Order Manager system with our Operational Audit. With this audit, we can help organizations get the most out of their database investment. The audit includes a review of data quality, use of system functions (including web shopping cart interface), training, and a review of management reports. Congratulations and a "job well done" to all the folks at The Roberts Company.

September 30, 2002: Discount Paper selects DMSI for database upgrade.
Discount Paper, New Hudson, MI has enlisted DMSI to upgrade their Marketing Database. Discount Paper is a specialty supplier of paper supplies for retailers nationwide, and needed a complete overhaul of their database operations. DMSI has begun implementation of a fully integrated solution: to include manufacturing, telemarketing, order entry credit card processing and fulfillment functions.

August 20, 2002: Congrats to Johns Hopkins MIS Students!
Bruce Gregoire, President of DMSI and adjunct Professor at Johns Hopkins Univ., congratulates his 16 students for their successful completion of Marketing Info Systems. All students are working toward a MS degree in Marketing at JHU. At the same time, many are pursuing their marketing careers in businesses and organizations in the mid-Atlantic area. This makes their achievement even more remarkable, to which we add our Bravo!

RESOURCES

Customer Relationship Management
CRM: Getting from here to there! By Bruce Gregoire Requires Acobat Reader

Data Mining Primer
Do you want fries with that? By Bruce Gregoire Requires Acobat Reader

E-NEWSLETTERS

SEMINARS

RFM Boot Camp: Get Hands-On with your Marketing Database
Wednesday, Octorber 29, 2003
Master the basics of RFM (Recency-Frequency-Monetary value) -- and discover new revenue opportunities in YOUR database -- in this all new one-day workshop led by Bruce Gregoire, President of Desktop Marketing Solutions and adjunct Professor at Johns Hopkins University. Drawing on the concepts he developed for his graduate school course at Hopkins', Gregoire's workshop will give registrants an introduction to RFM fundamentals and more importantly, a chance to apply them. Using MS Access software, each attendee, working hands-on with a PC, will do basic RFM calculations to see how this knowledge can be used to increase campaign response (plus sales and earnings). EXTREMELY user-friendly. No MS Access knowledge required -- just a desire to understand RFM better. Class strictly limited to 20 students. Don't be shut out.

UVA Northern VA Center, 7054 Haycock Rd, Falls Church, VA 22043 VA -- a short walk from the West Falls Church Metro Station on the Orange line. 9:00 a.m. to 4:45 p.m.