ACCM - 25th Annual Conference • May 19-22, 2008 - (Page 8)

BUSINESS-TO-BUSINESS INTENSIVE | Monday, May 19 LEADERS: This updated intensive is packed with information and revenue generating ideas exclusively for B-to-B multichannel merchandise managers. You’ll learn how to develop a profitable marketing strategy, about successful acquisition and retention techniques, how to market to your customers through multiple channels with a consistent message, ways to target specific customer groups in order to boost profits, and much more. Numerous practitioners will provide case study examples for you to learn from. You’ll take away ideas and proven strategies to improve your revenue stream. Ralph Drybrough CEO, MeritDirect George Hague Senior Marketing Strategist J. Schmid & Assoc. Inc. What Every B-to-B Multichannel Merchant Needs to Know About Marketing Strategy 8:15 a.m. – 9:30 a.m. Want a great marketing strategy? Then you ﬁrst need to learn to plan. How do you determine whether your sales goal is pie in the sky, a sandbag, or realistic? Who should lead the planning process? What information should you use? Can you identify the key points that set you apart from your competition, and how you compete with them? Planning is a process not an event. This session will teach you how to develop a strategic marketing plan that optimizes your company’s assets for growth and success. Speakers: George Hague, Senior Marketing Strategist, J. Schmid & Assoc. Inc. Roy Shields, President, BankSupplies Paul Stupenski, Vice President of Marketing, MW Industries How to Boost Profits With B-to-B Vertical Marketing 2:00 p.m. – 3:00 p.m. Have a narrow target audience? Then you’d better hit the bull’s eye. This session shows you how to turn that small target into your strength. When you understand the key needs within your market, you can deliver a powerful message that uses brand, creative and data to present a unique selling proposition for your customers. Special emphasis will be placed on integrating customer speciﬁc landing pages for better web-delivered service. Speakers: George Hague, Senior Marketing Strategist, J. Schmid & Assoc. Inc. Kevin Embry, Vice President of Marketing, Shoes for Crews 50 Ideas in 50 Minutes — Tips to Increase Sales and Profits for Your B-to-B Company 3:15 p.m. – 4:15 p.m. Don’t miss this fast-paced last session of the day. This panel of B-to-B marketers will provide you with 50 ideas to increase sales and proﬁts for your company. Even if you haven’t attended the other sessions in this intensive, you’ll walk away with ideas to implement immediately and grow sales. Moderator: Ralph Drybrough, CEO, MeritDirect Panelists: Neil Sexton, President and COO, Northern Safety Company, Inc. Terry Jukes, Principal, B2B Direct Marketing Intelligence, Inc. Strategies for Blending Marketing Channels to Increase B-to-B Sales 9:45 a.m. – 10:45 a.m. As much as we might like our buyers to follow a linear path down a marketing channel to buy products, that’s usually not how they purchase anymore. The buyer’s journey today is a circuitous path through numerous channels that’s difﬁcult to track or predict. But attempting to move buyers down a speciﬁc channel misses the huge opportunity multichannel marketing presents. Many customers prefer that you use multiple channels to contact and inform them. This session will give you strategies to blend multiple channels of customer contact to boost sales. Speakers: Larry Kavanagh, President & Founder, DMinSite Randy Burkard, VP of Brand Management, VWR Education Eileen White, Director of Customer Acquisition, Staples Grand Opening Reception in the Exhibit Hall 4:15 p.m. – 6:30 p.m. Brunch & Power Forum: The Mystique of the Multichannel Customer — What Engages Customers and Prospects? 11:00 a.m. – 12:30 p.m. (See page 7 for details.) Successful B-to-B Acquisition and Retention Techniques That Help Grow Profits 12:45 p.m. – 1:45 p.m. In this session we’ll show you how to ﬁnd your best prospects in the most efﬁcient, cost-effective way and how to retain those customers to drive sales. We’ll talk about prospecting and customer acquisition across channels including data mining and utilizing co-op databases. Plus, learn how to identify and manage the most critical segments of your customer ﬁles and create effective strategies for each group. Moderator: Ralph Drybrough, CEO, MeritDirect Panelists: Sheila Schaetzke, Vice President, Address Marketing, K+K America Corporation Craig Reynolds, General Manager, Hello Direct Jason Riccardi, Director of Global Marketing, Myron Manufacturing 08 ACCM 25th ANNUAL CONFERENCE MAY 19-22, 2008 • GAYLORD PALMS RESORT • ORLANDO

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ACCM - 25th Annual Conference Highlights Program Tracks Keynote Speakers Conference Schedule Senior Executive Program Monday, May 19 - Intensive Day Business-to-Business Intensive Circulation Intensive Creative Intensive Email Intensive Merchandising Intensive Search Engine Marketing Intensive Small & Start-up Multichannel Merchant Intensive Web Analytics & Conversion Intensive Special Conference Events Mergers & Acquisitions Intensive Tuesday, May 20 Wednesday, May 21 Exhibiting Companies Thursday, May 22 - Post-Conference Workshops Visit the Exhibit Hall Travel & Hotel Information Register Today Attending Companies Companies Speaking at ACCM

ACCM - 25th Annual Conference • May 19-22, 2008

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