October 2013
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New AutoNet Features Add Even Greater Insight, Targeting, Sales & ROI

The automotive industry's most powerful prospecting tool just got even stronger with three new features:

  • Acxiom’s Automotive Audience Propensity Models – Targeting your prospect is now faster, less costly and laser-focused with Acxiom’s “pre-built” models covering Vehicle Brand Affinity, In-market Propensities, Vehicle Segments, Vehicle Feature Type, Country of Origin and Financial Transaction.
  • Kelley Blue Book Value Appending – A fast, easy way to incorporate KBB values for your trade-in/in-equity marketing efforts.
  • AutoNet Cross-shopping Report – Gives exclusive make/model insight on the geography of shoppers and vehicle ownership; identifies other vehicles in the garage; tells you what your current owners are shopping for and the competitive makes/models of shoppers who are currently considering your brand.

Contact your ICS Account Manager to learn more about these new AutoNet features and how to apply them to grow your sales and marketing ROI. (Sources: ICS, KBB, Acxiom)

PPC + Web Site Analytics = Retargeting Success

Rarely does a visitor to your web site convert on the first visit (about 2%).  However with retargeting, you can determine your visitor’s intent and then tailor messages to that person as he/she continues to search the webCaution:  Your messages must be relevant and of value; otherwise, you will come across as a cyber stalker!  Here’s a great video with easy ways to get more out of your retargeting.  Plus, this article helps you “Harness the Power of Retargeting for Various Types of Web Sites.”   (Sources:  Search Engine Journal)

Study Results:  Email Marketing Trends

Silverpop’s 2013 Email Marketing Metrics Benchmark Study analyzes emails sent from 2,787 brands in 2012 and boils down their observations into trends important to your strategy…definitely worth a read.  Also, Experian found email volume and open rates are on the rise (17.9% and 7.2% respectively) while half are opened on mobile devices.  Here’s a summary of the results, or sign-in to download the free, full report(Sources:  Silverpop, btobonline.com and Experian)

How To Build a B-to-B Marketing Database for Better CRM, Increased Sales

This blog post details four ways B-to-B databases are (or should be) different than B-to-C databases.  It also gives you a quick bullet list on what records to include and how to go about pulling your data together.   Have questions on building or maximizing your own Marketing Data Warehouse?  Just contact your ICS Account Manager and download this PDF for a quick overview
(Sources:  Target Marketing Magazine, ICS)

Case Study:  ICS Hones Targeting & Saves Over $100,000 in Postage for Utility Company

ICS added advanced targeting models and a mailing strategy to an already complex data segmentation process for a large scale direct marketing program.  Consequently, ICS achieved significant postage savings while improving targeting of highly qualified prospects.  Here’s the full case study. (Source:  ICS)

Webinar: How to Select the Right Marketing Automation Approach, 11/5 @ 2 p.m. EST

ICS is excited to present Jay Hidalgo, an industry leader on Marketing Automation, Tues., 11/5 @ 2 p.m.  Click and register today to learn about budgeting, planning, ROI, in-house versus out-sourced options and more.  Also, visit this post about the webinar, plus other webinars to help grow your business.

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