B-to-C

Making a Complex Business Consumer Friendly
May 25, 2006

Looking at the New Breed of Bankers May 25, 2006: Vol. 2, Issue No. 41 IN THE NEWS Internet banks draw raves Many like the convenience and higher interest rates, but it's not for everyone. NEW YORK--Higher interest rates initially drove Nick Sayers to the Bank of Internet. But he soon realized it's more convenient, too. Sayers, 26, a private-equity investor in Chicago, is one of a growing number of Americans ditching their neighborhood brick-and-mortar accounts. Others are moving the bulk of their money to virtual banks like Bank of Internet, which can offer better rates because they don't have to

Can Consumers Be Persuaded to Trust E-mail?
October 1, 2005

By Alan Chapell As we all know, spam continues to be the scourge of the e-mail marketing business. It frustrates consumers because it clogs their inboxes with useless and fraudulent messages. And it creates a different headache for marketers. Spam harms consumer trust in e-mail as a medium, and that means fewer people are willing to provide their e-mail addresses to any organization—even those trying to market the right way. The direct marketing industry has provided consumers with many tools to help fight spam—filters, Sender ID, etc. But we haven't always done enough to help consumers determine which Web sites will use the

The Yin and Yang of American Consumers
September 1, 2002

By Denny Hatch A guy I know bought two Fedders air conditioning units and a VCR from American Appliance, an independent discount appliance chain in my area. One of the machines didn't work, and he phoned the store. The line was perpetually busy. He went to the store during regular hours and was told the store was closed. "When will it be open?" "I am telling you, the store is closed," was the reply. It turns out GE Capital called in its markers, and the 33-year-old, privately held American Appliance instantly shut all 24 stores and fired its 700 employees. For The Philadelphia Inquirer

Selling to Both Businesses and Consumers
October 1, 1999

by Alan Weber Business-to-business marketing and business-to-consumer marketing are very different. Communications are different, databases are different and sales methods are different. Most companies consider themselves to be one or the other. But the division between the two markets isn't absolute. Many consumer marketers also sell to businesses, whether they recognize it or not. It is not uncommon to begin a marketing database analysis comparing consumers based on demographic data, and find the biggest customers aren't private consumers at all. In most cases where a company sells to both, the database, communication efforts and selling efforts are geared toward consumers. This often means the