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Steven
R. Isaac
Managing Director, The Interactive Marketing Institute
Steve brings over
25 years of experience in direct marketing and marketing
services to his role as Managing Director of Virginia
Commonwealth University’s Interactive Marketing
Institute. Prior to joining IMI, Steve served in the
dual roles of EVP, DIMAC Marketing Partners and CEO of
DMW Worldwide, DIMAC’s direct marketing agency. In
addition to his corporate responsibilities, Steve
directed the activities of the agency’s offices in Boston,
New York, Philadelphia
and St.
Louis. Prior to taking
the leadership role at DMW, Steve was Executive Vice
President of Cadmus Communications Corporation of Richmond,
Virginia, where he was responsible for ten business units forming
the Marketing Communications Sector and generating $212
million in annual sales.
These businesses included direct and interactive
marketing agencies, point-of-sale and packaging
businesses, custom publishing, fulfillment, and
commercial printing operations.
Before joining
Cadmus, Steve was Executive Vice President/Chief
Operating Officer of The Martin Agency, where he was
responsible for the day-to-day operation of the agency
and its subsidiary units.
Nationally recognized for its outstanding
creative work, The Martin Agency, a unit of the
Interpublic Group, was then $350 million in billings and
employed 400 people. Simultaneously, Steve served as CEO
of Martin Direct (formerly The Stenrich Group), the
agencys direct marketing unit.
Steve came to the
Martin
Agency
through the sale of his agency, The Stenrich Group to
Martin in 1986. Founded by Steve in New
York City
in 1979, Stenrich was an internationally known, full
service, Direct Marketing agency serving such clients as
Sprint, Mercedes Benz, IBM World Trade Americas, Geico
and others.
Steve has received
many awards and honors in the direct marketing industry
and is a frequent industry seminar presenter and
speaker. He
was a principal presenter for The Center for Direct
Marketing from 1978 - 1986, seminar presenter for The
American Management Associations from 1988-1992, and an
instructor in The Columbia University Executive Program
from 1986 -1992. He
has been part of the IMI core faculty since 2001.
He has also
written several articles for professional publications,
judged Echo Award Final Round since 1995, and has been a
member of the American Association for Advertising
Agencies and The Direct Marketing Association, where he
was Chairman of the Agency Leaders Group from 1994 to
1996. He has
also been listed in Who’s Who In America for many
years.
Steve received his
BA in English from the University
of Buffalo
and an MS in Communications/Education from Syracuse
University
and completed 50% of his MBA coursework at Fordham
University
.
Pamela Kiecker, Ph.D.
Executive Director, The Interactive Marketing Institute
Head of Research and Issue Analysis, Royall & Company
Pamela Kiecker
joined Royall & Company as Head of Research and
Issue Analysis in January 2003.
Royall & Company is a Richmond-based direct
marketing agency that assists colleges and universities
with undergraduate student recruitment.
Dr. Kiecker
retains her positions as Professor of Marketing and
Executive Director of the Interactive Marketing
Institute (IMI) in the School
of Business
at Virginia
Commonwealth
University. IMI offers
a full array of educational programs and consulting
services focused on direct and interactive marketing,
including a graduate-level professional direct marketing
certification, marketing research services, and
cyberbranding and website usability testing.
Dr. Kiecker founded IMI during her tenure as
Chair of the Department of Marketing and Business Law at
Virginia
Commonwealth
University
and served as administrative head of the department from
1996 to 2002.
Dr. Kiecker has a
Ph.D. in Business Administration from the University
of Colorado
at Boulder
,
an MBA from Minnesota
State
University,
Mankato, Minnesota
, and a B.A. from Carleton
College, Northfield
,
Minnesota.
Her areas of teaching expertise include consumer
behavior, integrated marketing communications, and
marketing research.
Her research interests include communications
effects, interactive marketing, survey research methods,
and international marketing strategy.
Prior to joining
the VCU faculty, Dr. Kiecker was on the graduate
faculties of Texas
Tech
University
, University
of Calgary
, Albert
, Canada
, University
of St.
Thomas
in St. Paul
,
Minnesota
,
and Minnesota
State
University
, Mankato
, Minnesota
. Within her academic appointments, she also served as
Research Analyst for the Business Research Division of
the University of Colorado at Boulder , Research Fellow
with the Texas Wine Marketing Institute at Texas Tech
University , and Research Director in the Survey
Evaluation and Research Laboratory, Center for Public
Policy, Virginia Commonwealth University.
Dr. Kiecker has
published more than 50 articles in academic and trade
journals, including the Journal of the Academy of
Marketing Science, Journal of Business Research,
Psychology and Marketing, Marketing Letters, and the
Journal of the Market Research Society and received
research grants from the Fulbright Commission, U.S.
Department of Commerce, U.S. Department of Education,
the World Bank, AOL, and the Virginia Center for
Innovative Technology.
She has won numerous awards for her research, is
a frequent keynote speaker for professional business
organizations and events, and has enjoyed diverse
consulting relationships over the past twenty years with
a variety of organizations including direct marketing
agencies; retail businesses; financial, health care, and
real estate services; non-profit associations; and
consumer packaged goods firms.
She has participated in academic programs and
consulting projects in Scandinavia
,
Eastern and Western Europe
, the United
Kingdom
,
Canada
, Mexico
, Central and South
American
, Egypt
, Indicate
, Malaysia
, and Australia
.
John B. Adams, Jr.
John B. Adams, Jr.
is Chairman and CEO of The Martin Agency, the largest
and most prestigious advertising agency in the
Southeast. Under John’s leadership, The Martin Agency
has grown to national prominence, representing such
brands as UPS, Hanes, Olympus
,
and Coca-Cola and Seiko.
Chris Costello
Chris Costello is
Founder and President of Bubbafuss, LLC, a
character-based children’s brand.
Prior to founding Bubbafuss, Chris was Director
of Consumer Marketing Strategy, Creative Integration and
Creative Development for Capital One.
He has a degree in Film and Broadcasting from Boston
University
.
Chris began as
Founder and Principal of Pentangle Productions in Boston
,
where he was the firms Head Writer and in-house
Director. From there, he moved into advertising, landing
a job as copywriter with KK&M in Boston
,
where he won numerous creative awards including a One
Show award for a print ad selling a machine that folds
paper. His
first foray into Direct Marketing was with Bronner,
Slosberg, Humphrey (now digitas) in Boston
. He worked
on such clients as AT&T, American Express, Federal
Express, Fleet Bank and Disney Vacation Club.
He was on the core team that launched both the
American Express Membership Miles program and Disney’s
Vacation Club timeshare property. He left Bronner as
Associate Creative Director in 1993.
Bitten by the interactive bug and seeing the
possibilities of this new medium, he joined Redgate
Communications as Creative Director.
Highlights include the creation of an interactive
sales and marketing CD-ROM for Gartner Group, and a
sales and booking tool for Marriott Vacation Club
agents.
AOL came along and
bought Redgate and Chris stayed on for 3 years working
with a small team of 4 designers to create the AOL
online advertising sales system and to launch Sprint on
AOL, at the time the largest online contract in history.
Chris team also launched AOL Studios, the companies
Venture Capital arm.
Getting back into Direct Marketing, Chris joined
Hill, Holliday Direct as VP/Creative Director.
Clients included Harvard Pilgrim Healthcare, john
Hancock Insurance, Great Plains Software and Humana
Healthcare. Chris
led the creative effort to land First Union Bank as a
client, the largest client win in Hill, Holliday Direct
history, and one of the largest wins in the history of
the agency. After
Hill Holliday, Chris went back to the web as Creative
Director at Circle.com.
Highlights include launching the new Verizon site
after the merger of Bell Atlantic and GTE; and working
with the team to launch truth.com, the youth focused
anti-smoking site.
He joined Capital
One in 2001 as Director of Creative Development, leading
a creative team of 95 full time associates and an
average of 35 freelancers.
He moved into his current position in November
2003.
Matt
Cottam
Matt
received Bachelor of Fine Arts (BFA) and Bachelor of
Industrial Design degrees (BID) from Rhode Island School
of Design (RISD). Matt's BID thesis work at RISD was to
conduct human-factors research with the Habitability
Design Division of NASA. From 1998 to 2003 Matt was a
Core Instructor at the Fraunhofer Center for Research in
Computer Graphics. Since 1999 he has been a member of
the Part-Time Faculty at RISD; he has taught critical
human-centered design and human-computer interaction
design for the departments of Industrial Design, Graphic
Design, Photography, and The Digital Media Graduate
Program. From 2005-2006, Matt taught collaborative
studio courses between the Departments of Industrial
Design at RISD and Engineering at Brown University. Matt
is nationally registered as both Emergency Medical
Technician (EMT) and National Ski Patroller and many of
the courses that he teaches involve emergency and
disaster preparedness, response and recovery issues.
Matt has chaired conference sessions, lectured,
published and led workshops internationally on topics
including information design, physical computing,
collaboration strategies for engineers and designers,
humanitarian applications of design, and design for
extreme environments. Matt co-founded Tellart and serves
as it’s Creative Director—he works closely with
clients using information architecture and design
methods to discover challenges, find opportunities for
design, and build design strategies and processes. Matt
also continues to teach Advanced Design Studios for both
Undergraduate and Graduate programs in the Industrial
Design Department at RISD. Matt’s current research and
course topics involve design for Search and Rescue and
Disaster Medicine.
Peter Coughter
Peter Coughter is
President of Coughter & Company, a consulting firm
located in Richmond
,
Virginia.
Mr. Coughter's work is centered around the notion
that organizational development, leadership enhancement,
management communication and strategic planning are all
integral components of an organizations marketing
agenda.
Peter works with a
wide variety of companies, including travel and tourism,
high technology, financial services, economic
development, educational organizations, manufacturing,
real estate, as well as marketing and advertising firms
in order to help them, and their employees realize their
full potential. Accredited
by the American Association of Advertising Agencies as
an agency search consultant, Peter is often called upon
to assist advertisers in identifying and hiring
advertising and marketing partners.
His unique approach to the agency search process
has been applauded by both advertisers and advertising
agencies.
Peter also works
with selected advertising agencies to help develop
comprehensive new business development programs, provide
assistance on individual new business development
projects, develop strategic plans for the agency, and
design and implement staff development programs,
particularly in the area of presentation skills.
He is a member of the Adjunct Faculty at Virginia
Commonwealth
University
's nationally renowned AdCenter.
Prior to founding
Coughter & Company in June of 1995, Peter served for
20 years as President of Siddall, Matus & Coughter,
Inc., one of the Southeast's most respected advertising
and public relations firms.
During that time he developed a reputation as one
of the advertising industries finest strategic
communicators. His
account experience ranges literally from aerospace to
zoos, with particular emphasis in travel and tourism,
and his work has been honored by The American Marketing
Association, The One Show, The Clios, Communications
Arts, and the American Advertising Federation, among
others. Peter
is a former winner of the Richmond Advertising Clubs Man
of the Year Award, and the American Advertising
Federations Silver Medal Award for contributions to the
advertising industry.
Peter holds a B.A. from Providence
College
and an MS from Syracuse
University
.
Mike Daitch
Mike Daitch is a
graduate of Northeastern
University
where he got his BS in Marketing with a concentration in
communications. His career has taken him from college
textbook publishing to Financial Services Marketing
Communications to Interactive Advertising. He is
currently a Creative Director at Euro RSCG 4D, one of
the largest online advertising agencies in the world,
where he has lead creative teams on a wide variety of
corporate accounts from the introduction of Verizon.com,
to bringing Pepperidge Farms iconic Goldfish character
to life online.
Mike's client
roster includes: American Express, AOL, The Campbell
Soup Company, First
Union, Ikea, Lexmark, Pepperidge Farm,
Putnum Financial,
and Verizon (among others). When Mike was little
he used to love to get all hopped up on sugary cereal,
sit in front of the tube and watch Saturday morning
cartoons. His mom would always yell, “You’re going
to rot your teeth out with sugar, and melt your
brain.” Years later he is a big advertising executive
for Euro RSCG 4D (one of the world's largest online
advertising agencies), he’s exchanged his television
for a computer, sugary cereal for a quad espresso, and
it turns out his mom was right he does indeed have a
mouth full of fillings. At 4D Mike uses his experiences
from his earlier career things like creating direct mail
for college textbook publishers and the financial
service newsletters you find stuffed in with your 401K
statements to help him lead creative teams on projects
like the introduction of Verizon.com, and bringing
Pepperidge Farms Iconic Goldfish character to life
online.
Robert L. Desbien
Currently,
Desbien consults with a variety of corporate and
non-profit organizations regarding strategic marketing,
brand concepts and database marketing, and leads focus
group marketing research panels.
Prior
to his consulting role, Desbien served 15 years as
Director of Corporate Marketing, Advertising and
Creative Services with Southern States Cooperative in
Richmond, VA.
Since
1990, Desbien's staff at Southern States has won more
than 400 regional and national awards in agricultural
marketing and advertising. In addition, Desbien has won
numerous media and publishing awards, as well as
professional recognitions, including the FFA
Distinguished Service Award and the Army Commendation
Medal.
During
his tenure at Southern States, Desbien initiated the
development of the Cooperative's first marketing
database, and implemented a database-driven branding
strategy.
Prior
to joining the co-op, Desbien held a variety of
positions in the communications field. From 1967 to 1973
he worked as a studio director and commercial producer
for WIBW-TV in Topeka, KS. For the next three years he
served as vice president of a Kansas advertising agency,
of which he was a founding partner. From 1976 to 1982,
Desbien was director of public relations for the
Midwestern Baptist Theological Seminary in Kansas. For
the next 8 years, he served as assistant vice president
for communications with the Southern Baptist Foreign
Mission Board in Richmond, VA, before joining Southern
States.
Desbien
is a Virginia Commonwealth University (VCU) graduate, a
member of the National Agri-Marketing Association, and
is a certified Focus Group Moderator, a member of the
National Judges Panel of NAMA, and has held numerous
regional and national offices with his professional
associations. He is also currently an adjunct instructor
with VCU's Interactive Marketing Institute. He currently
lives in Knoxville, TN with his wife, Kristen.
Frank J. Franzak
Frank Franzak
received advanced degrees in marketing and business
administration from Virginia Tech (BS) and the University
of Maryland
, College
Park
(MBA, PhD). His
dissertation evaluated the impact of state distilled
spirits regulations on consumption and revenue, applying
a structural equation modeling technique.
In 1986, following a period as Lecturer and
Assistant Professor at the School of Management of
Boston College, he accepted a tenure track position as
Assistant Professor of Marketing at Virginia
Commonwealth University. In 1992, he received tenure and
was promoted to Associate Professor of Marketing.
In July 2002 he became Chair of the Department of
Marketing and Business Law in the School
of Business
of Virginia
Commonwealth
University
.
Dr. Franzak has
published numerous papers in marketing and management
journals, including the Journal of Public Policy and
Marketing, Journal of Consumer Marketing, Journal of
Management, and Journal of Product & Brand
Management. He
has presented his research at the major conferences in
his field. His
primary research interests include new product
development, global marketing strategy, marketing
technology products, and public policy evaluation.
Current research is investigating product
development participation by multiple members of the
value chain and privacy/security issues in the
electronic marketplace. He
has participated on editorial review boards for
journals, conferences, and has done grant reviews for
government agencies in the U.S.
and Canada
. He is a member of the Board of Directors of the
American Marketing Associations Global Marketing Special
Interest Group, serving as newsletter editor.
He has taught both
graduate and undergraduate courses, and is active in
VCU’s Fast Track Executive MBA program and the
Interactive Marketing Institutes program for
Professional Direct Marketer Certification.
Teaching assignments have included product
development and management, marketing management,
international marketing strategy, marketing principles,
and marketing research.
Special topic presentations have included best
practices for product development, technology
forecasting, creating a climate for innovation, the
market orientation as a culture, and a marketing
management simulation exercise.
He regularly oversees teams of students
conducting Global Market Research (GMR) projects for
Virginia-based companies seeking to start or expand
export operations. Five
of these GMR projects have received the Governors Award
for Excellence from the Virginia Economic Development
Partnership (VEDP).
From May 1998 to January 2001, he served as
Faculty Advisor to VCU’s Fast Track Executive MBA
Program. Responsibilities
of this position included developing and managing the
continuously changing curriculum for a theme-based
program.
In addition to
VEDP, professional affiliations include the Capitol
Area
Small
Business
Development
Center
,
the Business Development Committee of the Metropolitan
Richmond Chamber of Commerce, the Virginia Chapter of
the American Heart Association, and the Massey Cancer
Center of Virginia Commonwealth University.
Memberships include the American Marketing
Association and the Product Development & Management
Association.
Jonah Gitlitz
Jonah Gitlitz
served as CEO of The Direct Marketing Association from
1985 to 1996. During his tenure, DMA doubled in size and
expanded its services dramatically. Jonah was inducted
into The Direct Marketing Hall of Fame in 2002.
Scott Hildebrand
Scott Hildebrand
is the Vice President of Direct Marketing for Capital
One, and is responsible for their direct marketing
operations. Scott was formerly Vice President at
Epsilon, a pioneering Database Marketing firm owned by
American Express. Scott serves on the DMA's Board of
Director
Heather M. Harvey
As the Director of
Interactive Marketing for SnagAJob.com, the nations
leading hourly job site, Heather is responsible for
driving traffic to the web site through search engine
optimization, affiliate programs and other online
partnerships and programs.
Heather has
eighteen years of corporate and consulting experience
focusing on strategic marketing, project management and
finance across industries including education, tourism
and non-profit.
Prior to joining
SnagAJob.com, Heather was a Senior Marketing Consultant
developing strategic marketing plans for clients in a
variety of industries.
Prior to this, Heather worked for Whitlock
eBusiness Solutions as a Marketing Strategist in the
User Experience Group, designing and implementing
customer-centric solutions across multiple channels such
as Web interfaces and integrated marketing
communications. Heathers
clients included The Colonial Williamsburg Foundation,
The University of Virginias McIntire School of Commerce,
Wintergreen Resort and The Federal Reserve.
Heather began her
professional career with Peat Marwick Thorne (KPMG) in Toronto,
Canada
as a public accountant where she worked for four years
in audit, tax and management consulting.
She became the Controller and Director of Finance
for Kasten Chase Applied Research, a technology company
based in Toronto
;
and was responsible for the management of all aspects of
financial reporting and budgeting.
In 1996, Heather moved with her family to Richmond
, Virginia
.
Heather holds a
Masters of Business Administration from the College
of William
and Mary, where her focus was on Marketing and
E-commerce, and a Bachelors of Business Administration
from St.
Francis
Xavier
University
in Nova
Scotia
,
Canada
. She has
also earned her professional designation as a Chartered
Accountant from the Institute of Chartered Accountants
of Ontario, Canada.
Jon B. Hill
Jon Hill is in the
business of creating solutions for serious
organizational problems. He is an expert at leveraging
cutting edge technology to reengineer operations and
institute technologically advanced systems for financial
and managerial analysis, decision making, and reporting.
He helps businesses identify their information needs and
implement tools that enable them to define the resources
necessary for delivering products and service in a
timely and cost-effective way.
Since 2000 Jon has
been president of Omega Business Solutions, a private
consulting business with a broad range of clients,
including individuals, start-up businesses, and
mid-to-large companies. His assignments have included
designing and implementing a plan for integrated
profitability reporting for Wachovia Securities,
assisting a $15 million technology manufacturing
enterprise with an exit strategy, and creating business
information requirements for a $250 million aggregate
company.
Jon was director
of development for Computer Associates in Islandia
,
NY
,
from 1998 to 2000. His role there was to develop, sell,
and implement a business profitability suite of
products. From 1992 to 1998 he served as profitability
manager on the Retail Profitability and Analysis Team at
Wachovia Bank in Richmond, VA.
One of his major contributions there was assisting the
bank to secure a competitive advantage by designing and
implementing a decision-support system used by the sales
force for predictive analyses.
Prior to his tenure at Wachovia, he held
leadership positions at Coopers & Lybrand, A.H.
Robins Company, and the State of Virginia
all located in Richmond
, VA.
Jon holds a Master
of Business Administration as well as a Bachelor of
Science in Accounting and Information Systems from Virginia
Commonwealth
University
. He is on VCU’s School
of Business Alumni Association Board
, President of VCU’s Fast-Track MBA Alumni Association,
and an active member of the Institute
of Management
Accountants
.
Jon believes that
knowledge and information are most valuable when they
are shared. He shares his knowledge with his clients and
with students in the traditional MBA program at the University
of Richmond
and the executive MBA program at Virginia
Commonwealth
University
where he serves as an adjunct professor. He also teaches
two out of the four modules in the CPA review class
through Kaplan CPA Review.
Jon has published many articles on strategic cost
management and the balanced scorecard and is a frequent
lecturer at national symposiums and conferences. He is
the father of a daughter and son, grandfather to Alex
(7) and Mathew (5) and an avid rugby player (old boy).
David John
Dave has been in
the field of direct marketing media management for more
than 23 years on both the client and agency sides. With
a specialization in direct response television, Dave has
built the in-house media departments of several
blue-chip direct marketing companies and agencies,
developing winning multi-media strategies and executions
for a myriad of products and services.
As the Director of
Broadcast Media for Colonial Penn Group from 1982 to
1988, Dave migrated business from several New York
media shops and built the company’s in-house media
department, billing as much as $12MM per year in DRTV
and print media for the company’s various lines of
insurance. From there, Dave went on to The Franklin
Mint, serving as Director of U.S. and Canadian Broadcast
for this leading direct marketer of consumer
collectibles. This was followed by a stint at Devon
Direct, a major direct marketing advertising agency,
where Dave spearheaded the development and execution of
direct marketing media strategies for the agency’s
telecommunications, retail and consumer services
clients.
As Sr. Vice
President of Media Services for DMW (formerly The
McClure Group), Dave spent nine years building and
refining a state-of-the-art media division that serviced
the multi-media needs of more than 20 direct marketing
clients. During that time, Dave was instrumental in
developing many innovative media strategies and tactics
designed to improve clients test findings and rollout
results. In 2002, Cesari Response Television (CRTV), a
leading long-form media company headquartered in Seattle
,
hired Dave to establish and build their first-ever
short-form media division. Here, Fortune 500 companies
such as Clorox learned the value of short-form DRTV as a
cost-effective and accountable supplement to their brand
awareness initiatives.
A frequent
industry speaker and presenter, Dave has chaired
seminars on direct marketing around the country and most
recently lectured at Virginia
Commonwealth
University
in Richmond
, VA
on the power of DRTV. He authors a periodic series of
articles on DRTV strategies called AirTime, now
published as a regular feature in Response magazine, a
leading trade publication.
Robert Kam Kamerschen
Robert Kam
Kamerschen has had an outstanding business career
spanning over thirty years. Kam has been CEO of DIMAC
Corporation, CEO of ADVO, Inc., President and CEO of RKO/Six
Flags Entertainment, President and COO of Marketing
Corporation of America
, and EVP and Sector Operating Executive for
Norton-Simon.
George
Kerney
George
Kerney
has 20 years of experience with the US Postal Service.
He is currently a Mail Piece Design Analyst,
providing technical assistance on mail piece design,
including design characteristics and readability
irregularities. He
works with business mailers, envelope manufacturers,
printers, advertising agencies, and graphic artists to
ensure data accuracy, address readability, bar code
readability and automation compatibility.
His area of expertise includes assigning unique
Zip+4 codes and providing camera-ready artwork for
Business Reply mail and Courtesy Reply Mail postcards
and envelopes.
Krzysztof
Lenk
Krzysztof received
an M.F.A. in graphic design from the Academy
of Fine Arts
in Cracow
(
Poland
). Before coming to the United States
, he worked as a designer, art director, and consultant
for clients in Poland
, France
, and Germany
Since 1982, he has
been a professor of graphic design at the Rhode Island
School of Design, specializing in information design and
typography. Between 1990 and 2000, Krzysztof was
Creative Director at Dynamic Diagrams, a consulting
company specializing in information and interface design
for print and electronic media. The firm's clients
included Netscape, Harvard University, IBM, Microsoft,
The United States Holocaust Memorial Museum, Merrill
Lynch, McGraw-Hill, Musée des Arts et Métiers in
Paris, American Medical Association, and Siemens Nixdorf.
Projects from Dynamic Diagrams have been published
widely in professional books and journals. With Paul
Kahn, he published Mapping Web Sites (2001), which has
since been translated into five languages. Krzysztof has
served as Tellart's principal creative consultant since
2000.
Ann
Martin
Ann Martin
is a professional in the field of modeling and
analytics. Her accomplishments include advancing the
skills and understanding of statistics, analytical tools
and methods among others. She has developed,
implemented, and directed advanced multi-dimensional
modeling techniques incorporating behavior, risk and
profitability to predict individual lifetime value.
Ann’s expertise has been used by clients in financial
institutions, utilities, communications, insurance,
health care, retail, and education in America
, Canada
, and Australia
.
Her previous
clients include Circuit
City
,
Office Depot, HP, Disney, and numerous private
undergraduate colleges and universities. She received
the Mathematical Sciences Outstanding Undergraduate
Award and the Graduate Deans Scholar Award.
Martin's prior
experience includes conducting SAS and statistics
training programs. Currently with The Martin Agency in Richmond
, Virginia
, she guides clients in defining measurement strategy by
building a series of market mix and forecasting models
that assess the effectiveness of advertising across
different communications channels.
Ed Nash
Ed Nash is an
internationally recognized direct marketing expert.
Currently president of Team Nash, a strategic consulting
and creative services firm based in New York
.
Ed is author of three significant books on Direct
Marketing, including his most recent: Direct Marketing
Strategy/Planning/Execution.
Anne
Richardson
Anne
Richardson
has 20 years of marketing experience, including working
in the Political Office of The White House, as a
speechwriter on a Presidential Campaign, developing
advertising and marketing for Prudential Securities in New York
,
and serving as the Internet Director for a multi-channel
retailer doing over $10 million/year in online sales. As
the Internet Director, Anne lead a website re-design
which resulted in the site being named one of the Top 50
Websites by Internet Retailer magazine.
Anne started
Channel Marketing in 1999 to help companies take
advantage of the opportunities the Internet presents.
Her passion is to bring professional-level Internet
services to small businesses at a price they can afford.
She views her role as an educator and evangelist first;
helping businesses make sense out of the options
available to them. Once clients understand their
choices, then she acts as an outsourced Internet
Director, helping them cost-effectively gain visibility
online.
In the last year,
Anne has focused in on the possibilities that now exist
for local online marketing. She believes very strongly
that if local businesses aren't marketing online,
they're missing a huge opportunity to connect with, and
sell to, customers in their local area. Anne is also the
Publisher of the soon-to-be launched Web2Local.com, a
website providing step-by-step guidance on how to use
the Internet to reach Local customers.
Wendy Riches
Wendy Riches most
recently served as President of the Marketing Services
network of D'Arcy Masius Benton and Bowles, ARC
Worldwide, where she oversaw 32 offices in 19 countries.
Wendy has also been President of Global Direct Marketing
and eCommerce for Hasbro and Chairman and CEO of Ogilvy
One North America.
Bill Royall
Bill Royall is
President of Royall & Company, the leading direct
marketing agency to colleges and universities in the
area of undergraduate admissions.
Royalls clients include both public and private
institutions located throughout the United States
.
Kirk Schroder
Kirk Schroder is a
partner in the law firm of LeClair Ryan with a practice
in the area of entertainment and intellectual property
law. He has served as president of the Virginia Board of
Education and vice chairman of the Virginia Tourism
Corporation Board.
Steven D. Sheetz
Dr. Sheetz is
Associate Professor of Accounting and Information
Systems in the Pamplin College of Business at Virginia
Tech. He
received his Ph.D. in Information Systems from the University
of Colorado
.
His research interests include the cognitive
complexity of developing information systems, learning
and use of object-oriented development techniques,
participatory design and the application of Group
Support Systems technology.
He has worked extensively with data-related
topics since 1992.
He has published
articles in Decision Support Systems, Journal of
Management Information Systems, Journal of Systems and
Software, and Object-Oriented Systems.
He also holds an MBA from the University
of Northern Colorado
and a B.S. in Computer Science from Texas
Tech
University
. He has
substantial industry experience in database design as
well as systems development and has conducted strategic
planning sessions for IT firms.
Scott
Sherman
Scott
Sherman
has worked as a freelance advertising consultant, but
most of his 20-year ad career was in the creative
departments of two Richmond
advertising agencies where he applied his knowledge in
guiding strategic creative and design. In 2004, Sherman
became a member of the advertising faculty at Virginia
Commonwealth
University
. Sherman
holds a master's degree in advertising design from Syracuse
University
.
He states, "I
am passionate about the ad business and passionate about
teaching. How I teach is to focus on the learning its
paramount. What I teach is simple -- superior
communication design is always collaborative, always
integrated and always based on a thorough understanding
of the business objectives and the strategy."
Sherman
serves on the board of the Richmond Ad Club.
Olivia Smith
Olivia K. Smith,
CDM, serves as Senior Vice President, Management
Supervisor for Bennett Kuhn Varner, Inc., (BKV) the
Southeast’s largest full-service direct marketing
agency. The agency is headquartered in Atlanta
, Georgia
.
A member of the
Executive Management Team, Smith is the principal
strategic leader for the non-profit division at BKV.
As a seasoned direct marketer and fundraiser, she
brings her experience and talents in strategic planning,
creative development and analysis for non-profit clients
such as the American Red Cross, Make-A-Wish Foundation®
of America
, Project HOPE and others.
In addition, Smith leads the new business
development team for non-profit business. Smith has over
24 years of experience in direct marketing, email
marketing, database, advertising, copywriting,
promotion, new business development and sales and splits
her time between her home in Glen Allen, VA and company
headquarters in Atlanta
,
Georgia
.
Prior to joining
BKV, Smith was employed by Huntsinger & Jeffer,
Inc., in the positions of Account Executive and later,
Account Director during which time she secured the
national American Red Cross account and was instrumental
in developing this business to include acquisition,
planned giving, disaster conversion and e-marketing. Her
direct marketing client experience also includes retail
clients such as Crestar Bank and the Virginia Diner.
Smith is a
graduate of Brigham
Young
University
, Provo
, Utah
with a BA in communications and advertising.
She completed the Direct Marketing Certification
program at Virginia
Commonwealth
University
's Interactive Marketing Institute in 2000 and now serves
as a faculty member for the program teaching the
non-profit module. Smith
is also a frequent speaker at client sponsored and
industry conferences.
An active member
of the Direct Marketing Association (DMA) and the Direct
Marketing Association of Washington (DMAW), Smith
received a Gold Maxi Award in 1998 for her work with
Crestar Bank to introduce Internet banking and an Echo
Leader award in 2004 for Non-Profit entry for
Make-A-Wish Foundation® of America
.
Laurie Spar
Laurie Spar is
Vice President of The Direct Marketing Educational
Foundation. She is actively involved in educational
programs designed for both students and faculty, as well
as the DMEF publications including the Journal of
Interactive Marketing.
During Laurie’s tenure, the DMEF has
dramatically increased its services and its endowment.
Wallace Stettinius
Wally received a
B.A. (1955) and M.B.A. (1959) from the University
of Virginia.
He served in the U.S. Marine Corps during the
period between his studies.
Wally’s career in the printing business began
with William Byrd Press/Cadmus Communications and
spanned 30 years. He
retired from his position as CEO in 1995.
Since 1995, Wally has been teaching at the University
of Virginia
and Virginia
Commonwealth
University. He also
serves as a business consultant in the printing
industry, specializing in strategic management.
Ward Thomas
Ward Thomas has
been with Euro RSCG 4D Discovery (formerly Brann Data)
for over ten years, conducting and supervising
analytical projects for a variety of clients in multiple
industries. Ward co-founded the research effort at Euro
RSCG. He progressed from an analyst to Senior Vice
President, Analytical Development, overseeing all
modeling projects undertaken by Euro RSCG's technology
and development team.
Ward is the
inventor of four proprietary Euro RSCG segmentation and
analysis tools, including the COI Modeling Technique, a
behavioral propensity-based segmentation system driven
by a hybrid of relational multivariate models. He also
invented the SEGIS Modeling Technique, a proprietary
clustering system that uses demographic and
relationship- oriented variables to provide an
actionable understanding of prospects and customers.
Another creation is the VECTOR Compression Technique, a
data reduction tool which serves as the data input
device for combinatorial modeling tactics for enhanced
behavioral predictions. In addition, he developed
Iterative Univariate Analysis to make statistically
powerful audience selections for clients limited by
small marketing universes. Ward has developed successful
models for the prediction of lead generation,
profitability, attrition, cross-sale and acquisition for
clients such as Volkswagen, Nestle, Citibank, Los
Angeles Times, Sony, Fleet Bank, Intuit, and Southwestern Bell
.
In addition, he
has created and consulted on modeling projects for
clients abroad.
Ward recently has
spoken at conferences for the Bank Marketing
Association, the New York Direct Marketing Association,
the New England Direct Marketing Association, the Direct
Marketing Association of Washington, D.C., and the
Detroit Direct Marketing Association. He has also
conducted modeling and analysis seminars for several
Euro RSCG clients, and has guest lectured in
undergraduate and graduate marketing classes for several
colleges and universities. Ward's publications include a
two-part series featured in DM News, as well as The
Journal of Database Marketing, focused on the
utilization of predictive modeling for optimal
profitability. Ward
was a Phi Beta Kappa Economics/Business major at Randolph-Macon
College
in
Virginia
.
He received his Master of Decision Sciences degree from Virginia
Commonwealth
University
in December 1996.
Richard Tooker
Richard Tooker is
one of the most prominent database experts in the
country. He
has a track record of excellence in creating winning
database marketing strategies, technical innovation,
product/service design and delivery, market discovery,
and marketing management.
Richard has been a "hands-on" database
marketing practitioner for almost 30 years, guiding
programs for clients in financial services, insurance,
banking, retail, publishing, and business-to-business.
His areas of expertise include database marketing
best practices, database marketing and CRM technologies,
integration of the Internet into database management,
retention marketing strategies, and contact management
programs.
Tooker’s prior
experience includes serving as Executive Vice President
with Customer Development Corporation, heading DMW’s
Database and Interactive Marketing Groups, and he
currently serves as Vice President Solutions Architect
at KnowledgeBase. He
is a sought-after speaker across the globe and a
frequent contributor to DM News and Direct Magazine.
Tom Veazey
Tom Veazey has
over 25 years experience in the direct marketing
industry. Tom is currently Director, Client Development
at Royall & Company. Prior to his current position,
Tom was owner and president of the VZ Group (non profit
marketing consulting) and BUCABOO & CO (direct
marketing consulting and production management).
Tom is a frequent speaker at direct marketing and
postal conferences.
Tom has provided consulting and management
services to non-profit organizations, direct response
agencies, advertising agencies, financial institutions,
travel & tourism, consumer products companies,
issue, and candidate elections.
He also has published numerous articles on
marketing, customer service, sales and proactive
lifestyles and is currently working on two books.
In recognition of Toms numerous contributions to
the field, IMI currently offers a scholarship in his
honor.
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