Company
Introduction
Dart Marketing, LLC
Company Introduction & Services
Company
Introduction
We Provide Solutions to Your Toughest Challenges…
Pricing Strategy - Identify price elastic products and customers
Mail Optimization
Brand Mapping for better positioning, up-selling and new opportunities
Message Targeting
Custom Decision Making Tools for "what if" scenarios
"Natural Selection" Recommendation System
OUR MISSION is to provide insightful and financially responsible marketing strategies, based on
solid experience, sound market data, and state of the art statistical techniques and data analysis.
OUR APPROACH is data driven and our results are measurable. We will better define and target
your most profitable customers, increase your response rates, and improve your marketing
results.
OUR EXPERIENCE includes work with leading publishers (such as Hachette Filipacchi Media),
loyalty programs (such as General Motors lease loyalty), subscription services (such as Gevalia
Kaffe), and the largest direct mail new product launch ever (the GM Card).
OUR GOAL is to return multiples of your cost in increased sales and efficiency.
Company
Services / Capabilities Introduction
Database Research
Analysis, design, and management Customer behavior, program evaluations, consumer studies
Data mining, data quality and data conversion Market sizing, product pricing and configuration, customer
Merge/Purge/De-dupe segment definition
Test design, sample size and definition, questionnaires and
Analysis reporting
Customer Relationships (CRM)
Customer profiles and segmentation Targeting / Modeling
Lifetime value of a customer Maximize objective using regression (i.e. response, incremental
Market sizing and definition sales, marketing mix, product pricing)
Marketing Mix Allocation Segmentation - cluster and factor analysis
Sales forecasting and tracking Significance testing
Determine price elasticities
Price testing and strategy Other Services:
Time series analysis
Analyze sales patterns, markets and behavior Custom Analytic Software
Perceptual mapping - product & customer matching ”Point-and-click" marketing and budgeting tools
Recommendation Systems Strategic decision making tools
New business presentation models
Analysis (Financial)
Financial modeling - "what-if" scenario testing Internet
ROI and NPV of cash flows Website development, promotion, and strategic assessment
Business case development Creative
DM creative strategy, copy, design, and consultation
Specializing in publishing for the last 20 years
Marketing Analysis Company
Introduction
Overview: Customer and employee relationships (CRM) - Customer profiles and segmentation, lifetime
value of a customer, market sizing and definition, market and customer behavior, time series analysis,
response forecasting and tracking, analyze sales patterns, perceptual mapping.
Customer Profiles and Segmentation
Compare mutually exclusive audience types (buyers versus non buyers, heavy users versus light users,
and employees versus non employees) and product types (premium versus value or newsstand versus
subscription) by demographics (i.e. age, income) and other information such as purchase and payment
history. Results are tested for statistical significance to identify actionable targets.
Lifetime Value of a Customer
Determined lifetime value for GM Card accounts. The value differed widely by the method they were
booked (i.e. direct mail, outbound phones or "take one" applications). The value also differed widely by
customer segment. These findings led them to avoid acquiring accounts through outbound
telemarketing and to increase retention spending on select people.
Price Elasticities, Testing & Strategy
Identify which products and people to raise (and lower) prices to scientifically. Follow with price testing,
coordinated with prices from other channels, such as online and in retail outlets.
Market Sizing and Definition
Sized the market for a new drug for Bristol-Myers Squibb based on population demographics, mortality
rates, and treated and untreated universe. Markets were defined by the disease for which the drug
could be applied.
Marketing Analysis Company
Introduction
Market and Customer Behavior
Presented the results of Gold Card analysis to GM Card senior management before its launch,
demonstrating its impact on the number of accounts and total profits under different rewards scenarios.
Response Forecasting and Tracking Models
Ability to forecast and track response to your direct mail. Built accurate response forecasting and tracking
models for mail waves ranging from 15 to 30 million pieces. The GM Card relied on these forecasts to
execute the next mail wave within a tight window of opportunity, maximizing response.
Time Series Analysis
Track sales over time, accounting for seasonality. Pre and post marketing event analysis. Example:
Showed changes in response to various methods of account acquisition over time by demographics,
credit variables and the vehicle ownership of those solicited for a GM credit card. Also used for tracking
and forecasting and optimizing newsstand sales and returns.
Analyze Sales Patterns
Identify seasonality and region brand strength by comparing your sales to your competitors. Example:
Measured sale rates for Cadillac brands versus competitors by city to identify regions of brand strength
and weakness for direct mail campaign.
Perceptual Mapping / Competitive Perceptual Maps
3-D bubble plots illustrate how products correlate with each other on various dimensions, such as by
sales correlations, price/offer and demographics. The size of each bubble represents volume, such as the
number of subscribers/sales or revenue. See an example on the next page.
Taken a step further, we can create an individualized product selection model to determine which product
each customer will most likely want next.
Personalized Recommendation Systems Company
Introduction
According to ValueBeat, Amazon.com attributes 35% of their product sales to recommendations.
We create a truly personal shopping experience with My-Store, WishLists, email alerts, smart-search
System becomes your virtual aisle clerk, assisting customers at time of decision-making
Simple to integrate and automatically tunes its results and runs in real time without any investment in
infrastructure, training or maintenance.
We provide personalized recommendations that…
Are relevant. Match customers tastes. Lead to discovery of new products. And, engage the customer.
We then customize it to…
Leverage profit margin or price. Remove out of stock merchandise. Promote sale items or overstock. Make
layered recommendations, such as best “in category” and “out of category”. Be controlled by the user to
guide recommendations, even for New Shoppers. Treat customers differently based on tastes.
Compare our movie recommendations to other world-class systems. Try Our Demo
DARTM Netflix Blockbuster Family Video
Caddyshack Caddyshack Caddyshack Caddyshack
Nat Lamp.'s Animal House Tommy Boy Nat. Lamp.'s Van Wilder Out Cold
Nat Lamp.'s Vacation Nat Lamp.'s Animal House Nat. Lamp.'s Christmas Vacation King Pin
Stripes Nat Lamp.'s Vacation Anchorman Billy Madison
Airplane! Airplane! Blues Brothers Caddyshack II
Notes: Results taken from Netflix.com, Blockbuster.com, and FamilyVideo.com in November 2006.
Company
Financial Modeling Introduction
Overview
Financial modeling projects range from a single mail campaign to a multi-year cash flow projection
of your entire business. It brings together assumptions about the product, customers, budgets,
and marketing effectiveness using historical data, market research and experience.
We will help you establish a base case and enable you to test marketing investment trade-offs,
identify high leverage opportunities, find break-even points, measure performance against plan
and test “what-ifs.”
The model tracks a prospect from solicitation to sale to customer retention.
Modeling allows you to evaluate the big picture, with the ability to understand differences in
performance segmented by market and product.
The model evolves over time, becoming increasingly accurate and relevant, as it is continuously
updated with future program results and further customized.
It serves as an excellent custom reporting device (i.e. automated scorecard).
Company
Financial Modeling Introduction
Examples
GM Card: Provided business analysis for the GM Card program in the U.S., as well as subsequent
models for launches in Canada, Mexico, England and Brazil. The models provide a complete picture of
the company, incorporating assumptions about the product, economic factors, banking fees, marketing
budgets and the effectiveness of each marketing channel.
As a result of these models, GM confidently expanded into Canada and England, cautiously entered
Brazil and avoided Mexico. Different product configurations were offered in each country based on
maximizing the results from each financial model.
After the launch, the U.S. model was updated to include actual data and drove decision making for ten
years, including the decisions to:
Discontinue the partner program
Eliminate to the gold card product
Shift to a new tiered rewards program
Bristol-Myers Squibb: Our custom financial and marketing planning tool sized the market for a new
drug based on population demographics, mortality rates, and treated and untreated universe by
disease for which the drug can be marketed. It incorporated details about media spending, DTC,
professional spending, and a compliance and persistency program. The user could then test various
marketing strategies and budgets, and learn the expected sales mix and financial results.
Company
Product Perceptual Mapping Introduction
The scales of these maps are highly interpretive.
This plot shows sales correlations,
• The horizontal axis is a scale of how “exotic” the product is
between baseball card sets.
• The vertical axis appears to be a scale of real life “best of.”
There were 16 products classified into 5 product
segments. The products were plotted on three • The more exotic the product the more pricing power
dimensions, where the x and y axis represent
sales correlations between the products and the Product Map
z axis represents unit sales volume (sometime
revenue is used instead) shown by the size of 1.2
Real Life "Best of"
the bubble. Demand appears to be higher on
1
the left part of the map. HIGH PRICING POWER
T-BEST S00
0.8
The products of each segment tended to form
mini-clusters and larger "segment clusters" 0.6
tended to form as well, giving both a macro and 0.4
micro view on one page. Team Sets T-WS T-GL
0.2 T-MAT
T-SUB
JAP T-18
Key - Baseball Card Sets Label Segment 0 S01 P-DB
Great World Series Upsets T-WS Team Sets S03 F P-LB
MLB 2000 Season Cards S00 Single Season
-0.2 P-MOD P-PW
S02 Player Sets
Best Teams Ever T-BEST Team Sets
-0.4
Subway Series Set T-SUB Team Sets Season Sets
Best Players of the Live Ball Era P-LB Player Sets -0.6
Best Players of the Post War Era P-PW Player Sets
Great World Series Matchups T-MAT Team Sets -0.2 0 0.2 0.4 0.6 0.8 1
Best Players of the Modern Era P-MOD Player Sets LOW PRICING
MLB 2001 Season Cards S01 Single Season POWER
SCALE OF EXOTICNESS
Best Players of the Dead Ball Era P-DB Player Sets Real Teams Player Sets
Teams of the 1800's T-18 Team Sets
Glory Years T-GL Team Sets
MLB 2002 Season Cards S02 Single Season
Japanese Franchise All-Stars JAP Japanese
MLB 2003 Season Cards S03 Single Season
Prime Time Franchise All-Stars F Franchise
Company
Competitive Perceptual Maps Introduction
Purpose:
Illustrate how products correlate with each other on various dimensions.
Types of Maps:
60
In this simple example, a broad
array of magazines were MEN1
WOMEN1
plotted by their similarity to 50
MEN2 COMPUTER ART1 GARDEN2
each other on two dimensions, ART2
median age and gender. The 40
GARDEN3
size of each bubble represents Median Age
SPORT3
ART3 GARDEN1
the number of subscribers. SPORT2 WOMEN2
SPORT1
30
If we focused only on men’s
SPORT4
magazines, the gender
dimension would be replaced 20
with something more salient, TEENS
such as price. 10
More sophisticated plots, which
require advanced statistical -
analysis, are even more 0% 20% 40% 60% 80% 100%
compelling because they show
Female
sales correlations, based on
past acquisition mailings or
cross-promotions.
Custom Software Company
Introduction
Acquisitions Models
Track entire marketing effort including all budgets and expected results for each media, compare
results to benchmarks and link to a financial model. Example: Pre launch research and marketing
plan for the Chrysler Credit Card. The model demonstrates how any change in the marketing
assumptions impacts the bottom line.
Analytic Marketing Tools / Scenario Testing
We build custom "point-and-click" analytic marketing tools using Excel and Visual Basic. Example:
Showed changes in response to various methods of account acquisition over time by
demographics, credit variables and the vehicle ownership of those solicited for a GM credit card.
This analysis identified highly responsive targets, making the GM Card's marketing team more
efficient in acquiring millions of new accounts. Another model tested different product
configurations to determine their pricing strategy.
User-Friendly Front Ends to Databases and Statistical Forecasts
Example: Built easy to use software enabling the GM Card marketing team to access revenue and
redemption expense forecasts in graphical and table form, which were tied to a historical database.
New Business Presentations
Create "point and click" models to demonstrate the proposed marketing plan and its effectiveness
on sales and ROI. Example: Bristol-Myers Squibb Ortho birth control pills.
Ask to see demos of these types of solutions.
Market Research Company
Introduction
Overview: We research new products and services, do program evaluations, understand customer
behavior, do consumer studies, and do on-the-fly cover testing. We use everything from phone surveys
to mall intercepts to online research.
Test Design
We will help you identify relevant groups to study or compare. If you are looking at buyer behavior for
example, look at non buyer behavior or have a control group or program norms as a reference. We may
collect surveys from people different each time periods to remove seasonality or create sales weights.
New Product Research
New product pre-launch research. Example: Safe-card's child protection program tested different prices
and different offer combinations. It also established target segmentation for each service.
Program Evaluations
Measure program effectiveness and achieve higher sales rates. Example: Found insights into consumer
behavior for GM's North American automotive marketing team, enabling them to achieve higher (more
than double in some cases) incremental sales rates in subsequent programs.
Behavioral Studies
Determine best motivational factors for each target group. Example: Measured GM employee attitudes
and willingness to participate GM’s Ambassador Program for hourly, salaried and retired employees.
On-the-Fly Cover Testing
Get quantifiable consumer reactions to magazine covers before choosing which to use. Measure lift of
cover choice to sales by calibrating to survey responses. Predict the overall success of the issue before
release, based on live consumer feedback.
Database Management Company
Introduction
Overview: Customer Relationship Management is at the core of database analysis and purpose. Our
methods follow...database design and management, data mining, data quality, data hygiene,
merge/purge/de-dupe, and data conversion.
Database Management
Experience with files containing millions of records. Examples: GM sales files, GM Credit Card customer
files, and various other transactions level data.
Reorganized Prodigy Internet's customer database under intense time pressure to produce marketing
recommendations for new acquisitions, by identifying heavy users of their service and their
characteristics.
Data Quality/Hygiene
Is your data a mess? Try this one on for size. GM had a direct mail program, where people responded
by hand writing in the brand they were interested in buying. Many of these were misspelled or invalid
and we wrote an algorhythn, which identified the brands with over 98% accuracy.
Merge/Purge/De-dupe
Do you have lists that need to be combined or reworked? Are you mailing twice to the same address?
Do you want to mail only to certain segments of your list? Need help identifying who those people
should be? No list is too big for us to manage.
Data Conversion
Translate files from one file format into another, such as from ASCII fixed column to a SAS dataset.
Statistical Modeling Company
Introduction
Overview: Maximize response, incremental sales and marketing mix, forecasting and tracking,and
significance testing.
Maximize Objective Using Various Regression Techniques – Such as response rates for
acquisitions, renewals, incremental sales, customer targeting, and marketing mix. Example: built
models for GM Card identifying prospects most likely to not only respond to an offer, but to pass the
credit check and become a booked account.
Target Models – identify affinity points programs redeemers, likely program defectors, product
switchers & migrators within program, brand preference, the timing of market entry, and heavy users.
Example: built a GM Card redeemer model identifying the likelihood each customer would redeem
their rewards and how soon for millions of cardholders.
Profiling and Segmentation - identify audience types such as defectors, in market buyers, ethnic
groups, military/college buyers, employees, owners/loyalty, competitors/conquest, and unique
segmentation schemes using multivariate analysis. Example: Segmented GM’s hourly, salaried and
retired employees into research defined “attitude and energy” dimensions for inclusion in their
Ambassador Program, designed to encourage and empower employees to sell cars.
Forecasting and Tracking – forecasting; including seasonality and other patterns using previous
months or years of data and assumptions about future trends. Results are tracked and compared to
forecasts. Example: account and revenue forecasts for the GM Card.
Significance Testing - Distinguish between results that are directionally and statistically significant.
Company
About Craig Tomarkin Introduction
Craig Tomarkin founded DART Marketing with the vision of providing intelligent, financially responsible
marketing strategies through custom analysis. His team is well suited for any analytic challenge.
Background
After completing business school in 1990, Craig joined InterData (a privately held spin-off
of DMB&B's direct marketing group), where he immediately became a key member of the
GM Card launch team. His sophisticated financial models were used to establish the
expected business case and allowed them to play what-if scenarios on pricing, product
configuration, and rewards payments. In the first year of business, the program booked
five million accounts, the most successful launch of its kind.
After the launch, he updated the U.S. model to include actual data and drove decision making for ten years,
including the decisions to:
- Discontinue the partner program
- Eliminate the gold card product
- Shift to a new tiered rewards product
Other Highlights Include:
Improving Hachette Filipacchi's magazine renewals using regression models combined with an innovative
mail strategy. Titles modeled include: Woman's Day, Home, Road & Track and others.
Unique product perceptual mapping of Gevalia's coffees. Brands clustered into Flavored, Roasts, and Exotic.
When price was later added as a factor, the more expensive coffees moved up the exoticness scale. This
had implictions for pricing strategy, new product positioning, and targeted up-selling.
Also to his credit, Craig invented the “Natural Selection” Product Recommendation System and founded
Baseballguru.com, a popular baseball web site that continues to grow in popularity and profits.
Clients Served Company
Introduction
Company
Getting Started… Introduction
Apply the science of
precision marketing.
Learn more about your
customers and improve Craig Tomarkin
your bottom line. DART Marketing, LLC
Contact us today! 2333 Congress St.
Fairfield, CT 06824
CTomarkin@dartm.net
203-259-0676
Fax 419-858-8545