Business<br />
Insights that<br />
drive results

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Business
Insights that
drive results

09/14/2009

The Real Reason Behind The Guarantee

I was a bit shocked last Friday upon opening my copy of The Sacramento Bee and discovering that the General decided to offer a guarantee.   No, not General Electric, or some Army General!   It’s the car-making General – General Motors.   Last Thursday, the General unveiled its latest marketing campaign to sell more…

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09/14/2009

People Still Read Their Mail

In June, I gave you some statistics from the 2007 U.S. Postal Service Household Diary Study. The numbers showed the majority of people in the study said they read their advertising mail daily or scanned it daily looking for good offers. Now the 2008 study results are out and there’s little change in the numbers….

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09/11/2009

My Neighbor Got a Loan

Mortgage loans are a sour topic for financial institutions in some parts of the country. But in other areas, apparently Lincoln, Nebraska, included, banks and credit unions are actively pursuing new mortgage loans. The marketing concept I’ll explain here is based on one of the tools of persuasive influence, which my colleague Steve Topper described…

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09/09/2009

The Post Office Fights Back

I’ve read a number of articles lately where the authors appear to welcome the declining role of the U.S. Postal Service.   The primary reasons given for this decline are the switch to personal e-mail, the mad rush to e-mail marketing messages, continued growth of online banking with bill pay, and the proliferation of online catalogs.  In…

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09/09/2009

Why customer service doesn’t sell

A recent study from ACTON Market Intelligence (AMI) found two numbers that will be of interest to bank marketers. Here’s the first one: The number one reason given for a customer closing a checking account was poor customer service. 25% of responders said that was the reason they left their bank. Now if you only…

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09/09/2009

Stats for a Select Target Group

I tell people I’m a word guy and I don’t do numbers. But when I worked on a project a few months ago, I came across some figures I couldn’t ignore. They proved the point of the project. These are the statistics I found: — Approximately 20 percent of the U.S. households relocate each year….

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09/08/2009

Skip-A-Payment Fine Print

This morning at the breakfast table, I heard a radio commercial mentioning an auto loan skip-a-payment offer from a local credit union.  About all that registered with me at the time was that I could skip two payments and the name of the credit union.   I quickly grabbed a pen and jotted down this…

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