DMA Study: Marketers Achieving Integration
Findings were released yesterday at the DMA and Association for Interactive Marketing's net.marketing conference at the New York Hilton & Towers.
The study found that 64 percent of companies were cross-selling by targeting customers in multiple channels.
In a breakdown of online and offline techniques used by marketers to drive traffic to their Web sites, respondents reported using the following methods:
· direct mail, 58 percent
· e-mail, 56 percent
· print ads, 43 percent
· search engine optimization, 41 percent
Other findings included that catalogs (56 percent) and printed promotions (50 percent) were the most effective cross-selling tools for getting online customers to an offline channel.
Also, direct mail (27.8 percent), catalogs (27.3 percent) and Web sites (24 percent) generated the largest percentage of net sales in 2001.