Dimensions: 336 Pages, 6.3 × 9.45 × 0.79 in
Published: October 10, 1995
The following ISBNs are associated with this title:
ISBN - 10: 0471120049
ISBN - 13: 9780471120049
Table of Contents
A Call to Change.
The Making of a Brand-Hostile World.
Why All Consumers Are Not Created Equal.
The Changing Nature of Brand Loyalty.
A New Strategy for Brand Growth.
The Promotion Paradox.
The Right Place with the Right Message.
Involving the Consumer with the Brand.
The Measured Impact of Brand-Loyalty Programs.
Enabling Differential Marketing Through Technology.
Advertising in the Differential Marketing Plan.
Sales Promotion and Trade Relations in the Differential Marketing
Putting Differential Marketing to Work.
Making Differential Marketing Pay.
Differential Marketing: The Conceptual On-Ramp to the Information
The Challenge to Change.
Epilogue: The Challenge to Change.
From the Publisher
A new conceptual approach to marketing practice from the vice president at Ogilvy Mather Direct which describes how to build a new kind of brand loyalty that leads to old-fashioned brand growth and increased profits without incremental marketing investment. Demonstrates how to create a database of high-profit consumers and use it to generate a relationship-building direct marketing program.
From the Jacket
All Consumers Are Not Created Equal
". . .This book. . .will open your eyes to a new marketing concept
which may turn out to be of major importance."--David Ogilvy
All consumers are NOT created equal. Some are vastly more
profitable than others, and the marketers who succeed in an
increasingly brand-hostile and technology-driven environment will
be those who know how to capitalize on the difference.
Differential Marketing is a revolutionary new approach that
separates the golden eggs from the goose eggs. It uses cutting-edge
but practical technology and practices to build old-fashioned brand
loyalty--and old-fashioned profits--by communicating more directly
and persuasively with the brand''s most valuable customers. And it
does so across all disciplines--advertising, sales promotion, and
Developed at one of the world''s leading marketing communications
agencies, Ogilvy & Mather, and proven in the marketplace by
clients like Kraft, Unilever, Kimberly-Clark, and Seagram, this
breakthrough approach to building stronger brands turns
conventional marketing wisdom inside out:
True or False? Most of the profits of many brands--even big
brands--come from less than ten percent of all households.
True or False? A brand''s most valuable customers give more of
their business to the competition than they do to the brand.
True or False? The overwhelming majority of brand volume comes from
consumers who don''t count or don''t care.
All are true. And what they add up to is the need for a radical
alternative to current mass market communication methods.
Differential Marketing is an overarching concept that combines the
power of consumer databases, integrated marketing, and one-to-one
relationship building to produce double-digit sales increases from
In All Consumers Are Not Created Equal, author Garth Hallberg
provides the inside perspective on what makes Differential
Marketing so effective. Best of all, he not only serves up a
powerful new vision, but also offers practical advice about how to
put it to work to build a healthier, more profitable brand.
In the iconoclastic tradition of David Ogilvy, a radical
alternative to current mass market communications
Finally, a new approach to building brand loyalty that gives
marketers a competitive edge in today''s high-tech, high-stakes,
brand-hostile environment. Developed at one of the world''s leading
marketing communications agencies, and proven in the marketplace by
clients including Kraft, Unilever, Kimberly-Clark, and Seagram,
Differential Marketing combines the power of consumer databases,
integrated marketing, and one-to-one relationship building to
produce double-digit sales increases from high-profit customers.
About the Author
Garth Hallberg, Worldwide Director of Differential Marketing at
Ogilvy & Mather, is one of the few people in the industry with
extensive experience in both media advertising--at J. Walter
Thompson--and direct marketing--at Ogilvy Direct. His clients have
included such leading marketers as Kraft, Unilever, Seagram,
Kimberly-Clark, Sears, and Ford.
From Our Editors
From the files of Ogilvy and Mather--the world's largest direct marketing agency--comes a revolutionary new approach to building brand loyalty: differential marketing. This book explains the concept of differential marketing, and shows how to use the technique to capture and hold a loyal base of consumers