National Mail Order Association
Direct marketing information for business
NMOA Network Newsletter for
December 16, 2010
B o o k
R e p o r t
or Improve Your Business in 2011
Direct Marketing Toolkit for Small &
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F e a t u r e d
P r o d u c t
Wholesale Only: This product is
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Keeping You Warm from the Bottom Up
Do you ever get cold sitting at your desk or
Do you work in an office that doesn't allow foot
My Seat Warmer is a comfortable chair cover that
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D i r e c t
M a r k e t i n g A d v i c e
Virtual Team Failure: Six Common Reasons Why
Virtual Teams Do Not Succeed
By Rick Lepsinger
The popularity of virtual teams in today's business world keeps growing.
Mostly because new and emerging technologies have made it easier than ever,
and the potential cost savings of virtual teams is perfect for companies
trying to reduce their budgets.
Unfortunately, too many companies fail to
take the steps necessary to ensure their virtual teams are successful.
Today, more and more companies are emptying their cubicles and opting for a
virtual workforce. For many organizations, the cost-cutting nature of virtual
collaboration, which allows companies to save money on office leases or
other real estate costs and decreases the need for business travel, is
simply too hard to resist at a time when budget cutting is priority one.
Unfortunately, just because there's been a boom in working virtually, this
doesn't mean companies opting to go virtual are getting it right.
The RFM Formula
By Bob Bly
When I first got into direct marketing, I took a course in direct mail
copywriting with legendary copywriter Milt Pierce at New York University.
One day a student asked, "Professor Pierce, why is it that, as soon as I
give a donation to a charity, they immediately send me another letter asking
for more money?"
Milt replied: "Because they know, from experience, that the person who just
made a donation is the one most likely to give again."
Huh? This threw me. It seemed counterintuitive.
"But Professor Pierce, if I just gave money to a charity, then I would feel
I'd fulfilled my obligation for at least a while. And I might even be
annoyed that they are coming back to me asking for more."
"Nonetheless," Milt replied, "experience proves that the person who just
gave is the most likely to give again."
He explained that this phenomenon was called RECENCY, and it held for
commercial direct response as well as nonprofit, and that it was part of a
formula called "RFM" - for "recency, frequency, and monetary."
P r o d u c