Direct Marketing - Presentation

THE MARKETING COMPREHENSIVE COMPANY

INTRODUCTION

WHO WE ARE?

We are the Marketing Comprehensive Company; a Leading Saudi-Based Marketing Agency, that’s dedicated to help both organizations and individuals to achieve their marketing goals with an ultra air of style, sophistication, and most importantly, quality they expect and deserve.

We are thinkers, executors and consultants. We help you design, execute and manage your marketing campaigns to build your brand and increase your reach, which will bring you more cash both in the short and long terms.

We are mainly focused into Events Management, Direct Marketing, Creative Design & Production, Media Planning, Experiential Marketing and Outsourcing, yet our portfolio has a wide range of services that are designed to fit all your marketing needs.

www.marcomarabia.net

/marcomarabia /MarcomArabia

73 employees

We are 73 happy employees

+1500 events

We’ve managed more than 1500

successful events since we started

our company

+300k contacts

Our database has more than 200,000

profiled and segmented contacts

+200 clients

We’ve helped more than 200 clients

reach their goals

+100k companies

Our database has more than

100,000 profiled and segmented

companies

FACTS ABOUT US



4 offices

We’ve opened our new office in

Dubai in 2013

+ 500DM Campaigns

Not related to events

MARCOM NETWORK

We pride ourselves of having the wide knowledge and creativity that transform us from thinking to executing to providing consultancy in every project we handle.

Your journey begins with us observing your needs by listening to you, seeing your quest, and asking you lots of questions to make sure we stand in your shoes, we feel what you feel and we want what you want.

Then by analyzing your needs and visions we can start building and testing to come up with the most suitable and simple, yet comprehensive plan that will rock our worlds; yours and ours to lead us all the way until our quests are fulfilled and our needs are met.

THINK EXECUTE LEARN

HOW WE DO IT?



Marcom Est.

1999

• Started serving HP& Microsoftexclusively as aDirect Marketingagency

• 10 employees

Events Organizer

2001

• Started providingEvents

Managementservices.

• No exclusivity.

New Services

2002

• Started providingProfessionalTraining courses

New Services

2005

• Started providingCreative Design

andMarket Research

• 30 employees

Became a Limited Co.

2007

• Started executingour own Events

• 50 employees• Amman Branch

More New Services

2010

• Started providingOutsourcing,ExperientialMarketing andMedia Booking

• 70 employees

OUR TIMELINE



Dubai Branch opened

2013

• +200 Outsourced employees

• 73 employees

OUR CLIENTS

OUR CLIENTS



OUR SERVICES

OUR SERVICES



MEDIA PLANNING & BOOKING

MICEMeetings, Incentives,

Conferences, Exhibitions

DIRECT MARKETING

EXPERIENTIAL MARKETING

LOYALTY PROGRAMS

MARKETING INTELLIGENCE

OUTSOURCING

CREATIVE DESIGN & PRINTING

DIRECT MARKETING(Contact Center)

SERVICE DESCRIPTION



We’ve started our company as a direct marketing agency, mainly focused on building customers databases for Microsoft & HP, and targeting them through various direct marketing channels like; e-Mails, Mails, SMS’s & Faxes.

We pride ourselves of owning the largest, most updated and well segmented B2B database in the kingdom, with more than 300k contacts segmented into their job functions and regions, and more than 100k organizations segmented according to their industries, regions, and size.

Lubricate your sales engine

SERVICE FEATURES



Our Direct Marketing services include:

Our CRM & Database team will provide you with the best advices and insights in planning your direct marketing campaigns and executing them through our specialized project managers

• Copywriting and content development• Creative design & production • Emails marketing• Fax marketing • SMS’s marketing • Direct mail: hand to hand, local post, fast forwarders

• Call center activities: • Events Invitations• Telemarketing • Database Projects• Telesales• Customer Service Centers• Mystery Shopping• Market ResearchesContact Center

OUR DATABASE

OUR DATABASE

B2B Database

Segmented by the following criteria:

• Industry• Job levels• City / region• Company size (based on number of employees and number of computers/servers)

The database has the basic information of the contacts, which includes: phone number, fax number, email address, mobile number, address lines.

The database contains more than 300k professional contacts in more than 100k accounts



B2C Database

this database contains bulk data to serve the mass pr & advertisements campaigns, where the database can provide information about :

• Email addresses• Mobile numbers

The database contains more than 1 million bulk emails and over 6 million bulk mobile numbers

B2B DATABASE FACTS

Verticals

+ 3,000 Enterprises (+250 OE “Office Employee”)+ 17,000 Medium Size (20 – 250 OE)+ 40,000 Small Size (5 – 20 OE )+ 40,000 Others (Less than 5 OE)



Contacts

+ 1,300 VVIP+ 2,700 VIP+ 50,000 C level+ 120,000 Managerial Level+ 130,000 Others

Segmentation (Company Size, City, Industry Type, Contact Type)

B2C DATABASE FACTS

Geographic

28 % Center26 % West21 % East15 % North10% South



Contacts

+ 6 M Males+ 4 M Females

Segmentation (Gender, City, Interests, Age , Nationality)

OUR DATABASE



The database is within the responsibility of the CRM department, which is responsible of maintaining and updating this database and carrying out the direct marketing activities.

The CRM department performs periodic update routines to the both databases (B2B & B2C) to:

• Acquire & profile :• Direct Data building• Data gathered from events we manage• Data gathered from our partners, like recruitment companies• Other sources

• Update current data through direct marketing channels, including utilizing the company’s in house call center• Eliminate useless and ineffective data

DM CHANNELS

DM CHANNELS



• We own 2 international white listed email servers (located in USA & India) to serve our customer campaign needs.

• Utilizing our database, we can reach your target audience with the right message in the right time, to generate measurable responses that compete the international email marketing rates.

• Our email marketing service comes with an enhanced reportingfacility, that enables us to optimize your campaign to get the best results.

• Our creative team can design and write compelling messages that convert.

• Our Email service serve as a main utility of our integrated contact center facility

Emails

DM CHANNELS



• We work with the best local SMS providers to insure wide coverage and best possible delivery ratios.

• Our CRM team can help you write your SMS messages, to insure best content delivery and usage of allowed characters sizes.

• Our SMS service comes with enhanced reporting facility, that enables us to optimize your campaign to get the best results.

• We work with you to invent new ways to best utilize this service, from using it as events reminders to best utilize it as events short invitations or as an interactive lead generation tool.

• Our SMS service serve as a main utility of our integrated contact center facility

SMS

DM CHANNELS



From: xxx

Dear xxx,

Join xxx training workshop that will be held on xxx at xxx, if you are interested:

Reply this sms by sending 1

Interactive SMS

From: xxx

Dear xxx,

You are invited to attend xxx event, that will be held on xxx at xxx and to meet 2000 xxx experts:

To register or for more details, visit: www.xxx.com

SMS with Link

http://www.xxx.com

DM CHANNELS



• WhatsApp, the popular mobile messaging service has Joined marketing field

• Video , text , images

• Detailed Delivery Reports

• Huge Data Base

•Auto Response

WhatsApp

DM CHANNELS



• We have our own 12-lines fax servers to answer our clients needs.

• Using our updated database, we can reach to the industries and contacts who doesn't use the new technological facilities like emails and SMS's and rely mostly on faxes.

• Our creative team can design and write the best messages that best suits the fax technology.

• Our integrated contact center facility can fully manage responses generated from fax campaigns

FAX’s

DM CHANNELS



• We utilize our database to reach to your target, whether they are line managers, CXO's or even VIP's in every possible way.

• We have our relationships with the leading fast forwarding companies in the kingdom and the region, to provide best prices and flexible delivery dates.

• Our creative department can create breathtaking direct mailer designs, with cutting edge ideas that will best present your company and speak for your brand.

• Our integrated contact center facility can fully manage responses generated from any direct mailer campaign

Direct Mailer

DESIGN & CONTENT DEVELOPMENT

DESIGN & CONTENT



• As the industry leaders suggest, your efforts in developing direct marketing messages should mainly be focused on developing the right content rather than the final design, as the right messaging will help increasing the conversion chances you are looking for.

• Our team is well seasoned when it comes to develop and enhance direct marketing content, where we can totally write or enhance current contents to deliver best conversions

• Our in house managed creative department will deliver the best design solutions that best reflects your event objectives and aligns with your brand image

CALL CENTER

Call Center Services



• Support Center• Customer Care• Product Usage• Technical• Informative• Complains• Campaign Management• Response Management

• Event Invitations• Database Building• Telephone Surveys• Mystery Calling• Exhibition Sales• Telesales• Telemarketing• Leads Generation

INBOUND OUTBOUND

CALL CENTER



MS CRM Dynamics CRM Workgroup Server 2011

CISCO 2900 Series, Model 2921

25 MALE & FEMALE AGENTS Short term

CALL CENTER SERVICES



DATABASE BUILDING

EVENTS INVITATIONS TELEMARKETING

DATABASE PROJECTS

DATABASE PROJECTS



Since our call center runs periodic database projects for our CRM department, this service is available for our customers as well.

Our call center can carry out database projects that provide our clients with updated and well segmented databases that can help them run several successful sales and marketing campaigns.

SERVICE FEATURES



Database Building Database Cleansing Database Management

We are specialized in building professional databases to help our

clients reach their prospects in every possible mean.

Our database cleansing service provides professional and clever

mechanisms in updating and cleaning out of date databases

We offer database hosting and management services, from small

event attendees lists to large customers databases

TELEMARKETING & LEAD GENERATION

TELEMARKETING



• We have a specialized contact center facility, that provides a number of services to our clients to perform certain campaign tasks.

• One of the tasks the call center provides is telemarketing, where our call center can:

• Provide certain information about products, services and campaigns• Generate interest in the mentioned services or products• Create opportunities• Make appointments • Produce prospect leads- Sales approach

- Consulting approach- Survey approach

TELEMARKETING PROCESS



Define

Objectives

Define Target

Audience

Campaign

Preparation

Campaign

Execution

Every telemarketing campaign have the below 4 steps in order to guarantee having the required quality and quantity of attendees the event aims to have.




Define

Objectives

To insure proper executing of any campaign and to have the ultimate successful results, we should first lay down the camping objectives, and what the campaign aims to achieve.

From these objectives we can draw the camping plans which will guide us all the way throw the project.




Define Target

Audience

A very important aspect of any marketing plan, is defining the target audience the camping tries to reach. for when we know the target audience, we can know the best way of contacting them which enables us of better carrying out our defined plans.

Our telemarketing campaigns audience can then be reached throw our call center and by a diversity of direct marketing channels to best support the program.




Campaign

Preparation

• Studying the product or the service • Features• Selling points• Successful previous selling's• Happy customers ... Etc

• Developing the calling script• Product brief• Conversation scenarios • Pain points• Objection handling

• Agents selecting and training:• Selecting the proper agents to execute the project and train them on the product and the calling script

• Running demo sessions




Campaign

Execution

Telemarketing campaigns can go for several months, or even years (all depends on the database size and daily consumption), and every campaign runs according to the below cycle, which goes on as long as the project is running.

• Database selection (extracting and uploading to the agents CRM profiles)• Email releasing (in some cases to support the telemarketing process)• Calling• Reporting• Optimization

DELIVERABLES



• Normally, our telemarketing campaign can generate reports that have one or more of the below results:

• Excellent potential leads for your own sales team to close.

• A reliable up to date data for your sales team, instead of buying raw data.

• A Professional presentation of your brand, product or services to potential customers.

• Market research activities that can also produce leads.

• Strong and guaranteed appointments

EVENTS INVITATIONS

EVENTS INVITATIONS



Define

Objectives

Define Target

Audience

Choose

Channels Mix

Start the

Campaign

Every invitations process have the below 4 steps in order to guarantee having the required quality and quantity of attendees the event aims to have.

EVENTS INVITATIONS



Define

Objectives

Every event has its own objectives and targets that it tries to achieve.

By studying these objectives thoroughly, we can understand the target audience the event should attract, which is the first step in the invitations process.

EVENTS INVITATIONS



Define Target

Audience

The next step is to define the target audience, in terms off job levels, companies size, industry type, region … etc.

By defining the target audience we can know which invitation channel suits it best.

EVENTS INVITATIONS



Define

Channels Mix

Target audience can be reached through different types of channels that includes:

• Direct marketing• Telemarketing

Choosing the best mix depends on the chosen target audience, for some industries or job levels can only reached by some channels.

EVENTS INVITATIONS



Start the

Campaign

Once the target audience is selected & the best channels are chosen, we can start with the campaign :

• Develop the content for the invitation• Develop the design for the invitation• Prepare the RSVP method• Start releasing the invitations• Start follow-up calls• Collect confirmations• Establish communication lines with the target audience to send them ongoing event messages• Send reminders• Reporting at each stage of the process

EVENTS INVITATIONS



RSVP Methods

• Landing pages are a very important step of the invitations process, as it could deliver more detailed information about your company and your event, and it provide the real call for action lines which lead the audience toward the registration system, this all of course if we are talking about Emails & SMS’s or Social media as invitation channels.

• If the channel chosen was Fax’s or Direct Mailers, then the RSVP method will totally differ from above, where the audience is requested to register themselves through a specified fax number or simply by calling us back to confirm their registration, which provide more accurate conversion from registered to attended.

• We help our customer design the best RSVP method to capture registration with extra lead generation techniques, by enhancing the landing pages required fields.

EVENTS INVITATIONS



Releasing the invitations

• Whatever the chosen direct marketing channel was, we can execute the campaign with the highest quality

• We have our own email servers based in India and USA, servers that are white listed and have huge bandwidth capacity to handle large email shots, and can provide reports that show the number of email released, bounced back, opened and clicked.

• Also we have our own in house fax server, which operates on 10 different telephone lines to release large amounts of faxes , which also provide reports that shows the delivery status and reasons of failure (if any).

• We have our own SMS gateway from a local mobile provider, which also allows us to release large amounts of SMS’sin a touch of a button, with reporting facility of course.

• For direct mailers, we have our relationships with the leading fast forwarding companies in the kingdom and the region, to provide best prices and flexible delivery dates.

EVENTS INVITATIONS



Tele calling & Confirmations

• Usually and in order to capture confirmations on attending the event, we establish a communication line with the target audience by calling them to follow-up on the released invitations

• This communication line allows us to confirm the attendance and allow us to have high chances of getting our next letters read by the recipient.

• The calling reports usually shows the number of consumed records, number of reached ones, call status of each record weather they are confirmed, interested to attend, or might attend

• This report combined with the online registrations list make the pre-registrations list to be targeted one more time for final confirmations

EVENTS INVITATIONS



Reminders

• The final step of the invitation process is releasing reminders to all to the pre-registered persons

• The reminders usually happens 3 times:

• The night before the event

• At the event morning

• 1 hour after the onsite registration starts

CALL CENTER - Reporting



CALL CENTER - Reporting



CALL CENTER – Long Term Projects



Launch date: Since 2006

Channel: Inbound

Role: Dedicated sales and support center for Acer Saudi Arabia

Location: Riyadh

Strength: 5 agents

Current Status: ACTIVE





Channel: Inbound

Role: Dedicated support & care center for mothers (Baby nutrition products)

Location: Riyadh

Strength: 25 agents






Channel: Inbound

Role: Dedicated sales and technical support center

Location: Riyadh

Strength: 2 agents






Channel: Inbound

Role: Dedicated customer care center for Diabetic patients

Location: Riyadh

Strength: 4 agents






Channel: all

Role: Dedicated Telesales

Location: Riyadh

Strength: 7 agents


AddressAbi Bakr As Siddiq Branch Rd

Al Ghat Street – Opposite to Maaden Company

Marcom Building, 1st floor

Phone :+966 1 2002722 , Ext 102

Fax :+966 1 2002721

Email :[email protected]

Website :www.marcomarabia.net

CONTACT US



Mobile:+966 567887699

THANK YOU

Date post:	19-Jul-2015
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Direct Marketing - Presentation

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