eTail 2006 - 15th Annual Multi-Channel Retail Event - Course Description

Conference Day 1 - August 8, 2006
1st Annual eTail CEO Breakfast
For Presidents & CEOs only, this breakfast is the first in a series of invitation-only breakfasts designed as a high-level networking and problem-solving initiative, in an environment that allows informational exchange among senior executives.
CEO breakfast registration is limited to 20 participants to preserve small group dynamics. This series is reserved for an exclusive group of senior-level executives to ensure a high level of interaction and to strengthen the relationship between our eCommerce business leaders.
To receive a formal invitation to the CEO Breakfast, have your assistant direct an email tojspagnoli@wbresearch.com
Continental Breakfast, Late Registration & Networking In The Solution Zone
Welcome Address from Jarrett Spagnoli, Executive Director, WBR
Chairperson’s Opening Remarks
As Senior Vice President of Marketing, Cliff is responsible for driving the worldwide development, planning and execution of all marketing initiatives for ATG. Cliff has over 25 years of experience in the software industry, including many high profile leadership positions. He was a founder and CEO of iCOMS, the world‘s first independent e-commerce service provider, which grew to serve thousands of on-line retailers, including some of the world‘s most prominent brands.

Cliff Conneighton,
Senior Vice President of Marketing
ATG
CEO Panel: Examining The Keys To Maximizing Your eCommerce Efforts
Success comes from having a winning strategy from the top down. Our panelists are leading their organizations and have a clear direction in which they are headed. They’ll discuss not only what their corporate enterprises have done to build towards their long-term goals, but what they’re doing today, and how those strategies have changed to meet market demands. Examining your long-term strategy (growth vs. acquisition) Looking at the current industry dynamics of our panelists and the evolution of channel conflict Identifying a path for future success Better segmenting and targeting your customers – both onsite and in emails Tracking your marketing campaign for continuous improvements Ensuring you have the right inventory available for your customers Keeping your customers happy with great service and an open ear
Shelley is currently President for Home Depot Direct Brands with The Home Depot in Atlanta. Shelley‘s primary role is to develop a multi-channel capability for Home Depot Direct brands. In his current role he oversees all the direct marketing initiatives, which include the on-line businesses and the new Direct to Customer (DTC) catalog - which is entering a second year since its inception in Holiday 2003.
Brendan Hoffman is President and CEO of Neiman Marcus Direct, the direct marketing and fulfillment business of The Neiman Marcus Group. Neiman Marcus Direct produces more than 80 catalogs annually for the Neiman Marcus and Horchow brands, including the Neiman Marcus Christmas Book. Mr. Hoffman is also responsible for Neiman Marcus Online, which operates web sites under NeimanMarcus.com, BergdorfGoodman.com, and Horchow.com.
Seth is passionate about the Internet medium and has significant hands-on experience having worked since 1996 as employee #1 at Word of Net, a search-engine optimization company, opened the Los Angeles office of direct marketing firm YesMail and lent his expertise for startups funded by Zone Venture Capital and Rustic Canyon Partners. Seth began his career in the entertainment industry attending graduate school as a Producing Fellow at the American Film Institute and going on to work as a successful motion picture literary agent at some of Hollywood‘s top talent agencies.
Michael has served as chief executive officer since 1998 and is one of the founders of Art.com, Inc. The company is now the dominant retailer of posters, prints, and framed prints worldwide, with three core brands: Art.com, AllPosters.com, and Poster.de. He brings over 23 years of technology and entrepreneurial experience to Art.com, Inc., with prior work in pre-Internet online gaming communities and gaming software.

Shelly Nandkeolyar,
President
Home Depot Direct Brands

Brendan Hoffman,
President & CEO
Neiman Marcus Direct

Seth Greenberg,
CEO
eHobbies
Keynote Panel
Bill Me Later will be presenting with a Retail client
Growth, Innovation & The Customer: Lessons Learned At Amazon.com
The customer is the center of every innovation made at Amazon.com. In this session, Russ will cover the lessons learned from the rapid growth of specific categories including apparel, jewelry, watches and sporting goods. He‘ll discuss his experiences relating to customers on consumer and business-to-business levels. Creating and maintaining a winning brand Looking at the current industry dynamics of our Continuing to impress your customer base to increase retention rates Achieving best-in-class customer service and award winning innovation
Russ became Vice President, Softlines in February 2003. Prior to that, he was Treasurer of Amazon.com from May 2000 to February 2003. Before becoming Treasurer, he headed up Amazon.com Investor Relations from the time he joined the company in January 1998. Prior to joining Amazon.com, Russ was a securities analyst for Morgan Stanley in New York City where he helped cover a number of companies emerging in the Internet sector, including Netscape, CNET and Amazon.com. Before joining Morgan Stanley, Russ worked as a systems designer and engineer at Andersen Consulting.

Russ Grandinetti,
VP Apparel & Accessories
Amazon.com
Rethinking, Reworking And Re-Energizing Your eCommerce Programs To Serve Customers While Driving Growth
Constant innovation is required to enhance the quality of the customer experience. Part of that innovation involves creating an experience that is more relevant to the unique needs of your customers. John’s insight will ensure that you walk away with strategies for maintaining growth that focus on your existing programs and new areas for exploration. Examining ways to sustain the level of growth that you’ve experienced over the last several years Finding ways to get the most out of a mature program Re-Energizing your affiliates Maximizing your marketing dollars to achieve the growth that your CEO has come to expect
Measuring the effectiveness of your existing programs to identify areas of stagnant growth Evaluating the creation of new eCommerce objectives Finding ways to continually surprise and delight your customers with something new and unexpected
Identifying growth areas over the next 12 months across the various channels Where should you be focusing your resources?
John is responsible for all aspects of the business unit, including operations and P&L. He joined Best Buy as Senior Vice President of Supply Chain and Business Systems for Best Buy stores in April 2001. Prior to joining Best Buy, John was Chief Information Officer and Senior Vice President for Customer Service, Information Systems, Distribution, Logistics and e-Business functions at Liz Claiborne, Inc. He also spent several years at Goody’s Family Clothing, Inc. where he was Chief Information Officer and Executive Vice President of Merchandise Planning and Logistics.

John Thompson,
SVP & General Manager
Bestbuy.com
Coffee, Refreshments & Networking in The Solution Zone
Chairperson’s Remarks (Track A)
Ian leads all business segment and product marketing initiatives for MapQuest Business Solutions. His responsibilities include strategic marketing, lead generation and public relations as well as communications with MapQuest’s more than 1400 enterprise customers. He joined MapQuest in early 2004. Prior to MapQuest, Ian was involved with several early-stage technology companies in senior marketing and product management roles helping set corporate and product strategy and bring new software products to market.

Ian Pilling,
Marketing Manager
Mapquest Business Solutions
Chairperson’s Remarks (Track B)
Don joined Advertising.com in 2000 and currently leads the sales efforts for the southeast, mid-Atlantic, and Midwest regions. Since joining the company, Don has directed the overall development and relationship management of Advertising.com‘s largest clients, the results of which were a key driver in America Online‘s 2004 acquisition of Advertising.com. A true believer in the potential of online advertising, Don is dedicated to developing scalable, long-term solutions for his clients that reflect the power of the Internet as a vital channel in the consumer lifecycle. Prior to Advertising.com, Don spent six years at IKON, serving most recently as National Accounts Director within the legal technology division.

Don Kennedy,
VP of Sales
Advertising.com[被屏蔽广告]
Chairperson’s Remarks (Track C)
Integrating Your Offline And Online Strategies To Create A Truly Multi-Channel Experience (Track A)
In order to maximize the benefits of being a multi-channel brand, it is not enough to be able to sell products through different channels. Companies need to define what their core values and competitive advantages are, and they need to be able to provide the customer with a consistent experience across every point of contact (focusing on what really matters to them). In this session, Felix will go through: How L’Occitane has identified several key aspects of their customer experience How they have focused on those aspects to provide the customer a consistent experience across their stores and website How by doing that, L’Occitane is able to continue to leverage both channels to increase the long term value of each customer
Felix leads the company’s online and call center business and started several of the company’s successful business to business verticals. He joined the company in 2003, and serves as a member of the US Management Team. Prior to joining L’Occitane, he was a consultant with the Boston Consulting Group, largely focusing on retail and consumer goods clients. Prior to BCG, he was an associate in the Investment Banking division of Merrill Lynch, focusing on clients in the retail, media and consumer goods industries.

Felix Danzinger,
VP Direct & Business To Business
L’Occitane En Provence
Creating Landing Pages That Drive Results (Track B)
The next big thing in Paid Search is Landing Page Optimization. What is the right approach for your company? Attend this session and walk away with innovative strategies that create opportunity for optimization. Taking a close look at how well your landing pages are driving conversions Understanding how to best test the success of your landing pages Looking at testing combinations Creating a multi-page and multi-session experience specific to your customers needs Fully utilizing landing page optimization without compromising your consistent brand message
Jacob is responsible for online marketing and customer acquisition at Overstock.com. Since joining Overstock.com in 2000, he has performed various roles across the organization, including business development, marketing, merchandising, and project management. During this time Overstock.com has become a market leader in the online retail space and is now a top-ten online shopping destination in the United States.

Jacob Hawkins,
SVP Online Marketing
Overstock.com
Brand Revitalization: Making An Online Store Into A Full Service Retailer (Track C)
The term Pure-Play doesn’t apply to as many companies as it used to. Pure-Play’s have recognized the need to extend into other channels. Attend this session and hear ways that an online order-taker can transform itself creatively to solve larger customer problems and create full experiences. Examining ways that an online company can touch the offline reality of consumers and make their lives better (and in the process forge an emotional connection and start to create loyalty) Assessing how to apply personalization and deal-finding technology to create a more "relevant" merchandising platform Defining a mission for your organization that’s really different and non-trivial, and aligning the whole company culture behind it Turning around an un-profitable business
Jeff is Chief Marketing Officer of Travelocity. He oversees all marketing activities for the company, including advertising, public relations, customer experience, search engine optimization, merchandising, site design, content and customer relationship management.

Jeffrey Glueck,
Chief Marketing Officer
Travelocity.com
Cross-Border Logistics (Track A)
John is the architect of the Comerxia supply chain and carrier network. His primary focus is enhancing Comerxia’s existing logistics capabilities and infrastructure to ensure world class global order fulfillment for its clients. John has over 15 years experience in logistics, inventory management, business processes and information technology. He spent the last three years at DHL heading up the Americas Business Development Support and Program Management Groups for DHL Solutions which provides customized end-toend logistics solutions for the entire supply chain. At DHL, he successfully managed customer logistics solutions which accounted for over $35 million in revenue as well as deployed numerous process improvement and other Quality initiatives which drove 100% customer retention and 66% growth. Prior to DHL he worked for HP/Compaq supporting the Latin American Supply Chain and Logistics group in the area of direct sales and ecommerce logistics. He was a key member of the team that pioneered a cross-border e-commerce solution for Compaq products.

John Seheult,
VP of Global Logistics
Comerxia
Managing User Experience Through Search (Track B)
Endeca’s search and information access platform helps shoppers find the products they want while at the same time helping them to discover others they didn’t even know existed through an experience called Guided Navigation, but it also helps online retailers improve their businesses over time. Join Andy Wolf and one of Endeca’s premier retail clients as they present real-world processes to… Improve conversion rates and average order sizes Identify and capitalize on merchandising opportunities Maximize the value of your web analytics report data
Andy is responsible for Endeca‘s solutions that serve both online and bricks & mortar retailers including ecommerce, kiosks, intranet, customer service, and analytics solutions. Andy works with existing and prospective Endeca customers and across Endeca‘s functional teams to ensure that Endeca‘s retail solutions deliver consistent value and a platform for ongoing growth. Prior to joining Endeca in 2005, Andy was Director of eCommerce at Thinkgeek.com.

Andy Wolf,
Marketing Solutions Manager, Retail
Endeca
How Technology Is Changing The Marketing Landscape, Forever (Track C)
We’re seeing a fundamental change in the way retailers are approaching marketing. New technologies and the Internet have created a need to reach the multi-channel, multi-device consumer in new and intelligent ways. This presentation will explore the potential for maximizing the return of marketing spend through real-time feedback and iterative digital campaigns.
Gaston Legorburu,
Senior Vice President, Experience Marketing
Sapient
Twelve Technologies That Will Transform Online Retail (Track A)
For online retailers to continue to grow their customer bases, they will need to employ sophisticated technologies that enable finer segmentation and customer targeting. Sucharita looks at the 12 technologies with the greatest ability to impact online retail in the near and long term, and outlines an action plan to tackle and prioritize them. Most of these technologies are at the incipient phases of consumer and retailer adoption, but they each have the potential to radically change online marketing and merchandising upon reaching critical mass. Examining how sophisticated segmentation will help acquire and retain customers Exploring sticky solutions: Applications to retain more online shoppers Prioritizing the list: Starting with the evolved technologies
Sucharita focuses primarily on eCommerce, consumer behavior and trends in the online shopping space, technology developments that affect the online commerce industry and vendors that facilitate online marketing and merchandising. Prior to Forrester, Sucharita was the director of marketing at Saks Fifth Avenue, where she managed the customer acquisition, retention and market research efforts for the $2 billion luxury retailer’s online channel.

Sucharita Mulpuru,
Senior Analyst
Forester Research
Panel Discussion: Creating A Revenue Generating Affiliate Program Without Compromising Your Branding Or Marketing Strategies (Track B)
Affiliate marketing may have found its niche, but there is still a great debate over how much is too much. When are you compromising your brand? When are you competing? Is it worth it? Our panelists examine how they’ve leveraged their affiliate programs by managing their affiliates. Examining the relationships that you have with your affiliates What should you allow your affiliates to do? How can you work with them to drive more traffic on your site?
Are your affiliates abusing their privileges? Are you competing with them on search results?
Developing an affiliate strategy that creates a mutually beneficial relationship while still protecting your brand Creating harmony with your affiliate sales force and keeping them fully incentivized
Steven joined LinkShare in 2000 and served most recently as Senior Vice President of Client Development and Distribution Services. At LinkShare, he has been responsible for significantly growing LinkShare‘s client base. Prior to joining LinkShare, he served as Managing Director of Sales for the New York/New Jersey region of FedEx Corporate Services. During his tenure, the region won sales region of the year in 1999, among other awards. Steven’s career in sales management has included leadership positions at The Times-Mirror Company and PepsiCo.
Michelle Madhok is the founder of SheFinds.com and SheFindsMom.com, online publications distributed via e-mail and blogs that help busy women everywhere shop the web for the latest beauty and style finds. A widely regarded expert in online shopping, Michelle is also the style columnist for Metro newspapers in New York and Boston, and a contributing editor at East West Woman and Cotton Incorporated. Her style and shopping tips have been featured in numerous newspapers and magazines, radio and television interviews, including Women‘s Wear Daily, The Tyra Banks show, NBC, Investor‘s Business Daily, The Chicago Tribune, The New York Post, and the Washington Post.

Patrick McKenna,
Director of eCommerce
Mitchell & Ness

Jacob Hawkins,
SVP Online Marketing
Overstock.com

Michelle Madhok,
Founder
Shefinds.com
Panel Discussion: Examining Ways To Bridge The Gap Between Online Marketing & Merchandising (Track C)
Most eCommerce organizations have failed to fully optimize the relationship between marketing and merchandising. Attend this panel and you’ll gain a better understanding of the issues to consider when trying to balance marketing and merchandising goals. You’ll also identify potential ways to structure your marketing and merchandising departments and options for dividing labor (advantages and disadvantages). Finally, you’ll get an assessment of the opportunities that are available for streamlining campaign management and eliminating inefficiencies.
Assessing how your marketing department interacts with merchandising What is the optimal level of involvement?
Determining methods to ensure that your online initiatives will be supported by your merchandiser to achieve effectiveness Leveraging the customer knowledge of your merchandising team to maximize your product acquisitions
Gretchen oversees the presentation and merchandising of over 3,000 styles of bras, panties, shapewear, sleepwear, hosiery and men’s underwear from more than 120 top brands. During her three-year tenure she has also managed the company’s affiliate program and strategic partnerships with key portals including MSN, Shopzilla, Shopping.com and Yahoo. Prior to joining Bare Necessities, Gretchen spent more than five years with Spree.com (now Allegiance Marketing Resources), a rewards services provider, ultimately serving as an associate director of business development.
Ben oversees all aspects of interactive and email marketing and helps create powerful web content for GSI partners in apparel, electronics, home, sporting goods and several other categories.

Gretchen Wahl,
Director of Web Merchandising
Bare Necessities
Marty Keane,
SVP eCommerce
Bluefly.com

Thomas Jones,
SVP Shopping Services & Advice
CNET

Ben Tatta,
Vice President, Interactive Marketing And GSI Studio
GSI Commerce
Lunch For All Attendees--Sponsored by GSI Commerce
Topic TBD (Track A)
Speaker TBD
Confronting Reality And Reassessing Your Business Model (Track B)
Business conditions are dynamic and move faster than ever before. What do you do when some of your suppliers start competing with you? Or when email open rates are at an all-time low? Smart leaders constantly re-address and reassess their business model. Seth will "wow you" once again and leave you with an actionable plan for your remodeling. How to deal with Channel Conflict. Taking stock of your own career path Are your vendors providing a service or disservice?

Seth Greenberg,
CEO
eHobbies
Ecko On The "Ecko Boomers" (Track C)
When today‘s youth market grows to be your primary consumer, will your business meet their expectations? This is a generation that grew up online and "plugged in". They own and use more devices. They are more marketing savvy, their expectations are higher, and they are harder to reach. The lines of commerce, editorial, social networking and entertainment are indistinguishable for this generation. How will that influence their buying behavior as they grow up? Catering to a media savvy consumer Going after new technologies with a fury Will you be ready for them?
Sarah is the Vice President of Information Technology & eCommerce for Marc Ecko Enterprises (MEE). MEE is a leading, global, fashion and lifestyle company, relevant to the youth market. Sarah oversees all areas related to the e-commerce channel including P&L, merchandising, distribution, functional development, design, internal and external online marketing and customer care for all MEE brands. In addition, Sarah is responsible for developing and executing the corporate technology strategy for MEE. Before joining MEE, Sarah was a consultant with leading industry firms such as Accenture and C-bridge Internet Solutions.

Sarah Casalan,
VP of IT & eCommerce
Marc Ecko Enterprises
Panel Discussion: Blending Your Online And Offline Experience To Create Differentiation And Satisfaction For Your Customers (Track A)
How can you ensure that your online channel is delivering the same kind of experience as your offline? You may create a truly seamless experience, but you’ve got to keep improving. Our panelists explore ways to keep improving in this difficult to measure area.
Combining the right products with the right information for your customer in every channel Ensuring the best possible post-purchase customer satisfaction – again both online and instore Linking your strategies together and optimizing at the moment of transaction
Rob oversees the teams responsible for the online stores of partners such as Timberland, Dick’s Sporting Goods, Major League Baseball, adidas, The Sports Authority, and NASCAR. He works closely with these and other partners to support their expansion into new opportunities including customized product, paper catalogs, and multichannel commerce.

Felix Danzinger,
VP Direct & Business To Business
L’Occitane En Provence

Rod Kight,
Director of Marketing & eCommerce
GNC

Rob Schmults,
VP, Sporting Goods
GSI Commerce
Panel Discussion: Evaluating Brand Revitalization As A Key To Your eCommerce Strategies (Track B)
Is it possible to transform your brand to transcend competition? Changing your brand perception presents the opportunity to enhance business performance by realigning with your potential customers. Brands that succeed are more innovative, progressive and dynamic than their competitors. Our panelists have faced major challenges on their way to capturing brand loyalty.
Creating magic at every customer touch-point both online and in-store Combining the right products with the right information for your customer in every channel Ensuring the best possible post-purchase customer satisfaction – again both online and in-store Linking your strategies together and optimizing at the moment of transaction
As senior vice president for CNET Networks‘ Shopping Services and Advice group, Tom is responsible for driving product innovation and advertising opportunities across CNET Networks‘ commerce properties. These Web sites offer consumers a comprehensive resource to research and evaluate products, find the best price, and ultimately make the smartest purchasing decision.
Marty is the Senior Vice President of eCommerce for Bluefly.com, a leading online retailer of designer brands, fashion trends and superior value. In this role, he is responsible for customer experience, online merchandising, online product development, production, and business intelligence. Marty joined Bluefly in January 1999 after serving as Design Director for the online music retailer, MusicBoulevard.com, an N2K, Inc. site.

Thomas Jones,
SVP Shopping Services & Advice
CNET

Jeffrey Glueck,
Chief Marketing Officer
Travelocity.com
Marty Keane,
SVP eCommerce
Bluefly.com
Panel Discussion: Addressing Challenges Specific To Brands That Live In The Youth Space (Track C)
Young people populate the markets of the future and have a tremendous amount of discretionary spending power today. With this being a demographic that you cannot afford to ignore - how can you create brand loyalty and long-term success marketing in this space? Our panelists are on top of it. They’ll examine strategies for planning and implementing an innovative youth marketing campaign. Determining the obstacles and benefits that are specific to youth marketing on the web Leveraging and linking technologies ripe for adoption within the youth space Gaming platforms Mobile technology and SMS
Taking a look back at your Back-To-School strategy to identify new avenues for innovation Pushing the envelope with your youth marketing initiatives
As VP of Convergent Marketing for360Youth, an Alloy Inc. Company (Nasdaq: ALOY), Samantha Skey built and now manages the company‘s cross platform advertising strategy. The "youth surround" model for which Alloy is noted, strives to deliver the most effective and efficient cross platform marketing programs to multiple Fortune 500 companies.

Samantha Skey,
SVP Strategic Marketing
Alloy

Sarah Casalan,
VP of IT & eCommerce
Marc Ecko Enterprises
Neil Kjeldson,
GM eCommerce
Benefit Cosmetics
Coffee, Refreshments & Networking in The Solution Zone
New Ecommerce Marketing Research: Key Benchmarks and Consumer Trends (Track A)
President Anne Holland is frequently quoted by the press, including the New York Times, Business 2.0, CBS Marketwatch, B@B Magazine, Fast Company, Target Marketing, SoftwareCEO, DMNews, as well as hundreds of marketing blogs. In addition to her own SherpaBlog, she‘s a regular columnist for Chief Marketer. Holland is also a speaker in high demand for conference keynotes, Webinar presentations for groups, and annual corporate marketing meetings; including events for Intel, Omniture, The Economist, Advertising Research Foundation, KnowledgeStorm, TechTarget, The Affiliate Summit, CMP TechWeb, the Web Marketing Association, NEPA, ExactTarget, NEDMA, Habeas, ad:tech, New Zealand Marketing Association, Colorado BMA, Direct Marketing Association of Washington DC, and dozens of others. In addition, Holland gives the annual Keynotes at MarketingSherpa‘s sell-out Summits in New York, Chicago and San Francisco.

Anne Holland,
President
MarketingSherpa, Inc
Taking Steps To Improving The Quality & Quantity Of Content On Your Site (Track B)
Here are the facts: The better your site content, the better your conversion rates and sales. If you give your customers what they are asking for you’ll stay ahead of the competition. Attend Bill’s session and he’ll arm you with simple steps to make your content win. You’ll discover new ways to create content easily. Examining the drivers for content improvement Helping users make a more informed decision through more detailed product information and imagery
Determining the right level of content: How much information should be included on the site? Assessing ways to get more content onto your site – How do you do it? Adding value to your customers by sharing more knowledge with them so that they can make a more intelligent purchase
Bill oversees Shoebuy.com‘s website operations and vendor relationships. Under his guidance the Company has become a leader in virtual retailing working with over 300 brands and representing over 400,000 products. Awards include eTail‘s 2005 Fulfillment Award fulfilling at 99% with an average ship time out the door of 1.5 days.
Prior to joining Shoebuy.com, Bill founded Roundtables, an invite-only roundtable for senior level executives of hi-tech, biotech, and retail companies in the Bay Area and Silicon Valley.

Bill Pryor,
COO
Shoebuy.com
Personas: What’s The Buzz? (Track C)
Persona is a hot buzzword in this industry, yet most companies that create them haven’t fully embraced everything that they have to offer. How can you make them a regular staple within your development team? Come hear a leading industry expert discuss how this helped his company design and execute some very successful campaigns and webpages. Making a smooth translation between requirements and design, resulting with much cleaner designs. Examining the benefits of preventing grounding, encouraging story telling, and enhancing role playing Guiding the belief that personas will be a trusted method for many years to come
Combining his knowledge of the jewelry business and his marketing insights, Pinny has been a major contributor to making Ice.com one of the leading jewelers on the Internet. "I believe customers feel at home visiting Ice.com-with its established values, spirit, attitude, merchandise and service. My goal is to create and deliver an experience that will generate long-term customer experience."

Pinny Gniwisch,
EVP Marketing
Ice.com
Retailer Only Card Swap
Take advantage of all the Retailer Only opportunities…utilize the 5-minute "meet and greet" sessions to build key relationships that help drive your future innovations! Through this networking format, Retailers are able to hold face-to-face conversations with Retailer colleagues to create and share ideas, brainstorm solutions and walk away with both implementation strategies and new business contacts. This creates an opportunity for our Retailers to spend quality time with each other, which is not possible while in the office, and nearly impossible at industry events.
Conference Day 2 - August 9, 2006
Continental Breakfast, Registration & Networking In The Solution Zone
Breakfast Provided
Chairperson’s Opening Address
Rob has been a catalyst for innovative technology developments over the last 25 years. As a senior vice president in sales and marketing at Maynard Electronics he formed the company’s software development, followed by strategic mergers with Archive and Conner Peripherals. Rob then forged an alliance with Microsoft to provide software for its flagship operating system and the relationship continues today as part of the Windows XP operating system. In 1998, Rob left Microsoft to form Channel Intelligence. His skill as a business and technology leader has been widely recognized in recent years. He was recently honored by ITFlorida as IT Leader of The Year. Channel Intelligence was also named Florida’s High Growth Company of the Year at the 2004 ITFlorida event.
Rob Wight,
President & CEO
Channel Intelligence
E-Commerce Trends For 2006 And Beyond
In 2006, e-tailers are facing an increasingly competitive online environment and growing pressures on their marketing budgets. With limited resources, we are forced to choose between the growing number of advertising vehicles, website features and functionalities, and business development opportunities that come knocking on our doors. In an environment where simply staying on top of SEO and SEM can be a challenge, new elements continue to enter the marketing mix – from online video to new breeds of shopping intermediaries. In this program, Jay will describe the collective experience of IAC/InterActiveCorp’s businesses in the areas of: SEO & SEM – Creative ways IAC companies work with search engines Online Marketing – New ways in which IAC companies think ‘beyond the banner’ Content & Commerce – What’s hype and what’s real? From online video to customer communities E-tail goes Local – How can you make it work for you? And more…
As IAC/InterActiveCorp’s Senior Vice President of Strategic Planning, Jay is responsible for collaborating with and supporting the businesses of IAC in the development of their strategic plans. IAC operates a broad range of interactive businesses and brands that are market leaders in their categories, including Match.com, LendingTree, Ticketmaster, Citysearch and Ask.com. IAC’s e-commerce businesses include HSN.com, Gifts.com, Pronto, Shoebuy.com, Frontgate.com, TravelSmith.com, and others.

Jay Herratti,
SVP Strategic Planning
InterActiveCorp (IAC)
Driving Conversions Through A Truly Multi-Channel Customer Experience
In order to deliver a "multi-channel experience" your organization must be customer-centric and committed to personalizing that experience across all channels. But how do you get there? Dawn explains how Circuit City underwent a major transformation for their customers that took vision, focus and leadership to achieve. Digging deep into every channel to uncover winning strategies Ensuring your strategies are at a level beyond customer acceptance: customer adoption Listening to your customer: Finely tuning the various channels based on customer feedback & client surveys Keeping your strategies aligned with your brand while delivering top-notch customer service
Dawn is responsible for integrating and optimizing the customer experience across all of Circuit City’s sales and Marketing channels. During her tenure as a Senior Merchant with Circuit City, Dawn developed a passion for the power of channel integration and is utilizing this passion to nurture and develop multi-channel thinking throughout the organization. She has spent her entire career in multi-store retailing and during her 15+ year career at Circuit City has held a variety of different positions in Marketing, Inventory Management and Merchandising. Her most recent assignment had been as Vice President/Merchandise Manager of Digital Imaging.

Dawn vonBechmann,
VP Multi-Channel Experience
Circuit City
Reinventing Your Brand: How To Cut Through Market Turbulence And Rise To The Top
As one of the Internet’s travel pioneers, Priceline.com has faced more than its share of challenges: the dot-com implosion, evaporating travel demand after 9/11, heightened competition from suppliers, and finally travel agencies and meta-search engines. When the dust settled after each challenge, Priceline.com emerged as an even stronger and more diverse travel company. In this session Brett will help you understand how to: Leverage and adapt your brand to weather almost any industry storm Recognize important market changes before they happen and reinvent to survive Effectively blend traditional offline and online channels to maximize brand awareness and sales
As Chief Marketing Officer for Priceline, Brett has directed Priceline’s brand and product repositioning over the past 3 years. He is responsible for Priceline.com’s global strategic marketing and advertising initiatives, public relations, advertising sales, site design, and CRM initiatives. Brett has been with Priceline since 1999. Prior to joining Priceline, Brett managed Cendant’s online travel businesses as a Director of Online Travel.

Brett Keller,
Chief Marketing Officer
Priceline.com
The 4th Annual eTail 2006 Awards Winner Announcements, Hosted By:
Winner Announcements Hosted By: Geoff Ramsey Co-Founder & CEO eMarketer.

Geoff Ramsey,
Co-Founder & CEO
eMarketer
Coffee, Refreshments & Networking in The Solution Zone
Coffee & Refreshments Provided
Chairperson’s Remarks (Track A)
Scott is COO for Vcommerce, a provider of on-demand commerce and fulfillment solutions for multi-channel and direct-toconsumer retailers. In this role, he leads Vcommerce’s development, client implementation and customer service initiatives. Scott’s 17 years of experience in the retail and manufacturing industries, including his position as SVP of global store systems and chief technology officer for JDA Software, make him uniquely attuned to the complex challenges retailers face today. Prior to joining Vcommerce, Scott was responsible for developing JDA‘s In- Store Systems, setting the technology direction for JDA‘s suite of products and advancing new technology ventures. His success earned him "2002 Leader of the Year" honors from AZsoft.net (now the Arizona Technology Council) and made him a regular on the retail speaking circuit. Previously, Hines was president of DataWorks, Inc. and director of MIS for US Hosiery Corporation.

Scott Hines,
COO
Vcommerce
Chairperson’s Remarks (Track B)
Dave is responsible for the development and successful execution of the company’s strategic marketing plan. He is responsible for market opportunity evaluation and estimation, market requirements definition, competitive analysis, product fit analysis, and development of specific go-to-market strategies. To stay close to industry trends and to help GERS anticipate significant market shifts, Dave is an active member of the retail community, participating and speaking at numerous events, conferences, and trade shows. He has also published several white papers and frequently conducts web seminars and lecture series. Dave has been with GERS for 13 years, and prior to GERS he spent eight years in retail operations management.

Dave Bruno,
Vice President of Product Management
GERS
Chairperson’s Remarks (Track C)
Maximizing Your Multi-Channel Prospecting Strategies (Track A)
We spend a significant amount of our marketing efforts on filling the pipeline with prospects. With a full pipeline and consistent follow-up, you are bound to convert sales, right? Charlie lays out a roadmap for your prospecting efforts and examines how his strategy has resulted in value year-on-year. Examining the importance of prospecting for search marketing Determining the right marketing mix in a multi-channel environment Assessing key metrics and measurements for determining ROI on your initiatives Cost per customer – How much do you spend to acquire a customer?
Aligning your spend with your overall business objectives
Charlie Silver,
VP Marketing
Bloomingdales
Precision And Calibration: Fine Tuning For The Holidays Ahead (Track B)
Come August everyone will have explored, implemented and optimized their key strategies for holiday 06’. That’s not why you attend the eTail show in Philadelphia. August is the perfect time, however, to fine tune your strategies. Shelley ensures that you leave his talk armed with tactics that will enhance your current holiday strategies. Examining how to get your business right, excited and ready for the upcoming holidays Cycle timing yourself to be a monster craftsman for the upcoming season Diving into aspects that can make an immediate impact Search words – refining your search for the holiday Advertising during the holiday season Market channel strategies for the holiday
Incorporating and integrating your last minute changes
Shelley is currently President for Home Depot Direct Brands with The Home Depot in Atlanta. His primary role is to develop a multichannel capability for Home Depot Direct brands. In his current role he oversees all the direct marketing initiatives, which include the on-line businesses and the new Direct to Customer (DTC) catalog - which is entering a third year since its inception in Holiday 2003.

Shelly Nandkeolyar,
President
Home Depot Direct Brands
Increasing Sales & Conversion Via Analytics-Driven Merchandising (Track C)
Subscribing to the analytics package is only the first step. The technology is useless -- and a waste of money -- if you don‘t act on what the data tells you and exercise the full range of features and functionality of the tool. We all know it isn‘t easy to get additional personnel to do this, but it‘s guaranteed to pay dividends in the end. Then, once you‘ve proven the program’s worth, how do you get the most out of a web merchant/analyst? In this session, Brad will show: How he led a 6-week test at Orvis to prove the sales value of web merchant/analysts How to create a new process, and a singular metric, for evaluating on-site sales and conversion success How that metric can be used by web merchant/analysts to effectively move the needle Once you‘ve proven the value of the merchant/analyst role, how do you get the corner office to sign-off on the additional resources, and then, what do you focus on first? Brad will show you how to establish priorities for certain success.
Brad is responsible for all things web including onsite merchandising, online marketing, and outbound e-mail for all channels of this multi-channel retailer. A retailer from the day he was born into a family luggage shop business, Brad has been Divisional Merchandising Manager of Gift/Home at Orvis, as well as Director Ecommerce Merchandising at www.wilsonsleather.com.

Brad Wolansky,
Director E-Commerce
The Orvis Company
Panel Discussion: Adopting Best-In-Class Strategies For Multi-Channel Success (Track A)
Once you’ve transitioned into a multi-channel player, your next step is to optimize and maximize your operation. Our panelists are industry veteran’s and will take you through the step-by-step process of transitioning into a multi-channel force. Attend this session and walk away with a clear path for creating a multi-channel "experience". Transforming into a multi-channel monster – defining the key steps Utilizing the online channel as your key to multi-channel branding Linking the experience across all channels through promotional tie-ins Ensuring best-in-class customer service to protect and serve your brand
Michael is a veteran of 19 years in the Direct Marketing industry, with experience covering marketing, merchandising, inventory, operations and management. He started his Direct career with the original Banana Republic catalog, before moving on to Smith & Hawken. He then worked as a Direct Marketing consultant with such clients as Williams-Sonoma and Universal Pictures. Michael returned to the corporate world as the Managing Director for Anthropologie Direct, where he developed and executed the catalog and internet strategy.
Dave runs the online channel at Liz Claiborne. Previously, Dave was J.Crew’s Vice President of E-Commerce Operations, where he led the strategy and tactics for selling apparel online at jcrew.com. In a previous role he managed the Customer Experience for American Express’ Membership Rewards program.
John is president and CEO of e-Dialog, a precision e-marketing solutions provider. With more than seventeen years experience as an entrepreneur building three successful start-up companies, John is a proven business leader and an expert in data-driven e-mail and direct marketing strategies.
Michael Robinson,
Managing Director, Catalogue
Anthropologie

Dave Towers,
VP E-Commerce
Liz Claiborne
Charlie Silver,
VP Marketing
Bloomingdales
John Rizzi,
President and CEO
e-Dialog
Attacking The Niche (Track B)
Years of consumer feedback and branding studies made it clear that in order to grow and remain profitable, the best course of action for e-commerce at the Food Network was to focus on their niche as opposed to trying to promote themselves to a broader base of consumers. Raising prices, cutting marketing budgets - they did those things and their business still grew. Examining all areas of marketing and making sure you are getting strong ROI on your investment Leveraging traffic, and transactional data to make sure your product mix and promotional cadence is correct Finding new people who fit your profile through Blogs
Don is the Director of E-commerce for the Food Network. He is responsible for integrating commerce to the Food Network website, which supports the cable network. Don oversees all aspects of E-commerce including merchandising, operations, marketing and site development. In his current capacity, Don has overseen site redesigns and implemented a variety of marketing and merchandising initiatives that have all led to tremendous growth. Don has over 10 years experience in E-commerce and Direct Marketing having previously worked at Delias and Genesis Direct.
Don Steele,
Director of eCommerce
The Food Network
Leveraging Analytics To Drive Customer Retention, Satisfaction & Experience (Track C)
Converting page views and clickthroughs into better business results requires much more than elegant analytics, smart algorithms or gold-plated website tracking tools. Satisfying customers requires a much more discriminating approach— developing targeted offers and promotions that are relevant, compelling and profitable; providing helpful content and easy-to-use tools; and treating high-value and high-potential customers differently from the rest. Recognizing differences among your customers, tailoring your site, and targeting product offerings to customers’ preferences are key steps to get full value from your web analytics investments. Leveraging data to better understand customer clicks and purchasing behavior Tracking customer touch points to reveal the moments you are losing conversions Understanding site traffic and behavior to make appropriate adjustments Incorporating customer behavior data from all channels to further link your future campaigns
Joe heads up the business analysis group for Expedia North America. Expedia Inc. is the world’s largest online travel agency. Expedia.com has more than 25 million unique visitors each month and the highest brand recognition of all online travel sites. Expedia’s portfolio of leading travel brands includes hotels.com, hotwire.com, and tripadvisor.com, among others. Expedia, Inc. also operates leading sites in Canada, the United Kingdom, Germany, France, Italy, the Netherlands, Australia, and China. Joe has worked for and consulted with a number of leading high-growth e-commerce companies. Joe is a thought-leader in the areas of online product strategy, business intelligence, and marketing analytics.
Joe LaCugna,
GM of Business Analytics
Expedia.com
Utilizing Tools That Better Position Your Products On The Web (Track A)
Jackie Cunningham,
Director of Merchandising, Staples Business Delivery
Staples.com
Panel Discussion: Testing Last Minute Site Enhancements To Create Small Wins For Your Busy Season (Track B)
Q4 performance can arguably make or break a year of hard work for Retailers. Our panelists have proven year-on-year that if you exceed growth during holiday, you ensure a successful year. Attend this session and identify key tactics to create the "small wins" and put your eCommerce business over the hump. Identifying potential areas for site enhancement prior to lockdown Leveraging tactical wins to create a competitive advantage for this holiday season Completing your capability development activities so you best understand how to service your customers during the remainder of the year Uncovering tactics to win this holiday: Becoming a lean, mean performance machine

Dave Towers,
VP E-Commerce
Liz Claiborne

Brad Wolansky,
Director E-Commerce
The Orvis Company

Felix Danzinger,
VP Direct & Business To Business
L’Occitane En Provence
Stepping Back From The Numbers: Tying Web Analytics To Business Performance (Track C)
Benchmarking your KPI’s is a challenge for most of us. A solid web analytic platform is a key starting point. Beyond that, your data can supply you with accurate, timely metrics to help you easily measure and improve your web marketing performance. Brian takes you through the steps that helped him get the most out of his analytics. Making sure the metrics you track answer relevant business questions. Attaching metrics to your Key Performance Indicators (KPI’s). Deciding how often to assess your analytics process. Decide how to assess new analytics features.
Brian manages direct-to-consumer marketing for Callaway Golf Corporation. Callaway Golf Interactive was created two years ago through Callaway Golf’s acquisition of Trade Up Commerce, Inc. which developed Callaway Golf Pre-Owned into a successful direct-to-consumer ecommerce business.

Brian Henley,
SVP
Callaway Golf Interactive
Lunch For All Delegates--Sponsored By BillMeLater.com
Growing eCommerce Sales In Creative Ways And On A Tight Budget (Track A)
Are you tasked with increasing online sales but can’t spend more than 5% of projected sales to make it happen? Even if you have a bigger budget, you might still be interested to learn ways that one small, but fast-growing multi-channel retailer is using assorted cost-effective measures to increase conversions and average order value. Marketing partnerships to increase customer acquisition Promotions that drive traffic and email sign ups Product data feeds: optimizing for better conversions Leverage vendors for free gifts with purchase Personalized software that segments customers by demo/geo, onsite behavior and pushes special offers Merchandising software that suggests/optimizes related items RSS feeds Affiliate marketing Natural search marketing
Glenn has a diverse ecommerce sales and marketing background spent at EarthLink, Electronic Arts, Pacific Sunwear, Boost Mobile and multi-channel retailer Beach Bums. As VP of Direct Marketing at Beach Bums, he has helped to generate 110% increase in online sales, spearheaded assorted visual merchandising tactics, launched a new catalog division, Affiliate, datafeed and ppc search programs, multi-channel promotions, RSS feeds and blog sites.
Glen Wilk,
VP of Direct Marketing
Beach Bums, Inc.
Developing A Strategy To Maintain The Relationship With Your Current Customer Base While Focusing On New Customer Acquisition (Track B)
Going after new business can drain the resources utilized for your current customer base. So how can you balance new customer acquisition and customer retention strategies? No one would argue that it costs less to simply retain. Noah explores their methods for connecting with their current customers in a way that ensures ongoing brand loyalty. Identifying cost-efficient ways to grow and leverage your database Better understanding the customer: Increasing your rates of customer acquisition by more clearly positioning your brand online Becoming a customer-centric focused organization and ensuring your growth is measurable
A fashion retail veteran, Noah Wrubel is the CEO of Bare Necessities, the leading Internet retailer of brand name and designer intimate apparel and men‘s underwear. Under Noah’s leadership, Bare Necessities has achieved yearly compounded revenue growth of over 50%, developing from a small Internet startup to a profitable industry leader. Noah founded Bare Necessities in December 1998 along with current company president Bill Richardson. Noah’s previous roles include merchandising positions at two May Department Stores divisions; Kaufmanns and Lord & Taylor. While at May, Noah was responsible for merchandising areas as diverse as cosmetics and men’s furnishings.

Noah Wrubel,
CEO
Bare Necessities
Panel Discussion: Understanding How To Perform Effective A/B And Multivariable Web Page Testing (Track C)
Your goal is to increase conversion rates for your online visitors. Through A/B testing and multivariable testing, you’ll find out which elements matter to your visitors and which combinations create conversions. Our panelists examine why testing, while not a replacement for effective marketing, can make an immediate impact to your bottom line. Finding ways to optimize the use of your current analytic platform Unlocking the power of web page testing: Understanding the many ways it can be leveraged Leveraging you ability to measure the effectiveness of your applications through web page testing Driving conversions and growth throughout 2006 by better managing your analytics and testing capabilities
Brett is responsible for the P&L of the Internet operations at Sephora – a fastgrowing and profitable business for the Company. Previously, Brett was VP at Modem Media for 5 years and a part of the Management Team of the SF office. Before Modem Media, he was Director of Brand Strategy at Gap, where he oversaw the launch of GapBody brand.
Chris has served as Hoover’s Vice President of Acquisition Marketing since joining the company in November 2004. She is responsible for driving the overall performance of Hoover’s online and direct marketing efforts to drive qualified leads, unique visitor traffic and brand awareness.

Brett Miller,
General Manager
Sephora.com

Chris Warwick,
VP Acquisition Marketing
Hoovers
Joe LaCugna,
GM of Business Analytics
Expedia.com
The MIT Report On Multi-Channel eCommerce (Track A)
If you missed the MIT Report at eTail in Palm Springs, this is your opportunity to catch up to speed! Returning delegates have a chance to build off of their findings; new delegates gain strategies from some of the brightest in the country!
You can contribute to the MIT Report On Multi-Channel Retail! The Report relays data on how retailers are tying their brand message across multiple channels. The data collected is analyzed using newly developed software from MIT called "E.L.M." or "Experience Lifecycle Mapping." The ELM software tool provides a rich graphical environment that will enable industry participants to interactively compare their individual firm’s results against industry benchmarks.
In this experiment the ELM tool maps customers experience versus retail core capabilities. ELM measures, compares, and contrasts your data against industry benchmarks. Its visual nature allows users to more easily conceptualize complex information and support the group conversations necessary to explore new strategies for selling to critical customers. To participate in this research survey,Download the MIT Survey.
All firm level data from the survey will be kept confidential.
Quimby John,
Research Scientist
MIT Center For eBusiness
Special Panel Discussion Hosted By the Electronic Retail Association (Track B)
Hosted by the Electronic Retail Association
Ten Tips, Tricks & Trends For The 2006 Holiday Shopping Season (Track C)
It may be August, but you’re already deep into planning and preparing for the Q4 holiday bonanza. How big will it be this year, and will you get your share? As the big season approaches, online retailers will be besieged by new technologies, reams of data and complex choices in every facet of their business, from their Websites to search, e-mail, offline integration, promotion and more. Where can you get a 30,000-foot view of the threats and opportunities, as well as real data and actionable strategies you can apply to your business to make 2006 your best year ever? Cutting through the hype, misinformation and often-contradictory research data, eMarketer CEO Geoff Ramsey will engage and dazzle you with information, rich perspective and insights that you can take back to the office. Online merchants will learn: How many consumers will be buying online this holiday season, and which segments are most profitable? Which strategies and programs will lead to the best conversions? How to use the Internet as both a marketing and sales tool throughout the entire consumer buying process. How broadband is changing consumer behaviors and expectations online, and how savvy e-tailers are responding. The secrets of success for search marketing, including local search, video search, behavioral targeting and contextual advertising. How to take advantage of emerging trends related to consumer generated content, such as blogs, podcasts, social networks and mash-ups.
Geoff is one of the Internet’s most exciting digital marketing visionaries. He’s also a dynamic and highly entertaining speaker who gives business leaders fresh perspective and critical data they need in order to successfully execute in today’s rapidly evolving e-business landscape. As CEO and co-founder of New York-based eMarketer, Geoff is on the cutting edge of new research statistics, trends and best practices covering every aspect of the Internet, e-business and online marketing. eMarketer provides a wide range of information products - including e-business reports, daily research articles and the world‘s largest database of Internet statistics - that help Fortune 1000 executives make smarter online marketing and branding decisions.

Geoff Ramsey,
Co-Founder & CEO
eMarketer
Coffee, Refreshments, Prize Giving & Networking in The Solution Zone
eTail Retailer Think Tanks
A closed-door setting in which only Retailers can brainstorm ideas and solutions to their challenges and walk away with clear strategies for success. Find out the ins and outs, ups and downs of multi-channel success in your vertical. This is a Vendor Free Zone. These will be closed door sessions. Registrations will be limited to 30 participants in each, so make sure you register now!
eTail Wine & Cheese Reception
Join us for the conclusion of Day 2 at this Wine & Cheese Networking Session!
Personalization & Segmentation Day - August 10, 2006
Breakfast, Registration & Networking
Breakfast Provided
Chairperson’s Opening Remarks
Meyar is a seasoned software industry executive with 22 years of experience. Since 2000, he has been working with some of the largest sites on the Internet in the areas of web analytics, online marketing and e-commerce. For the past two years, Meyar has been focusing on applying Certona’s innovative behavioral targeting and personalization technologies to generate more revenues and higher conversions on e-commerce sites. Prior to Certona Corporation and from early 2000, Meyar was the CMO and COO of WebSideStory, Inc., a well-recognized web analytics provider which has experienced dynamic growth and market leadership.
Meyar Sheik,
CEO
Certona
Increasing Online Revenues And Value To Your Company In A Multi-Channel World
We live in a multi-channel marketing world. Not only do marketers have to compete with other merchants messages, they are competing with the growth of new technologies, new marketing platforms, new marketing techniques, and finally consumers’ attention. If you work at a company that has many different media platforms or many different products and services, what place does the Online channel have? How can you grow the Online channel without cannibalizing other potentially valuable revenue streams in the company? Finally, what does the growing use of broadband and overall internet usage worldwide mean for companies that run both offline and online businesses? If you find yourself asking these questions, then come listen to how Playboy Online successfully handles these challenges. How the Online channel at Playboy has grown revenues 87% and Operating Income 130% in the last 3-4 years. How Playboy Online supports its other businesses and media platforms. As an online brand with a predominantly male audience, how Playboy Online acts as a beachhead to bring new audiences and demographics towards our brand. How personalization, customization and usergenerated content creates demand and fuels revenue growth.
Michael joined Playboy in May of 2002. He was one of the key catalysts in the rapid growth and eventual profitability of the Playboy Online division in his tenure. He joined Playboy as Director of Marketing, Online Subscriptions & E-Commerce and was promoted to Vice President, Marketing of Playboy Online in November of 2003 following the division’s rapid revenue and operating income growth over the prior 18 months. In his current role, he is responsible for providing overall marketing strategy and direction, while overseeing execution, to achieve revenue and operating income goals for the Division’s Online & ECommerce businesses while facilitating crossplatform marketing efforts with other major business units.

Mike Sprouse,
SVP Marketing
Playboy Entertainment Group
Relevance, Execution And Speed Will Determine Your Future Success
Consumers are enjoying the expansion of sales channels, making it convenient for them to shop where and when they like. However, these multiple channels (retail, telephone, web site, etc…) pose a formidable challenge for marketers in creating relevant communications with their customers. Coordinating marketing messages and campaigns across channels requires not just good communications, but standard processes that can make personalized, multi-channel marketing a reality. In addition, with the advances in technology and the internet, speed has become a source of major competitive advantage. New programs enable companies to receive data in real time, make decisions and execute campaigns in order to take advantage of hourly, daily, and weekly changes in their business across all channels. Managing quarter to quarter is a thing of the past. Learn how to build a multi-level customer profile so you can relate the profiles used across multiple channels. Learn about the tools that enable you to understand and monitor the changes in your customer base on an ongoing basis. Learn how to build a multi-channel contact strategy using a consistent set of personalization rules. Learn how speed can be your most valuable competitive advantage. Keith has led Exmplar’s transition from providing email communications personalized based upon individual customer transaction data to providing personalized communications across email, web site, print, call center, stores and media. He has reshaped the Company from an email service provider to an outsource provider of multichannel personalization services, saving clients internal resources, expensive licensing fees and time to implementation.
Keith Wardell,
President & CEO
Exmplar
Panel Discussion: Examining Site Personalization As Your Key To Future Differentiation
Outlining a personalization strategy that best fits your customers Gathering customer specific preferences based on customer touch-points throughout the site Examining the keys to making intelligent recommendations to your client base
Scott founded Shoebuy.com in 1999 and serves as President & CEO. Under his guidance the Company has quickly become the largest pure-play retailer of footwear and related apparel on the Internet; is partnered with over 300 brands representing over 400,000 products on the Shoebuy.com site or what equates to over $1.5 billion in accessible inventory; experiences over 3,000,000 unique visitors per month; has achieved average revenue growth of over 10% month over month since launching the site in January, 2000; and became profitable at the end of 2001.
As Managing Partner of Ultra 16, an interactive marketing agency specializing in the ecommerce space, Julie has brought Ultra 16 to the ranks of "One of the Fastest Growing Technology Companies in New York City," according to the Deloitte & Touche, Technology Fast 50 Award. Under her guidance, Ultra 16 has perfected the process of providing truly personalized, dynamic, branded and effective large scale ecommerce websites that glean results for Fortune 500 and 100 companies during the past 7 years. Key clients include 6 of the Estee Lauder Company brands, Sony Electronics, Polo, Ann Taylor LOFT, and Perry Ellis International. Ultra 16‘s unique approach has won awards for its pioneering design work, strategic thinking, as well as its solid approach to business. Julie is responsible for Ultra 16’s strategic direction, productivity and success. Her focus has been to ensure that the Ultra 16 team provides established brands with solutions that increase revenue, customer conversion, average order size, while speaking more effectively to target audiences in branded yet immersive online stores.

Scott Savitz,
CEO
Shoebuy.com
Coffee & Refreshments
Coffee & Refreshments Provided
Taking Buyer Segmentation & Personalized Experiences To The Next Level
Building (and then rebuilding) your buyer segmentation will get you started. But uncovering the true barriers and catalytic steps to fulfilling your customer needs is hard. Jamie is responsible for eBay’s newest shopping experience – eBay Express. Come learn how they’ll bring personalization and segmentation to new heights. Using multiple sources of information to pinpoint buyer opportunities Accelerating the role of helping buyers and sellers transact Examining the personalization opportunities available in a retail marketplace
Jamie created the Product Marketing function at eBay in 2001, and he is currently responsible for product ideation and product marketing for eBay.com. He also leads eBay.com pricing and seller promotions. Prior to eBay, Jamie was Director of Marketing for Epinions.com, an online consumer review company. At Epinions, Jamie led the internet marketing and business development areas. Earlier in his career, Jamie worked for Booz Allen & Hamilton in the Media & Entertainment Group, Primedia Ventures, and Microsoft’s Internet Marketing Group.

Jamie Ianonne,
Senior Director of Product Marketing
eBay
Driving A Persona Based E-Commerce Strategy
Are you delivering the most relevant and rewarding shopping experiences for your customers? Are you optimizing customer retention and loyalty? Kelly discusses the role that Personalization can play in an online business strategy and the benefits that it can provide to both your customers and your bottom line. Examining a process that you can employ to drive your Personalization strategy Ensuring your strategy is tied to overall business goals and focused on your customers Utilizing your Personalization strategy as a springboard toward greater customer loyalty and higher revenues
Kelly leads the product marketing efforts for ATG’s commerce and marketing solutions. Key to this role is a constant dialogue with customers and prospects and an understanding of the evolving product needs in the market. Before joining ATG, Kelly spent over 10 years providing marketing strategy and services to B2C companies with a focus on the retail industry and the emerging technology companies driving the commerce market.
O‘Neill Kelly,
Product Marketing Director
ATG
Panel Discussion: Back To Basics - Examining A Step-By-Step Strategy For Segmenting Your Customers
Why should you be re-thinking your segmentation strategies? Because if you successfully segment your audience you can spend less while making much more! Use simple steps and see big changes in conversion, average order size, repeat buying, and lifetime value. You’ll lower acquisition costs, and remarket like a pro. Now here’s where you start: How do you segment? Where do you start? Determining a segmentation strategy that supports your revenue goals
What are the things you must consider when doing this as a multi-channel marketer? How do you dive into your database?

Scott Savitz,
CEO
Shoebuy.com
Neil Kjeldson,
GM eCommerce
Benefit Cosmetics

Jamie Ianonne,
Senior Director of Product Marketing
eBay
Lunch for all delegates
Lunch provided
Launching A Segmentation Strategy
Benefit Cosmetics believes in the power of segmentation. Attend this session and learn Benefit Cosmetics believes in the power of segmentation. Attend this session and learn how they went from no segmentation to a highly segmented customer database that allowed them to send more targeted and more successful Emails. Also find out how Neil is laying the groundwork for multi-channel targeted marketing. Taking a closer look at your customer base Who are your customers? How are you segmenting by source? Affiliates Paid Search Partnerships
Assessing the criteria best suited for segmenting customers specific to your business Segment by customer spend? By site frequency? By products?
Examining how to segregate within your site Evaluating how a personalized message will drive conversions
Neil manages Benefit’s eCommerce and Direct Mail businesses. He was previously at Charles Schwab for five years. His Schwab experience spanned online marketing, web product development, and web customer experience. Neil believes his recent experience gives him broad knowledge of the drivers of online success. In 2006, Neil is overseeing a complete overhaul of Benefit’s website, customer service, fulfillment practices, and its online marketing strategies.
Neil Kjeldson,
GM eCommerce
Benefit Cosmetics
Determining A Strategy For Personalizing: Evaluating Where To Start
As you build out a personalization strategy, there are many factors to consider. For CNET, they looked at: do‘s and don‘ts with user information collection, explicit & implicit data collection, when-or if-to ask for membership & information, embracing Web 2.0 to enhance personalization by empowering the user, and learnings & examples of what works well at CNET and around the Web. They also had to avoid the pitfalls: such as the ‘creep‘ factor; where users might understand and be ok that you have their information, but are more focused on how you got it than the value of this information in your hands. Dennis examines his findings throughout this process. Be disciplined about your tactics. Users are more willing to share information than you think, but they need to know at all stages of membership why they‘re providing it. Put the user in control. Web 2.0 is less about the cool factor and more about the use cases. Personalization first has to start with understanding user behavior on your site, and giving them the utilities to maximize it. Don‘t let data be your business plan. Data is an important driver, maybe the more important, but first have a strategy. What problem are you trying to solve? Looking to acquire more registered users? Direct traffic to a particular area? Or are you trying to acquire greater business intelligence? Leverage your product‘s strength to develop your plan and then use data sets to determine your opportunities What does your user want? Ask them! The greatest way to determine & prioritize products, tools and services intended for personalization purposes are to ask the users themselves.
Dennis Smith,
AVP
CNET
Realizing Loyalty Is More Than Just a Loyalty Program: How Relevance Is Foundational To Building Loyal Customers (Pssst – And It Makes $$$)
Ever call your significant other by your assistant’s name? Give wine to someone who doesn’t drink? You’d be appalled to commit such a faux pas with your friends and family and yet you may be treating your customers this way each and every day. Come learn how Travelocity laid both the business and technical foundation for driving relevant cross-channel communications to their customers, ensuring that campaigns are tailored to customer interests & behaviors AND a compelling value for the money. Examining how relevance fits in Travelocity’s overall loyalty efforts Understanding how data and business insight can drive relevance in email campaigns Assessing how relevancy can be of business value on your site before any dollars are invested in building the technical foundation Exploring the future of relevancy Linking it to the travel experience Measuring its incremental effectiveness
Laura manages Travelocity’s retention, loyalty, direct marketing and CRM efforts. She began her travel industry career in 1989 at Travelocity’s parent company, Sabre-Holdings. She soon emerged as a leading strategist, creating corporate and business line strategies and tactics. As VP of CRM/Loyalty, she‘s been instrumental in driving Travelocity’s cross-channel relevance, Customer Service guarantee, and other key loyalty efforts.

Laura Johnston,
VP Customer Relations
Travelocity.com
End of Personalization & Segmentation Day
Changes to the program may occur; please visit our agenda page for the most recently updated agenda.
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