The 4th Basic in Direct Mail Makeovers: Measuring Your Results

The Fourth Basic in Direct Mail Makeover: MEASURING YOUR RESULTS

In our final week of our Direct Mail Makeover, we are now ready to “measure your results.” As in the analogy of making chocolate chip cookies, you are now ready to sample the results! Hopefully, you have been following the directions for your “direct mail makeover” these last few weeks and have arrived at this final step successfully.

In this last step of the makeover, let’s determine whether your direct mail makeover campaign was a success or not. And, let’s also look at which offers work best for you. If you are confused about how to measure results, here are some tips to help you answer this question:

1. Knowing What Kind of Response to Expect. Some marketers are happy to receive a 3 percent response. Others are disappointed. For responses to a prospect list, 3 percent is very good; however, if your offer was to your customers, you probably should expect to do much better.

• Think about lifetime value – Most direct mail marketers have many products and services to sell. Often, you do not make a profit on the initial sale. You are giving up your profit in the hopes of your first-time customer, over a period of time, will continue to buy more products and service – from which you do earn a profit. So, what you are really interested in is the lifetime value of the customer or the total earnings from a customer. That number is what enables you to measure your return on investment (per customer).
Tip: A good predictor of lifetime value is a measurement called RFM – recency, frequency, and monetary value. When was the last time a customer made a purchase? How often does that customer make purchases? And, how much did they spend?
Use these measurements to decide which of your customers to mail to, how often, and what products or services to offer to them.

• Keep a database – You must study your customer’s buying behavior to know how best to apply these measurements for future direct mail campaigns. You don’t want to waste marketing dollars on people who become less and less likely to buy again.

Tip: Keep careful track of everyone who responds to your direct mail campaigns. Keep track of everything about that person, not just the name and address. What campaign and offer did they respond to? How often have they purchased? How much have they spent? When was the last purchase? Do they return a lot of things they buy?
All of this information will help you determine how profitable they are. And, that will help you find customers just like them.

2. Testing the Waters: Measuring Your Responses. One of the greatest benefits of direct mail is that it is measurable. You can find out what is working and what is not. And, you can also fix what is not working.

• You need to test everything – Test different offers, creativity, and lists. Be careful about how you structure your tests. You can only test one differentiator at a time, or you will not know what part of your direct mail campaign contributed to the results.

Tip: For a statistically valid test, you need to get 100 responses. Determine what your normal response rate is and then use that number to figure out how many pieces to mail.

Keep in mind that your lists need to be accurate when you are conducting your tests.

We hope you enjoyed and learned something new from this direct mail makeover blog series and are ready to begin your next direct mail campaign. However, if you still need some help, just give us a call. We’ll be glad to help. You can reach Jennifer Ashley at 708-345-1196 or at

Check back next week for our just in time for Valentine’s Day, Chocolate Chip Cookie Recipe.

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Deliver Your Direct Mail Piece

3rd of Four Basics in Direct Mail Makeover: DELIVER YOUR DIRECT MAIL PIECE

Last week we talked about how to formulate the dough (game plan) for your direct mail makeover. If you will remember my analogy of preparing chocolate chip cookies to preparing direct mail pieces, we are now ready to send your direct mail piece to your target audience (or put the cookies into the oven to bake). Note: at the end of this January/February blog on direct mail makeover, I promise to publish my recipe for Chocolate Chip Cookies … just in time for Valentine’s Day!

In this part of the makeover, let’s take a look at what’s involved in delivering your direct mail piece.

• Money Saving Postal Strategies
• Standardizing Your Mailing Addresses
• Merging Your Mailing Lists or De-duping

    Money Saving Postal Strategies.

If you are interested in saving money, then there are several things that can decrease your postage cost.
Know your class. With first class mail, your direct mail piece should arrive anywhere in the country in one to three days. And if the person you’re mailing to has moved within 12 to 18 months and left a forwarding address, your mail will be re-directed to the new address at no extra charge. Standard class allows you to mail a minimum of 200 pieces of direct mail at one time and although you receive lower bulk rates, your mail usually arrives within seven to ten days. Note: make sure your addresses are as up to date as possible; with standard class your mail won’t be forwarded if the recipients have moved.
Make the Postal Service’s job easier. Your addresses need to be CASS-certified addresses.
Send deliverable mail. Almost 20% of the U.S. population moves every year, so chances are good that some of your addresses will be undeliverable. For the best first class mail discounts, you can use:

1. National Change of Address (NCOA) service
2. A Service Bureau: will presort your mail and may also commingle your company’s mailing with others so you receive a deeper discount
3. A program called Fastforward: which works off of a CD-ROM that contains all reported address changes for the past 12 months

    Standardizing Your Mailing Addresses.

Standardizing simply means that all your addresses are consistent. Here’s the standardization rules to remember when creating your addresses:

Always use one or two letters for directional – for example, use the letter N for North, S for South, etc. Do not use a period.
Use the fixed abbreviations for street, road, avenue, i.e., St, Rd, Ave – You can get a complete list from the Postal Service
Do not use any punctuation

    Merging Your Mailing Lists.

No one likes to receive multiple copies of the same piece of mail, even if the letters are personalized. If you are using more than one mailing list, you may have the same people listed several times. (Duplicate mail irritates the recipient and wastes your money). Performing merge-purge operations can help make your list duplicate free.

Although the computer is doing the work, you are the person making the decisions in the matching process. Here are a few questions to ask yourself when determining your criteria:

Are shortened versions of formal names, i.e. Robert, Bob – located at the same address a match? Probably
Are similar sounding names, such as Richard Goldsmith and Richard Goldman, located at the same address a match? Probably, but you have to assume not.
Are identical names at slightly different addresses, i.e. 123 Main St vs. 123 E Main St – a match? Probably
Do you want to send duplicates to multibuyers (people whose names appear on more than one list?

Tip: If you are mailing thousands of direct mail pieces, use a commercial letter-shop to save time. Time is money and your time may be better spent on other tasks and projects.

Our final and 4th in our Basics of Direct Mail Makeovers: MEASURING YOUR RESULTS will be posted the first week in February. Look for us then.

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2nd of Four Basics in Direct Mail Makeover

2nd of Four Basics in Direct Mail Makeover: DEVELOP YOUR GAME PLAN

Now that you have all of the ingredients (and the right ingredients) for your direct mail makeover (the 12 step process), it’s time to put them all together to “form a game plan.” Let’s take a look at how to do that.

The 12 ingredients (or process) we talked about last week will help you form the dough ($’s and profits) you can realize from your direct mail campaign. How you mix these ingredients will determine the formulation of your dough (your game plan). So here’s what your formulation should look like and include:

• The Strategy (your offer)
• Targeted Mailing Lists (your target audience)
• Tactical and Creative Execution (your copy and design)

Understanding What the Offer Is. Your offer and strategy is the part of your direct mail campaign that attracts attention and builds interest. It is the total selling proposition, the deal you make to a prospect or customer – the combination of the product or service, the price, and the way you present the two. Choosing the right offer and its components and making sure it is relevant to your target audience is of utmost importance. There are two other considerations you will need to address.

1. Components of the Offer. Your offer needs to include specifics that pertain directly to the product or service and the price, i.e., terms of payment, time limit, incentives, and guarantees.

2. Structuring the Offer. The big idea in structuring your offer is to make it as compelling and irresistible as possible to the ideal prospect or customer. Here’s a few points to keep in mind:

a. Create a feeling of excitement
b. Do not go over the edge into the unbelievable; it’s an offer too good to be true
c. Make your offer relevant and appropriate to product/service and the need it fills; would you buy it?
d. Try for exclusivity – study your competitors offers, then structure your offer’s components that only you can make
e. Do not limit yourself; build emotional needs into the offer. Appeal to the psychological needs of filling basic needs.
f. Keep it simple. Make it easy for the customer to “act now”

Identifying Your Target Audience. Know what junk mail is? Uh huh – it’s preparing the most terrific direct mail campaign and sending it to people who couldn’t care less and a waste of time and money. Targeting – identifying your direct mail audience – is the best way to ensure that your prospects will find value in your direct mail product or service and have them take action. So how do you do this? Start by:

1. Knowing Your Current Customers. Find out every relevant thing about their buying habits in relation to your product or service. Why would do this? Because there are other people similar to your current customers who will want to buy your product or service. If you can develop the perfect composite of your current customers, finding more of them will be a lot easier. You will be able to use customer modeling, database services, and mapping to formulate your targeted list for your direct mail campaign (see #2 below).

2. Finding New Customers by Using Customer Modeling Techniques. Now that you know specifics about your current customers, you have options to zone in on your target audience (prospective new customers). One option is to use customer modeling which is a computer based way of profiling your customers. Among them are Database Services, Regression Analysis, and Mapping. There’s a lot to learn with these options so I will not go into specifics at this time.

3. Finding New Customers by Renting Targeted Mailing Lists. Using targeted mailing lists is another option to help you zone in on a selective audience. The goal is to choose the right list in relation to your product or service so you can “personally” talk to the people on the list and get on their radar screen, and show that you recognize their interests and needs and tell how your product or service will benefit them. Work with your mailing company on renting the right list.

Creating & Executing Your Copy and Design. There’s three components to consider in this stage of the formulation: Choosing Your Format, Creating Your Work of Art, and Printing Your Offer.

1. Choosing Your Format. As you refine your direct mail campaigns, you will find that different market segments need to receive different formats and offers. There are self mailing formats such as postcards, flyers, brochures, booklets and catalogs. There is also the complete direct mail package. The package usually contains the envelope, letter, brochure, order form and a reply device. Additions might include: buck slips and flyers, stickers, lift letters, and magalogs.

2. Creating Your Art Work. There’s much to consider when creating the actual art work: First, unless you are a writer and designer by trade (and you are probably not both), you should hire professional freelancers or an agency that can fulfill both the writing and the graphic design. Secondly, make sure that the copy written is relevant and personal to your audience and can “sell” the benefits of your product or service. And finally, design is not just about photos or illustrations; it is the overall layout. Good graphic design draws the reader in and guides her through the copy, and focuses her attention on key benefits. Optimum direct mail graphic design organizes the copy and graphic elements so as to move the sales story forward, to the order form or other “action device” to a successful purchase.

3. Printing Your Offer. Now that your offer has been written and designed, you are ready to move on to getting your direct mail campaign ready for print. So much to do in preparation for print and each step should be carefully thought out, preferably with your print partner.
Tip: Meet with your print partner early in the design stage to discuss what you are planning and whether it is the most economical way to proceed; it will save a lot of time and money. Among the preparation steps are: choosing the paper and ink that will fulfill the total design.

If you are satisfied with how your dough (game plan) looks, then it is time to Get Ready, Get Set, Send! See you next week for the 3rd of the Four Basics in the Direct Mail Makeover – Deliver Your Direct Mail Piece.

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1st of Four Basics in Direct Mail Makeover

1st of Four Basics in Direct Mail Makeover: REVIEW THE PROCESS

Some believe that creating direct mail is as easy as following directions for making chocolate chip cookies. Just gather the ingredients, mix them up and drop spoonfuls on a cookie sheet, stuff them in the oven to bake, then sit back and wait for them to cool and wallah … Everybody’s favorite treat!

NOT QUITE! It’s a bit more complicated than that. You need to go through a specific process to create direct mail and that’s what we’re talking about today – The 12 Step Process for Creating Direct Mail.

Since we don’t know what your specific product, service, or unique appeal is, use these steps as a general guide or checklist for your own campaign. You will see practical ways to modify these steps to suit your objectives, so think of them as just a basic recipe to begin the makeover process.

So let’s begin. Here’s the key ingredients:
1. Decide which service or product to offer. Write a complete description. In one column list the facts/features about it, ranking them in order from most important to least. In a second column, translate each fact/feature into an end-user benefit.

2. Determine your marketing and sales strategy. Review your market research and make sure you have clearly defined measurable goals (objectives), planned actions (strategies to meet your goals), and tactics (details for executing your strategies).

3. Identify Your Target Audience. Write down every characteristic of your audience that matters: gender, age, education, income, occupation, interests, hobbies, children in the household, car(s) owned, pets, vacation and leisure activities, health or disability, buying habits for your type of product or service, etc.

4. Decide How You Want the Prospect, Customer, or Donor to Respond. Memorize this right now: Make it easy for people to respond. Regardless of what kind of response device you use (coupons, phone numbers, internet addresses, etc.), you need to make sure that responding is easy.

5. Create the Offer. Write down the offer as you would on an order card included in your direct mail piece (more about this in next week’s Blog message).

6. Write the Draft Copy and Design the Graphics. Decide on and rough out all the components of your direct mail package. Thumbnail sketches will do at this point, but be sure to include sizes, number of colors, etc. (more about this in next week’s Blog message).

7. Select the Paper, Design Elements, Production Methods and Production Partners for Printing and Mailing. Identify the suppliers you want to work with for print, design, lists, etc. Talk with your printer and mailer and explain what you are planning. Ask how long it will take to print and produce each component (especially if any special die-cutting, gluing, special finishing), and ready to mail. The objective is to determine which components take the longest to produce so you can create a reverse timetable and have all the pieces finished and ready to mail on time. Rely on your mailing service partner or postal service for answers to questions about postal regulations and mailing permits.

8. Finalize Copy and Graphic Design. You can engage an outside freelancer, a graphic design agency, a direct mail agency, or you can finalize the copy and design yourself (more about this in next week’s Blog message).

9. Determine Whether You Need to Test. Remember that direct mail is measurable. That means that you can find out what’s working and what isn’t; it also means you can fix what’s broken. When you send direct mail you need to test, test, test; and you need to test everything from offers, creativity, lists. Caution, you can only test one thing at a time, or you will not be able to discern what part of your campaign contributed to the results (more on this in two weeks from now).

10. Get It Mailed. If you are using the postal service, you need to check into the various specifications and rates. Most of all, to ensure proper and expedient delivery of your mail, you will need to make sure your targeted list is up to date. If planning a massive mailing, tens of thousands, for example, you will want to use a professional mailing company (letter shop) to help you get your large mailing into the mail (see more on this in two weeks from now).

11. Review the Orders. Track who your orders are coming from; keep a database with that information. Track what people are buying and how much they are spending. All of this information will help refine your next direct mail campaign. Remember, your goal is not only to make a sale, but to achieve a client.

12. Fulfill The Orders. Throughout the entire planning process, take the time to think through “what you want the process to accomplish.” The goal in this 12 step process is to trigger a direct action, a measurable action, at the right cost.

13. Now that you have all the ingredients for your direct mail makeover … tune in next week when we delve into the 2nd of the four basics of Direct Mail Makeover – Develop Your Game.

This blog contributed by Sue Chamberlain, Marketing Consultant for A&H Lithoprint. Contact Sue at for more information on your Direct Mail Makeover.

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Direct Mail Makeover


You’ve all watched TV shows where one random guest from the audience is chosen to get a makeover and you’ve also seen many advertisements for hair, makeup, wardrobe makeovers. You’ve most likely have also seen weekend warrior TV shows on how to makeover your house, your yard, etc.

Well, today let’s take a look at a makeover for your direct mail campaign. Why? In any business, fresh ideas are the lifeblood of creating awareness of brand, staying top-of-mind, and motivating for an “act now” response.
So, what’s to do first? Go back to the four basics; and those would be …
Review the process for creating Direct Mail – In my book it’s a 12 step process to trigger a direct action, a measurable action, at the right cost.

Develop your Game – For your direct mail campaign to succeed, you need to know what you want to happen. You must determine your offer, your target audience, and your direct mail piece format. Then create the appropriate art work including the copy and the design, and get it printed.

Deliver your Direct Mail Piece – Acquiring the data for your target market, standardizing the mailing addresses, and understanding how to take advantage of postal discounts is a large part of the direct mail process. An important partner in your direct mail success is a the U.S. Postal Service and if you play by its rules, not only will you save money, but you will ensure that your direct mail will arrive where you want it to … when you want it to: in the mailboxes of your prospective customers.

Measure Results – Your mailing is done; but did it work? What kind of response did you expect? This part of the “makeover” is just as important as the creating and mailing parts. In measuring results, you will be able to determine whether your direct mail campaign was a success or failure. Discovering which offers work best for you and in doing this, you should also consider “lifetime value”.

The Direct Mail Campaign Makeover can be overwhelming if you look at the big picture all at once; or it can be very rewarding if you break it down into phases and concentrate on each phase separately.
And, like many marketing departments, each of the above steps is probably worked on by various job teams, i.e., the market researchers, the market planners, the writers, the graphic designers, the IT database technicians, your print and mailing partners, your sales teams, and finally, your campaign analysts. The sum of these parts makeup the Direct Mail Campaign and working together from the beginning of the process keeps the end goal in mind and the campaign on target.

Want to learn more … well hopefully you will follow our Blue Dot Connections Blog throughout the month of January. Each week we will look at one of the four basic parts of a Direct Mail Campaign Makeover. We will show you how to begin and work through the process. By the end of January, you will be ready to begin your next Direct Mail Campaign with a “new look” and a “successful outcome.” See you next week for the 1st in the 4 basics of your direct mail makeover.

Happy New Year!

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The Speed of Now

The Speed of Now

Just as we look back and review our accomplishments this past year, we must also look forward to and plan for 2014 and beyond. So many things to consider; but we need to always be conscious of delivering the best products and services for our customers, (when and where they want them) thereby maintaining their loyalty, and continually be growing and prospering our businesses.

In December 2011, John M. Bernard published a book, entitled Business at the Speed of Now: Fire up Your People, Thrill Your Customers, and Crush Your Competitors. The book states that the ability to understand emergent issues and act upon them with appropriate speed will mark the difference between the winners and the losers. This is what is happening in many industries today; and not least of all in the printing industry which is very much in a role reversal (from print service provider, the end of the production supply chain to a marketing services provider, a partner with traditional marketers).

Bernard’s book contains some of the best management insight with specific examples of how “now businesses” need to respond. “Businesses need to learn how to function in the biggest economic shift ever. The mass-production revolution (that was then) made it possible for businesses to deliver the same product to millions of customers. The mass-customization revolution (this is now) demands that we vary our products and services to meet the unique needs of our customers who want what they want NOW.” Businesses must act quickly, or they run the risk of losing out to more flexible competitors. They need to conduct business at the speed of now.

Why? Because according to Bernard, “the coming of age of the NOW generation, the millennial, unlike previous generations, never wait for much of anything. Their mindset, which combines skill in social media and the latest communications devices with the appetite for instant gratification, will profoundly impact the workplace and the marketplace.” If the millennial generation can’t get what they want when they want it, they will go somewhere else. They will also probably tell their friends that you couldn’t deliver what they needed in a timely fashion.

The book talks about three game-changing drivers that make it possible for any organization to grow: social media, cloud computing, and a “millennial mind set.” These three forces will not only change the printing industry as we know it forever, but the way marketers choose their service partners.

In addressing these three drivers, service providers have already indicated:
• They now use social media to build brand and connect with customers, building communities of loyal followers
• Cloud computing has dramatically driven down the cost of computing and accelerated the “time to implementation” and the delivery of value-added services
• Most importantly, the transforming force of a millennial mindset has driven them to re-tool their business for the NOW generation, the millennial … re-evaluating their customer delivery model to include all facets of accessibility, customization, ease-of-use, and “need for speed.”

Now is the time to ask yourself if your service provider has met these three challenges and can provide your company with the speed of NOW.

Source: InfoTrends, 2012

A&H Digital on Demand, A Division of A&H Lithoprint, Inc. Moving at the Speed of Opportunity

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Targeted Customer-Specific Data

Targeting Customer-Specific Data

A marketer’s job gets more complex each year, and 2014 promises to be no exception. With the widespread adoption of mobile, social, and online media solutions that enable consumers and users to be connected at all times, marketers have new channels that must be considered.

Consumers also have higher expectations of overall relevance of messaging seeing that they are more comfortable than ever with the technology. They expect more personalized shopping experiences and are willing to share details about themselves to educate their favorite brands about how, when, and where to approach them.

Direct marketers are redirecting their marketing communication efforts from product features and benefits to focusing on the customer. All customers are not alike; they have different demographic profiles, income levels, business requirements, and lifestyle choices. All of these factors drive purchasing behaviors. Marketers cannot ignore these differences, and they are creating customer-specific communications that cater to and are driven by individual preferences and characteristics.

Big Data … so what is it and where do I get it?

Variable data capability is at the core of creating personalized experiences for end consumers. In today’s market, a simple mail merge is not enough—the ability to make content relevant is critical. Big Data includes obtaining data from many different sources. Here’s just a few:
• Aggregating data from both offline and online sources
• Permission-based collection of personal data from relevant offers
• Customer profiles of recent purchases, seasonal purchases, gift registries, and personal shopper files
• Responses from QR codes/PURLs
• Consumers engaging with their favorite brands using digital channels
• Past customer experiences with name brands and private label products

With Consumer Expectation for Personalization, also comes the issue for Control

While personalization has clear benefits for consumers, there is also a desire for more control over the use and collection of personal information. A recent Info Trends study found that just 10% of consumer respondents reported feeling that they had “complete control” over personal information collected about them by online services they use. About 66% of respondents expect businesses to collect and use personal information to tailor products, services, and promotions to their needs and interests—a desire for personalization.

There are some slight generational differences in attitudes toward personalization and control. The expectation of personalization is always met with an equal or greater expectation of control over the collection and use of personal information. The most notable disparity is among consumers aged 55 and above. Compared to other age groups, the “Boomers and Beyond” segment was more averse to personalization.

Even though younger generations have greater expectations for personalization, they want control over associated data and practices just as much as older age groups. It is critical that marketers, advertisers, agencies, technology providers, and other solutions firms take these attitudes into consideration when developing the next generation of personalization applications.

With well-implemented controls, users can tailor the experience to their needs and interests, creating more value for customers and the business. For more information on collecting big data for your marketing campaigns, contact Jennifer Ashley, Vice President, A&H Digital on Demand at 708-345-1196 or email

Source: InfoTrends, 2013

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Marketers have been working to achieve a level of personalization for over two decades.  While there has been a strong desire to deliver more relevant experiences to target audiences, only in the past few years has technology caught up to help lower the barriers to achieving personalization.

In this age of digital printing, the opportunity for business to extend their reach to customers has been enhanced through the application of variable data printing (known as VDP), a one-to-one communication tool to deliver the right content to the right person, at the right time, in the right context.

Variable Data Print enables the marketer to tailor brochures, newsletters, direct mail to target audiences providing personalized solutions.  Additionally, VDP can be also be used for billing transactions, welcome kits, fundraising and recruitment.

Consumers want information tailored to their personal buying patterns; and marketers can provide and reinforce their messaging with that information from data collection given up by their customers at the point of purchase. 

Here’s a look at personalization applications using VDP across industries:

Vertical   Market Personalization   Applications
Retail Recommendation engines help keep   shoppers on an e-Commerce website to drive larger   shopping carts and provide conversion rate lift
Hospitality Loyalty programs are being overhauled to include personalized offers and rewards that aim to cultivate a loyal brand following
Financial   Services Credit card companies are launching mobile apps that provide personalized offers based on   transaction history
Utilities Energy suppliers are sending customer   communications that ranks customers’ energy use vs. their neighbors with relevant energy-saving tips
Automotive Car manufacturers now provide tools to let car shoppers build, configure, and get custom, localized quotes in just a few clicks

While personalization benefits a retailer’s bottom line, it also benefits customers by presenting them with products that are highly relevant to their needs.  Airlines, hotels, and resorts often have to compete on price when competing against each other on travel search engines, but personalization benefits customers by matching offers and incentives by their level of loyalty to help foster relationship.

Credit card customers benefit by receiving relevant offers, which also prompts them to use that card more often.  Through personalization, energy customers get more insight into their electric and gas use.  It also enables car buyers to know exactly what their car will look like and cost before ever setting foot in a dealership, which helps decrease the sales cycle for the dealer.

Ultimately, companies are leveraging personalization to drive business results while simultaneously enhancing the customer experience.  As barriers to entry continue to erode, more companies are adopting its use.  As the next generation of applications is being developed, consumer attitudes and preferences need to be taken into account to ensure the practice benefits all parties involved.

For more information on Variable Data Print Campaign Applications, contact jennifer @ or at 708-345-1196.

Source:  InfoTrends 2013 – The Personalization Imperative by Bryan Yeager

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Welcome to Blue Dot Blog Connection


Welcome to Blue Dot Blog Connections … a Blog to educate marketers on a full range of digital printing options. We intend to present information based on successful marketing campaigns in various vertical markets when integrating digital print in the marketing mix.

Our topics will explore the use of digital print to include new break-throughs in digital packaging print, the use of wide format to expand brand recognition, and variable data print to “get personal” with your clients. Additionally, our blog will include interviews with partners and affiliates who will present new trends, processes, technologies, and uses of digital print for today’s marketers.

Join us in this exciting new educational platform. We welcome all levels of participation in our Blue Dot Blog. If you wish to receive our weekly blog, please Register  below. If you wish to send a comment or submit a guest post, please include your information in the Blue Dot below.



DiscoverA&H Blogs


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