List Bazaar

Speakers: Britt Vane, President, Account Management, Adstra, Kelly Leech, Vice President, Carol Enters List Co. (CELCO)

Database Co-Ops continue to drive the lapsed and prospect acquisition efforts of a large number of nonprofit direct response programs. The number of co-ops and the breadth of service offerings continue to evolve. This session will present how nonprofits can benefit from joining a co-op and how best to navigate the ever-changing co-op landscape.

Moderator: Kris Matthews, President, MEGA, Inc. (Mary Elizabeth Granger & Associates)

Speakers: Len Zargo, Director of Business and Media Sales Development, RMI Direct Marketing, Mike Price, Senior Vice President, DonorBureau, Zack Carpenter, Vice President, Nova List Solutions

Databases have come a long way over the years and, in the era of co-ops, they still play an important role for list planning and scaling high quality donor acquisition. In this session, you’ll learn about three dynamic databases that should be at the top of your test recommendations. (They are anything but compiled.)

Learning Objectives:

• Why multi-sourced databases are unique and relevant in today’s market
• Beyond RFM: Sources of data which make these databases different from their predecessors.
• Not an Either / Or Proposition: The benefits of a balanced list strategy which includes co-ops AND databases.
• Multi-Channel Made Easy: How databases can help non-profits test multi-channel prospecting.

Speakers: Margaret Romig, Account Director, Lautman Maska Neill & Company, Melissa Lancaster, Senior Account Executive, Lautman Maska Neill & Company

This session will tell how we successfully partnered with our list broker to use lists and creative together to successfully expand Heifer International’s acquisition market.

Learning Objectives:

• How to develop an excellent collaborative relationship between list brokers and agencies.
• How to find new pockets of prospects and give them the messaging they’ve been missing.
• How to take a new approach to testing to find the best combination of data and creative.

Moderator: Dan Sonners, Vice President, Conrad Direct

Panelists: Paige McKinney, Data Scientist, DonorBureau, Cydnee Cruz, Director of Audience Building, HSP Direct, Doug Kaczmarek, Chief Data Officer, Moore, Steve Caldwell, Senior Vice President, Data & Analytics Solutions, RKD Group

Understanding how to best utilize modeling and co-ops has become a huge part of what it means to be a modern list professional and yet for many the science behind these powerful tools remains a black box. However, it doesn't need to be that way which is why we're going to open the box in this special panel which will demystify data science and celebrate the minds behind the models that have become such an important part of the list industry."

Learning point from this unique session will include:

• The history of modeling and how it's evolved over the years.
• How collaborative discussions with list professionals help data scientists build more predictive models.
• Channel Fluidity: Do donations from one channel help predict who will respond to another?
• The value of front end versus long term metrics.

Hosts: Roger Hiyama, Executive Vice President, Solutions & Innovation, Wiland, Marianne Hammer, Vice President of Acquisition/Director of List Management, Names In The News

It’s been almost 7-1/2 years since the DMAW last published it’s “Standards of Conduct for Nonprofit List Rentals & Exchanges”. Since then, the list world of direct response fundraising has changed dramatically! Our Town Hall format will encourage audience participation to discuss and debate several key topics including:

• Allowable use of data today (how has it changed compared to 20 years ago).
• How/when to maintain footprint data – what/when is it acceptable.
• Stipulations for digital co-targeting using email/other multi-targeting efforts.
• Programmatic display ads, social media platforms – what is acceptable.
• Rules of engagement for sharing data*.

Zack Carpenter is Vice President at Nova List Company and has been with the organization since 2007. Zack leads a team that is responsible for the planning and data acquisition for hundreds of direct mail campaigns annually, which raises millions of dollars for their clients. Focused on building strong relationships inside and outside the company, Zack has been an essential part of Nova’s growth over the last decade. Zack is active in his local community of Loudoun County, Virginia, serving on the board of directors for Loudoun Cares and Leadership Loudoun and was named one of Loudoun’s 40 Under 40 in 2022.

Marianne has over 25 years of direct marketing experience in executive, analytical and operational positions across all nonprofit market sectors in both Acquisition and Management. Throughout her tenure, Marianne has collaborated with organizations including Alzheimer’s Disease Research, American Diabetes, Autism Speaks, Habitat for Humanity, March of Dimes, NARAL Pro-Choice, North Shore, Special Olympics, and Nature Conservancy.

Dave Lewis, the “other” Dave in SnailWorks' Dave and Dave team, provides the day-to-day leadership for the company's sales and marketing efforts, and establishes the vision and leadership for new product development. He is a nationally known expert on direct mail and postal matters and has spoken across the country on a variety of direct marketing topics. He serves on the Board of Directors for the Association of Marketing Service Providers (AMSP) and was the 2008 recipient of AMSP’s Luke Kaiser Award for his contributions to education in the direct mail industry.

Since 1993, Kris has been providing direct mail fundraising, list brokerage, list management and consulting services to an array of non-profit organizations. With over 3 decades of experience in this market, she has developed and managed direct response fundraising campaigns for a large portfolio of non-profit clients. Her expertise in strategic planning, analysis, and end-to-end program execution has led to many of her clients surpassing their goals.

Mike has been in the industry for over a decade now, primarily focused on List Management and List Product Development. He started his career at NOVA List Company for his first 9 and half years where he conceptualized and built OnPoint+, a database for donor acquisition. Most recently, Mike became Senior Vice President at DonorBureau where he is in charge of sales and development of all the mail products and services.

When Mike isn't helping clients raise money more effectively, he spends his time with his wife, two kids, and on the golf course with his friends.

Britt is a seasoned data driven professional with 25+ years’ experience in helping nonprofits acquire and monetize donors. Britt has had the honor to work with some truly amazing organizations including Special Olympics International, World Vision, American Kidney Fund, Feeding America, BrightFocus Foundation, Easterseals and many more.

Britt is a leader in the nonprofit community, past President and active board member of the Direct Marketing Fundraisers Association (DMFA). Britt has lobbied on the Hill advocating for the needs of the nonprofit community.