01/05/2008 by Tony Attwood.

Every week schools send my office questions - and mostly they are pleas for help.

Below there is a list of questions - this list is just one day’s worth of question.

What we do is forward these questions on to subscribers to our news and information service - and lo and behold they send in the answers.

Here’s the questions - you might find one of them relates directly to a product or service you supply.  And even if you don’t you’ll appreciate that next week or the week after we could be dealing with something that is right up your street.

And if we are, I’ll tell you something very interesting and unexpected, right after this list.

1. I wonder if you can help me with a query.  We are an independent school and need to create a new admissions register.  We wonder if you have any information on where we might be able to buy one or if any of the other schools on your mailing circulation would be able to provide a prompt response.
2. Rats - any ideas from rural schools on safe ways to reduce the population??
3. Hand driers VS paper towels: Anybody looked into whether elec hand driers are more economical than paper towels?? We seem to use up LOADS of paper towels, and the Governors need to be convinced that this is not the way to go…..
4. Cleaning schedules: Do other schools use cleaning schedules for their cleaners to ensure that all areas in school are given a deep clean periodically?
5. What email system do the majority of schools use.  We are experiencing major problems at present with our email provider and wonder whether any schools use Google Mail.  If your school does use Google Mail what is your opinion of it?  What are the safety levels?
6. Can I ask how schools without a dedicated HR/Personnel function manage the ever increasing workload connected with Staff Recruitment/Retention, Staff Policies and Procedures and Employment Law etc especially from, though not exclusively so, a Support Staff perspective.  I seek guidance from an independent school viewpoint – do state schools generally have an HR Dept?
7. I would like to update our software to monitor school fund account and would like to ask other administrators which software they currently use and which they would recommend.
8. I would like to hear from anybody who has or is using the Tucasi School Cash Office and the Dinner Money Management software they are part of RM. I have seen a demo and it looks fantastic, but before I go ahead I would like to have some feedback on it. It would also be very helpful if anybody could recommend any other similar Dinner Money Management software they are aware of. I also would like to hear from any administrators who are or have used RM Integris web based MIS system. This is also something that I am looking into and recommendations would be much appreciated; especially if anyone can recommend a MIS that has a really good HR section. Obviously with the new workforce census coming into place the MIS would need to be compatible.

Now here is my “interesting point”.  All these questions came from school adminstrators who have subscribed to the School Admin News Service that we run.

School administrators, as you can see, are making all sorts of decisions day by day - but amazingly no one is mailing them with information or thoughts on this or any other topic.

If you feel your product or service ought to be considered by the administrators of the school, do give me a call.  We can mention it on this news service, or on an email to all schools, or on the weekly printed newsletter we send out, or as a leaflet in a shared mailing, or….

Interesting, don’t you think?  (Well I do).

Tony Attwood 01536 399 000

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17/04/2008 by Tony Attwood.

According to the IPA’s Bellwether Report, direct marketing is showing its biggest decline in eight years. 

Budgets for catalogues and direct mail dropped 6.3% in the last quarter. 

But this does not actually spell new disasters.  The biggest cut-backs, not surprisingly, are in the financial sector.   And as a result everyone - consumers and businesses - will be getting less mail.

Since the higher the volume of advertising the lower the response rates (something that is true in DM, TV, posters, radio, magazines and anything else you can think of) this must mean that for everyone left in the business, response rates will go up.

And that makes this exactly the right time to mail.

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10/04/2008 by Tony Attwood.

We know that 98% of emails are spam.  A couple of months back some of our machines got a virus which meant that when we did a google search instead of getting the full range of google listings we just got highly selected ones - mostly those with malware on them.    

Now it seems spammers are using emails that include a link that appears to point to a Google page, but instead directs users to a site that then tries to install malware on their computer.   The URL begins with www.google.com - so we tend not to look.  Apparently the same thing happens with MSN and Yahoo sites.  The only way to check seems to be to point the mouse at the URL and look at the long link behind it, and then avoid it.

But of course most of us don’t even check who we are sending our emails to - we just click reply, press the button…

In short, we’ve been trapped. 

Just thought you would like to know.  Normal chirpy happy service resumes shortly.  In the meanwhile you can stay up to date with the latest on direct marketing by joining our news group.  Just email Direct-mail-secrets-subscribe@yahoogroups.com

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06/04/2008 by Tony Attwood.

In early 2001 a small group of direct mailers began contributing to a unique project which aimed to reform the way in which direct mail was understood.

The group’s aim was to turn direct mail into a science – a science which would allow users both to make much more accurate predictions as to which mailshot would have the best results than had hitherto been the case.

Up to this point most writers on direct mail had adopted a “common sense” approach – indeed one of the most popular books on direct mail at the time was called Commonsense Direct Marketing by Drayton Bird.  There was nothing new in this: the phrase “common sense” was also used by marketing writers such as Stefan Engeseth, Brenda Adbilla,  Steve W. Martin, Dave Majure and others.  In fact it is one of the most common phrases to be found in marketing books of all types.

Many of those of us who formed the Creative Direct group in 2001 had two worries about this approach.  One was that common sense arguments are in some circumstances unhelpful – as in the fact that common sense tells us that the earth is flat and that sun goes round the earth.  It takes scientific method and analysis to show us that this is untrue.

The other was that the common sense approach leaves no room for those areas of direct marketing that have already been explored by science – most notably the psychology of perception.   Common sense gives instant answers – leaving the scientist struggling in the wake as he/she laboriously makes predictions and follows the scientific method.

We therefore started on a long journey, pulling together such scientific study as there had been, testing the claims of gurus and experts, and basically looking for the science in direct marketing, rather than the common sense in direct marketing.

Many of our results have been written up on the theory of direct mail web site www.theory.bz and I am glad to say that almost at the work started to produce results.  Here’s just one (very much abbreviated) example of how the scientific approach takes on the common sense approach.

Two leaflets were produced advertising a book and were mailed through random mailings on the same day to the target audience.   Mailing A contained a colourful leaflet that had colour images of the cover next to the text.   Mailing B consisted of a simple A4 sheet of text in black, on yellow paper with no colour illustration.   The text of mailings A and B was identical in each case.  (Numerous other tests were carried out to ensure we were isolating individual criteria – I won’t bore you with all the details here).

The “common sense” prediction was that mailing with the colour would get a better response rate, on the grounds that colour looks better, gives a more professional feel and more confidence to the reader that the person selling the book is more reliable.

The scientific evidence drawn from studies in the psychology of perception suggested that the non-colour piece would do better on the grounds that colour can interfere with the way the brain of these particular readers would handle the message being put across.

Now of course the scientific argument here is much more complex than that – and even the detailed review of the science written up on the Theory website is itself just a summary.  As a result many “common sense” writers have just shrugged off the scientific approach, deliberately or accidentally being highly selective in the way they report the experiments, and dismissing what was months of work in a sentence.  It’s unfortunate that this has happened, but there’s not too much we can do about that.

However for those who are interested, the fact is that the common sense predictions that colour would work better were proven wrong, and the scientific prediction was proven to be right.    The same has happened over and over again.  It doesn’t happen in every case – there are exceptions, and the theory successfully predicts what those exceptions are – and why they are exceptions.

In doing this work what we have found is that on occasion by moving from the common sense to the scientific approach it is possible to double response rates – quite often it is possible to do far more than that.

The attempt to develop a theory of direct mail is on-going, and if you know of scientific experimental research that is relevant, please do drop me a line (tony@hamilton-house.com). In the meanwhile I hope you find the information on the Theory site (www.theory.bz) of interest.

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