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ANNUAL
REPORT
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2 0 0 2 - 2 0 0 3 A N N UA L R E P O R T
THE MISSION
The mission of the Electronic Retailing Association is to foster growth,
development and acceptance of the rapidly growing direct response
industry worldwide for the companies who use the power of electronic
media to sell goods and services to the public.
THE VISION
ERA is the trade association that represents the leaders of direct response,
members who maximize revenues through electronic retailing on television,
online and on radio. ERA strives to protect the regulatory and legislative
climate of direct response while ensuring a favorable landscape that
enhances e-retailers’ ability to bring quality products and services to
the consumer.
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DEAR ERA MEMBERS, INDUSTRY COLLEAGUES & FRIENDS,
During the 2002-2003 fiscal year, ERA underwent significant changes to ensure that the needs of the
membership were being met and that ERA was continuing to grow and prosper as an organization.
Last year was one of true transition and I am pleased to bring you this Annual Report that reflects
the improvements this organization has achieved in recent months. In these next few pages, I hope
to illustrate ERA’s exciting transformations, while also highlighting the ongoing advancements we
strive to accomplish for the future.
I am most proud of ERA’s financial improvements that have provided the organization with
enhanced opportunities to increase programs and services. I am happy to report that ERA is
financially healthy and well positioned to enact new initiatives that will have a positive impact on
the industry. Our membership is growing steadily, our members’attendance at annual meetings is
increasing, and the revenue generated from sponsorships and exhibitor attendance continues to
rise.We are on the right track for growth and have secured reserves that will support upcoming
programs that I hope you look as forward to as I do.
One of the most significant programs created this year is ERA’s U.S.Self Regulation Program. This
program is extremely important to the continued success and increased credibility of the industry.
ERA was founded 13 years ago to influence legislation and agency regulation. Through this program
and other government affairs initiatives, we are striving to protect our business and proactively self
regulate our industry. This past year and especially during the next, I hope to further advance ERA’s
Self Regulation Program and continue to improve our relationships with key lawmakers on Capitol
Hill and beyond.
In addition to ERA’s regulation efforts and financial advancements, this year also was full of
international growth and development. In January 2003, ERA enacted its first European Board of
Directors designated to oversee the industry’s affairs in Europe. The newly elected European Board
immediately began work on a European Self Regulation Program, addressing the specific expectations of the industry and lawmakers in Europe.The European and U.S.Self Regulation task forces
worked in close coordination and I am pleased to say that the European program also will begin
implementation in 2004. Also through the reinstatement of ERA’s Latin/Hispanic Council and
Asian Council, the organization made huge strides in increasing the exposure and influence of our
international members. ERA truly is global as we look to the future, we are continuously bringing in
retailers that represent the industry worldwide.
This past year has been a very busy, yet productive one for ERA. While a great deal of improvement
has been made, much still remains to be done. I cannot express enough my sincerest gratitude to
the members of ERA who volunteer their precious time to this organization. You are the experts in
your field and your continued support is what ensures ERA remains the representative voice for the
leaders of direct response advertising.
I thank you and look forward to serving you for years to come.
Sincerely,
Barbara Tulipane,CAE
ERA President & CEO
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FINANCIALS
ERA made significant strides in the
financial success of the organization
during the 2002-2003 fiscal year.
ERA has the financial reserves to
continue to flourish and provide
additional services for its members.
These charts illustrate how far
the organization has come in a
few short years and as ERA looks
towards the future, how ERA will
continue to strive to achieve
financial success and fiscal health.
Financial Highlights
(consolidated)
YEAR ENDED JUNE 30
2003
2002
2001
2000
1999
$3,566,244
$2,939,004
$2,778,253
$2,666,686
$2,483,554
Net Income
$403,133
$150,347
-$206,754
-$224,892
-$220,281
Cash and
Investments
$782,833
$352,544
$104,187
$242,894
$329,763
Total Assets
$1,024,391
$600,810
$450,637
$690,106
$707,248
$131,690
$206,096
$378,594
$365,185
$267,836
Revenue
Accounts Payable/
Accrued Expenses
Revenue
4,000,000
$2.48 Mil
$2.67 Mil
$2.78 Mil
$2.94 Mil
2002
3,000,000
2001
$3.56 Mil
2003
2000
1,000,000
1999
2,000,000
0
Net Income
450,000
$403,133
350,000
250,000
-150,000
-250,000
2
-$206,754
2001
2003
-$224,892
2000
-50,000
-$220,281
1999
50,000
2002
$150,347
150,000
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
Cash and Investments
900,000
$782,833
800,000
700,000
600,000
500,000
come in a few shor t years
100,000
$104,187
2001
2003
$242,894
200,000
2002
far the organization has
$352,544
$329,763
300,000
1999
These char ts illustrate how
2000
400,000
0
and as ER A looks towards
Total Assets
$1,024,391
1,100,000
and fiscal health.
700,000
$707,248
$690,106
$600,810
$450,637
100,000
2000
300,000
1999
500,000
2002
900,000
2001
achieve financial success
Accounts Payable/Accrued Expenses
400,000
$365,185
$378,594
350,000
300,000
$267,836
250,000
$206,096
200,000
150,000
2003
2002
2001
2000
100,000
$131,690
1999
continue to strive to
2003
the future, how ER A will
50,000
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U.S. GOVERNMENT AFFAIRS INITIATIVES
ERA is committed to promoting and
protecting the common interests of
the electronic retailing industry. As
a leading advocate on behalf of your
company and your industry, ERA
ensures that key lawmakers and regulatory leaders are provided with the
proper information to make educated
and informed decisions. In addition,
as a result of ERA’s targeted and
comprehensive work, a dialogue
between the association and
regulators offers members a clear and
up-to-the-minute guide on legislative
changes, trends and regulatory
rulings. Through the retention of top
lobbyists with “inside the beltway”
expertise, ERA continually works to
guarantee that the collective voice of
direct response is heard and heeded
on Capitol Hill and beyond.
This past year turned out to be a
banner year for ERA’s Government
Affairs efforts, with the addition of
significant new resources to protect
you and your business. For the first
time in the organization’s history,
ERA hired a staffer solely dedicated
to government affairs efforts.
Additionally, ERA contracted with
one of the most experienced lobbyists
in Washington, DC who boasts over
20 years of insider experience and
knowledge. At the state level, ERA
also added a monitoring service
providing you, the membership,
with cutting edge information on
legislative initiatives in each of the
fifty states.
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ER A is committed to
promoting and protec ting
the common interests of the
elec tronic retailing industr y.
These additional resources have
provided immediate dividends for the
industry:
1. Self Regulation
After extensive research and effort, ERA
and its Board of Directors unanimously
endorsed a new Self Regulation
Program. This program, which consists
of a collaborative effort between ERA
and an independent regulatory body, is
in the final phase of approval and will
drastically improve the road to industry
credibility.
2. Telemarketing Sales Rule
ERA was instrumental in softening the
impact on members in response to the
FTC’s new Telemarketing Sales Rule by
successfully advocating the removal
of provisions detrimental to inbound
calls, the focus of the majority of ERA’s
members. Additionally, ERA filed an
affidavit supporting the industry’s
position in the Do Not Call List litigation,
as well as issued comments on both
the FTC and the FCC versions of revised
TSR rules.
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
3. Debit Card/Credit Card –
Regulation E
Due to a recent Visa/MasterCard
settlement and new aspects of Reg E
legislation, ERA is actively looking at
a range of technical, regulatory and
legislative solutions to this issue from
the standpoint of the membership. ERA
held productive meetings with credit
card companies, the federal government
and other coalitions interested in this
issue. Overall, the organization remain
optimistic that this issue will be satisfactorily resolved and that the needs of
ERA members will be considered.
4. Unsolicited Commercial Emails
(UCE)/SPAM
ERA conducted a survey on SPAM
with results indicating that a significant
number of members are engaged in
commercial emailing. ERA worked with
members of Congress to help educate
legislators on a number of industry
specific issues relating to this legislation.
While not perfect, the legislation that
resulted had a number of industry
friendly components, primarily state
pre-emption language that overrides
a law scheduled to be enacted in
California which has an opt-in component. Legislation reached final passage
and became law on January 1, 2004.
This past year turned
out to be a banner year
for ER A’s G overnment
Affairs effor ts, with the
addition of significant
new resources to
protec t you and your
business.
6. Privacy
Initially thought to be a 2003 priority,
the push for privacy legislation subsided
temporarily during the second half of
the 108th Congressional session.
ERA has been working closely with
Representative Cliff Stearns, the author
of the primary piece of privacy legislation, to ensure that the final outcome
continues to be industry friendly.
Congressional sources indicate that
this will rise to the forefront in 2004
and ERA will be ready to take action.
7. PAC and Fundraisers
ERA’s Government Affairs efforts also
included fundraising activities for ERA’s
PAC (E-Retail PAC) as well as for industry
friends in Congress during 2003.
5. Weight Loss Advertising
In December 2003, the FTC released its
voluntary weight loss media guidelines
designed to educate consumers on
possible false advertising practices.
The FTC gave ERA a preview of the
guidelines earlier in the year, where
the organization offered industry
input during the planning process. In
addition, ERA is creating a consumer
public service announcement pertaining
to this campaign tentatively scheduled
for release in early 2004.
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E-RETAIL PAC
Members Support ERA’s Government Affairs Initiatives with Personal Donations
The Electronic Retailing Association’s political action committee
(PAC) is an important opportunity
to pool financial resources to
promote a unified and powerful
voice in the U.S. legislative process.
One hundred percent of ERA’s PAC
proceeds are used for federal candidates and committee contributions.
Almost $40,000 was raised for ERA’s
PAC last year and special thanks
goes out to the following members:
percent of ER A’s PAC
proceeds are used
for federal candidates
and committee
contributions.
• Jim Caldwell
Future Thunder Productions
• Jeff Knowles
Ven-PAC Venable LLP
• Dan Danielson
Mercury Media
• Ron Perlstein
InfoWorx
• Earl Greenburg
Transactional Marketing
Partners, Inc.
• Greg and Stacey Renker
Guthy-Renker Corporation
• Jack Kirby
Continuum Commerce LLC
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One hundred
• Lenny Sands
Lohan Media LLC
• Michelle Cardinal
Cmedia
• Bret Saxon
Transactional Marketing
Partners, Inc.
• Nancy Duitch
Buckhead Marketing
and Distribution LLC
• Mark Thornton
AEGON USA PAC
• Tim Hawthorne
hawthorne direct, inc.
• Linda Goldstein
Hall Dickler Kent Goldstein
and Wood LLP
• Denise DuBarry-Hay
Thane International, Inc.
• Barbara Tulipane
ERA
• Rick Petry
Euro RSCG Tyee MCM
• Susan DeLany
ERA
• Patrick Raymond
Raymond Entertainment Direct
• Margaret Abenante
ERA
• Jorge Hane
Premier Solutions
• Bill McClellan
ERA
• Cheryl Mercuris
Quality Resources
• Sigi Friedman
ERA
• Jim Lehrburger
HSN
• Joe Cavarretta
ERA
ERA Fundraisers
Earl Greenburg, David Peet, and Greg and
Stacey Renker hosted a fundraiser in
Palm Springs last year for the E-Retail
PAC in conjunction with ERA’s Strategic
Planning Meeting. Attendance and
contribution levels were excellent for
this event, with a total of approximately
$40,000 raised for Congressional friends
and legislative leaders. Many thanks go
out to these individuals for their efforts
on behalf of ERA and E-Retail PAC.
In addition to ERA’s PAC fundraiser,
HSN also hosted a fundraiser for
Representative Cliff Stearns (R-FL) that
was successful in raising approximately
$40,000 for the Congressman’s re-election committee. As the Chairman of the
Subcommittee on Consumer Protection
for the House Committee on Energy and
Commerce, Representative Stearns holds
one of the most important positions in
Congress for issues affecting the direct
response industry. Special thanks to Jim
Lehrburger for his efforts in making this
event a success.
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
ERA MEMBERSHIP
Under the leadership of A.J. Khubani
of Telebrands Corporation, the
Membership Committee had an active
and productive year. Along with the
recruitment of new members, the
Committee also:
• Continued to review and evaluate
methods to improve membership
value.
• Developed a system to staff a
“Member Recruitment Desk” at
ERA conferences.
Special thanks must go to Euro RSCG
Tyee MCM and Cesari Direct for
sponsoring ERA recruitment events
this past year.
To these members and others, thank you
for your efforts.
• Assisted with planning and hosting
local and regional recruitment
events.
ERA Membership Growth
1,400,000
1,200,000
1,000,000
800,000
600,000
2003
2002
2001
2000
0
1999
200,000
1998
400,000
1997
ERA continues to expand and develop
new membership growth initiatives
and this past year was a great indication
of how far the organization has come.
Referrals from ERA members continue
to be a major source for building the
membership and between these
referrals, other recruitment campaigns,
and the efforts of the Membership
Committee, ERA added 113 new
members by the end of 2003 – a
growth rate of 20 percent.
Additionally, ERA’s membership
retention rate remains outstanding at
83 percent. Members cite networking
opportunities and ERA’s government
affairs efforts as the top reasons for
renewing their membership every year.
Looking ahead to 2004 and beyond,
ERA continues to strive to provide the
best possible opportunities and is
enacting new programs to help
members prosper and succeed.
1996
This was a Great Year for Growth!
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ERA MEMBERSHIP
(continued)
International Membership
ERA’s International membership
continues to grow and become stronger
each and every year. With 65 European
member companies, this year ERA established a European Board of Directors
elected by the members of the European
Council, with Gilles Labouyrie serving
as Chairman. The European Board’s
first priority was to create a permanent
European Regulatory & Government
Affairs Committee, chaired by Giuseppe
Scavone, to focus specifically on the
needs and unique challenges that exist
within the European direct response
community. In addition, through a
remarkable team effort, a European
Self Regulation Program, similar in design
to the U.S. program, was created and
will begin implementation in 2004.
Categories of ERA Members
E-Retailers
34.0%
Product
16.5%
Media
14.0%
Production
7.5%
Integrated Marketers 3.0%
Speciality Services* 15.0%
Additional Services** 7.5%
Affiliates
2.5%
This was a very busy year for ERA
in Europe. The European Board presented at the European Commission
an initiative aimed at increasing the
media time allocated to television
shopping programs in the Television
Without Frontier Directive, that
will be revised in 2005. ERA also
hosted its European Conference in
Marbella, Spain with great success
and significant attendance. This
conference was the latest in a series
of accomplishments for the European
community and is another example
of ERA’s commitment to providing
outstanding networking opportunities
and exceptional programming for all
of its members.
Geographic Locations of Members
USA
Canada
Latin America
Europe
Middle East
Africa
Asia
Oceania
70.0%
3.5%
5.5%
15.5%
1.0%
1.0%
3.0%
0.5%
* includes call centers, fulfillment providers, shipping companies and more.
** includes law firms, internet service providers, publishing organizations and more.
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E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
ERA COMMUNICATIONS
ERA’s Weekly E-Newsletter
In the past year, ERA’s communication
vehicles have undergone significant
changes, none more noticeable than
the weekly e-newsletter. Throughout
the year, the newsletter reaches
between 5500 and 6000 industry
professionals and is a rich source
for industry research and company
information. The newsletter, once
only a simple text-formatted email,
now contains animated graphics,
member photographs and enhanced
features designed to ensure the
newsletter is not erroneously intercepted by SPAM blocker software,
thus maximizing distribution and
ensuring this valuable tool reaches
ERA members.
Since its inception in 1999, ERA’s
electronic newsletter has grown by
leaps and bounds in both content
and design. It now features member
interviews and program highlights,
as well as top news stories to keep
you informed on the latest industry
developments and trends. Each week
more and more ERA members and
industry professionals alike are signing up to receive this very important
informational piece.
Recipients of ERA’s Weekly E-Newsletter
8,000
7,000
6,000
5,000
4,000
3,000
2,000
1,000
0
March
2001
June
2001
Sept
2001
Dec
2001
March
2002
June
2002
Sept
2002
Dec
2002
March
2003
June
2003
Please note the significant advance in April 2003 is due to a large influx of recipients from an
ERA attendance roster and is not indicative of traditional growth.
Public Relations &
Upcoming Programs
In an effort to enhance the credibility
and public image of ERA and the
industry as a whole, ERA retained the
services of SSA Public Relations in July
2003. SSA, a respected and knowledgeable company within the world of direct
response, has worked tirelessly to secure
media coverage and news story placements for top ERA events and programs.
In the upcoming months, ERA and SSA
will work to publicize the unveiling of
ERA’s Self Regulation Program, industry
research and additional program events,
such as ERA’s Annual Conference &
Exposition.
Looking ahead to January 2004 and
beyond, ERA is pleased to have secured
RESPONSE Magazine as the official
voice of ERA. In addition, look for a
completely revised ERA website,
www.retailing.org that will offer
members updated information in an
enhanced navigational format.
Members also will be able to access
ERA’s database through a
members-only website that is to
begin production in early 2004.
Since its inception in 1999, ER A’s elec tronic newsletter has
grown by leaps and bounds in both content and design.
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ERA COMMITTEES, COUNCILS
AND TASK FORCES
COMMITTEES
Executive Committee*
Has specific powers, outlined in the
by-laws, which allows it to act on the
Board’s behalf when a full Board
meeting is not possible or necessary.
Linda Goldstein
2002-2003 Chair
Jack Kirby
2003-2004 Chair
Barbara Tulipane Staff
Nominating Committee*
Recruits new Board members and
ensures that each Board member is
equipped with the proper tools and
motivation to carry out his or her
responsibilities.
Rick Petry
2002-2003 Chair
Jorge Hane
2003-2004 Chair
Sigi Friedman
Staff
Finance Committee*
Reviews the association’s annual
budget, especially as it relates to the
association’s strategic plan and financial accountability and recommends
to the Board of Directors fiscal policies
and procedures for the association.
Dan Danielson
2002-2003 Chair
Randy Ronning
2003-2004 Chair
Marge Abenante Staff
Ethics Committee*
Seeks to maintain a balance between
business idealism and the pragmatic
business practices. The committee
shall ensure that ERA members, directors, and staff maintain the highest
level of ethics and responsibility in their
relationships within the industry, with
other members, and toward the association itself.
Linda Goldstein
2002-2003 Chair
Strategic Planning Committee*
Acts as a strategic research and
trend-finding entity whose mandate
is to inform the Board of new developments, technologies and interfaces
with other industry organizations.
Linda Goldstein
2003-2004 Chair
Sigi Friedman
Staff
Jack Kirby
2002-2003 Chair
Timothy Hawthorne 2002-2003 Chair
Dan Danielson
2003-2004 Chair
Wendi Cooper
Barbara Tulipane Staff
Convention Committee
Oversees the structure and content of
ERA’s four major conferences.
Susan Delany
2003-2004 Chair
Staff
New Product Program Committee,
U.S. & International
Educates and informs inventors and
inventor societies about ERA members
and the world of direct response
advertising. The committee helps
solidify the New Product Program as
the number one resource for legitimate product leads for ERA members.
Wendy Cooper
2002-2003 U.S.Chair
Arnoud Litjens
2002-2003
International Chair
Eileen Simms
2003-2004 U.S.Chair
Arnoud Litjens
2003-2004
International Chair
Jennifer Gennaro Staff
Moniqua Roberts Staff
Marcel Avargues Staff
Membership Committee
Implements activities to enhance and
promote the value of membership,
actively engages in recruitment and
retention, introduces new members to
ERA members, and evaluates current
member benefits and identifies new
ones.
A.J.Khubani
2002-2003 Chair
Jeff Giordano
2003-2004 Chair
Jack Chiasson
Staff
Government Affairs Committee
Assists and advises on all legislative
and regulatory matters pertaining
to the electronic retailing industry.
Additionally the committee oversees
the E-Retail PAC, and is responsible for
working with staff on fundraising and
authorizing contributions to federal
candidates.
Mark Thornton
2002-2003 Chair
Jim Lehrburger
2003-2004 Chair
Bill McClellan
Staff
*These committees are Board-specific, and are
closed to the general membership.
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E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
COMMITTEES
Awards Committee
Creates award categories and criteria
that are appropriate to direct
response, while providing a competitive forum whereby companies may
submit their products for judgment
by industry professionals.
TASK FORCES
Denise DuBarry-Hay 2003-2004 Chair
Exhibits Task Force
Advises ERA and current and
prospective exhibitors on all matters
concerning the exhibit process,
including rules, marketing campaigns,
pricing and trade show pavilions,
while also identifying relevant
attendee audiences.
Paige Robinson
Nancy Marcum
2002-2003 Chair
Nancy Marcum
2003-2004 Chair
Denise DuBarry-Hay 2002-2003 Chair
Staff
Education Committee
Reviews all proposals to pinpoint vital
educational focus areas on upcoming
trends and issues within the industry
for ERA’s conferences.
Karla Crawford Kerr 2002-2003 Chair
Karla Crawford Kerr 2003-2004 Chair
Paige Robinson
Staff
Marketing/Communications
Committee (MARCOM)
This committee crafts ERA’s vision and
mission, creates and facilitates industry
research, identifies communication
vehicles and implements relevant,
reactive market penetration through
a myriad of options such as member
involvement, panel placements, public
relations and more.
Moniqua Roberts Staff
COUNCILS
Rob Medved
2003-2004 Chair
Sean Carter
Staff
Radio Council
Represents the issues regarding radio
broadcasting as it relates to direct
response advertising.
Chris Homer
2002-2003 Chair
Greg Anderson
2003-2004 Chair
Sean Carter
Staff
N/A
2002-2003 Chair
N/A
2002-2003 Chair
Saadin Solah
2003-2004 Chair
Steve Hamlin
2003-2004 Chair
Bles Dones
Staff
Molly Alton
Staff
Jennifer Gennaro Staff
N/A
2002-2003 Chair
Molly Alton
Robert Roche
2003-2004 Chair
Sigi Friedman
Staff
Staff
2002-2003 Chair
Web Council
Educates on policies and best practices,
while providing a forum for interaction
and idea exchange for Internet service
providers, vendors and the electronic
retailing industry as a whole.
Rusty Robertson 2003-2004 Chair
2002-2003 Chair
N/A
Latin/Hispanic Council
Represents this segment of the
industry, and is a unique source of
information, know-how and handson-experience pertaining to Latin
American markets.
Asian Council
Serves as the voice for direct response
within the Asian markets, while
providing a networking environment
for interaction and idea exchange for
professional growth and development.
Rick Cesari
Media Council
Refines basic practices of purchasing
media for direct response advertising,
and strengthens relationships among
those involved in the buying and selling
of media.
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ERA MEETINGS
• 12TH ANNUAL CONFERENCE AND
EXPOSITION, 2002
12TH ANNUAL CONFERENCE AND EXPOSITION, 2002
• ASIA PACIFIC MEETING, 2002
With an almost 30 percent increase in
attendance from the previous year, ERA’s
2002 Annual Conference was a hit!
Approximately 2200 attendees were
on-hand to network, participate in a
variety of outstanding educational
programs, and to walk the exhibit hall
floor, packed with over 140 exhibitors.
Additionally, attendance at the 2003
Annual Conference also soared, ensuring
that top industry leaders continue to
attend this premier event.
• SPRING CONFERENCE AND
TRADE EXPO, 2003
• EUROPEAN CONFERENCE AND
TRADE EXPO, 2003
(Fiscal cycle: July 1, 2002 - June 30, 2003)
Highlights of the 2002 meeting
included keynote speaker Larry King, an
expanded exhibit trade show with the
brand-new International Center, and
the growing New Product Showcase.
Additionally, the ERA Awards brought
the conference to a close, highlighting
the proud winners with a touch of
glamour and class.
Annual Conference Attendees (1999 - 2003)
2,750
2,500
2,250
2,000
1,750
1,500
1999
2000
2001
2002
2003
Annual Conference Net Income 1999 - 2003
1,000,000
900,000
800,000
700,000
600,000
500,000
400,000
300,000
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2003
2002
2001
0
2000
100,000
1999
200,000
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
ASIA PACIFIC MEETING, 2002
(Fiscal cycle: July 1, 2002 - June 30, 2003)
After being cancelled in 2001 due
to world events, ERA’s Asia Pacific
Conference was brought back into
the mix in late 2002. Held in Sydney,
Australia, this conference provided
direct response advertisers with the
opportunity to network and to
examine the state of the industry in
the pan pacific region of the world.
International experts focused on a
variety of issues, ranging from
multi-channel marketing and new
trends in direct response integration,
to pending regulatory issues, while
also converging topics such as how
to maximize customer relationship
management (CRM) with database
mining. Attendance at ERA’s 2003
International Summit also rose
significantly, as ERA focuses more
efforts on the globalization of direct
response worldwide.
Looking ahead, ERA’s Asian Council
is actively engaged in formulating
strategies to expand ERA’s International
efforts further in Asia and other
pan pacific regions. Through these
initiatives and more, ERA’s Asia Pacific
Meeting stands to continue to grow
throughout upcoming years.
SPRING CONFERENCE AND TRADE EXPO, 2003
(Fiscal cycle: July 1, 2002 - June 30, 2003)
Spring Conference Net Income 1999 - 2003
$300,000
$250,000
$200,000
$150,000
2003
2002
$0
2001
$50,000
2000
$100,000
1999
The ERA Spring Show keeps
getting bigger and better! In 2003,
attendance continued its rising trend,
bringing over 550 people to Miami
for three days of networking, education and a spectacular trade show.
The number of table top exhibits
almost doubled from 2002, with over
40 exhibitors on the floor, bringing
new faces, ideas and opportunities
to conference attendees.
13
2 0 0 2 - 2 0 0 3 A N N UA L R E P O R T
SPRING CONFERENCE AND
TRADE EXPO, 2003 (continued)
Spring Conference Attendees (1999 - 2003)
600
In addition, the Spring Conference
offered a stellar line up of education
sessions which revolved around new
trends in DRTV and Internet retailing,
the rapidly expanding U.S./Hispanic
market, and how to create new business
in Latin America. Attendees were given
the opportunity to take home the
detailed ERA Leisure Trends study, which
provided valuable research statistics
on the buying habits of e-consumers.
550
500
450
400
350
300
1999
2000
2001
2002
2003
EUROPEAN CONFERENCE AND TRADE EXPO, 2003
(Fiscal cycle: July 1, 2002 - June 30, 2003)
The 2003 European Conference also
was the first time ERA hosted its
European New Product Showcase.
From insightful educational programming to an all star trade show floor,
the European Meeting was a complete
success, providing opportunities
for attendees to learn, exhibit and
network. In 2004, ERA heads to Monte
Carlo for what is shaping up to be
another successful event.
European Conference Net Income 1999 - 2003
$160,000
$140,000
$120,000
$100,000
$80,000
$60,000
2003
2002
$0
2001
$20,000
2000
$40,000
1999
Marking the first European Conference
to be hosted by the newly-elected
ERA European Board of Directors, the
2003 European Meeting was truly a
milestone event for ERA. The event,
held in Marbella, Spain, brought a
dynamic convergence of international
electronic retailing industry
professionals together. Additionally,
between 1999 and 2003 the ERA
European Conference saw an attendance growth of over 20 percent and
an exhibit hall with over 25 exhibitors!
European Conference Attendees (1999 - 2003)
350
325
300
275
250
225
200
1999
14
2000
2001
2002
2003
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
ERA SPONSORSHIPS AND EXHIBITS
Is the bang really worth the buck?
In a recent survey of sponsors
and exhibitors, ERA found some
interesting trends that answer
this question and more.
VALUE
Between 88-90 percent of survey
respondents felt the monetary
amount spent on marketing efforts
with ERA further penetrated their
brand identity and achieved their
anticipated return on investment
goals.
How did ERA do in 2002? The proof is in the numbers…
Many more of you are spending your advertising dollars with ERA’s various
recognition programs that exist beyond traditional exhibiting and sponsorship
opportunities. Programs such as the Champion Circle Club Marketing Program,
in-room channel feed, the ERA Awards and the New Product Program & Showcase
continues to expand and flourish through 2002 and into 2003.
Sales Revenue
$1,200,000
$1,000,000
$800,000
$600,000
2001
2000
Who was represented?
ERA’s Annual Conference & Exposition, with a maximum capacity of 150 exhibitors,
has been sold out for the past few years and continues to remain in high demand.
The graph below illustrates the demographics for exhibiting attendees and the
structure of ERA’s Exposition.
Mus
ic
Web
/Int
erne
t
5
Vide
o
10
Serv
ices
15
Res
our
ces
20
Prod
ucti
on
25
Call
Cen
ter
30
Med
ia
35
Fulf
illm
ent
Inte
g
Mar rate
keti d
ng
40
Prod
uct/
Sou
rcin
g
E-Re
taile
r
Exhibitor Demographics
Bac
ken
d Se
rvic
es
LONGEVITY
This year respondents also noted
that they would like to extend exhibit
show hours for each event and
conference to allot additional time
to meet with current and potential
clients.
$0
Number of Exhibitors
EFFECTIVENESS
In 2002, more participants demanded
longer lead time and felt that it
was important to plan and sign up
earlier as it increased their exposure
possibilities and brand recognition
opportunities.
$200,000
2002
$400,000
FOCUS
At an affordable level, respondents
felt that the best way to maximize
effectiveness was through a multishow, year-long exposure campaign
that combined sponsorships, marketing efforts (e-newsletter,“Information
from Industry Colleagues”email
campaigns, ERA website, etc.) with
exhibits and membership efforts.
0
15
2 0 0 2 - 2 0 0 3 A N N UA L R E P O R T
gracias
dank u
merci
thank you
ERA would like to thank its 20022003 fiscal year sponsors for all
ERA conferences & programs.
Your continued support is vital to
the success of this organization.
(June 2002 – July 2003)
• hawthorne direct, inc.
• Onyx Productions
• Home Shopping Service (HSS)
• PanLatino TV
• HSN
• Parcel Corporation of America
• Ideavillage
• Planet E-Shop
• IMS - Infomercial Monitoring Service
• Premier Exclusives
• InClover Marketing
• Premier Solutions
• InfoWorx
• Quality Resources
• Innodis Distribution
• Quest Membership Services
• !nPulse Response Group
• Respond2
• Inter/Media Advertising
• Results Media
• Interglobal International Ltd.
• REVShare Corporation
• InterMax Srl
• SF Video
• InterSourcing SA
• Sirius Retail Television
• JBT Media Management
• Sprayette SA
• Livemercial
• STUDIO MODERNA
• Call Enhancement Services
• Lombard Management Inc.
(Auri Gold)
• Sullivan Productions
• CambridgEcommerce
• Marcum Media LLC
• Cesari Direct
• Marlin Logistics
• Cmedia
• Media Group Inc.
• Concepts Fulfillment Inc.
• Media Solution Services
• Concepts TV Productions
• Mercury Commerce
• Croma Video
• Mercury Global
• Danoz Direct
• Mercury Media
• DPI Merchant Services
• Michael Casey Enterprises
• Dreamstart, LLC
• Modern Postcard
• ebrands commerce group
• Motivational Fulfillment & Packaging
Services
• Transactional Marketing Partners
• National Fulfillment Inc.
• Tventas
• Ernst & Young
• NewRoads
• Venable LLP
• Euro RSCG Tyee MCM
• Northern Lights DRTV
• West Corporation
• Fosdick Fulfillment Corporation
• Northern Response (Int’l) Ltd.
• Williams Worldwide Television
• Global Response Corporation
• O’Currance Teleservices
• WorldLink
• Guthy-Renker Corporation
• Ontel Products
• YouCanSave.com
• Adcomm Advertising
• AEGON Direct Marketing Services
• Alex Agurcia
• American Teleservices Association
• AmeriNet
• Apex Music Library
• Assurant Group
• Aston Group Limited
• ATC International, Inc.
• BJ Global Direct
• C Spot Run Entertainment LLC
• EMMA - Electronic Media Marketing
Association
• Hall Dickler Kent Goldstein & Wood, LLP
16
• Suntasia Marketing
• Sylmark
• Tara Productions
• Telebrands Corporation
• Telemedia
• Thane Inc.
• The Global Alliance
• the800source
• Titan Tape & Duplication
• Trade Point BV
thank you
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
Electronic Retailing Association’s
2002-2003 BOARD OF DIRECTORS
Board Members
Mr. Mike Ackerman
EMSON/E Mishan & Sons, Inc.
Chairman of the Board
Ms. Linda Goldstein*
Formerly with Hall, Dickler, Kent,
Goldstein & Wood LLP
Currently with Manatt Phelps & Phillips LLP
President & CEO
Ms. Barbara Tulipane, CAE*
Electronic Retailing Association
Chair-Elect
Mr. Jack Kirby*
Continuum Commerce Group, LLC
Mr. Stephen Breimer, Esq.
Bloom, Hergott & Diemer LLP
Mr. Rick Cesari
Cesari Direct
Mr. Dan Danielson
Mercury Media
Ms. Denise DuBarry-Hay*
Thane International, Inc.
Mr. Shigeru Ohashi
Jupiter Shop Channel Co Ltd.
Mr. Rick Petry
Euro RSCG Tyee MCM
Mr. Steve Pittendrigh
!npulse Response Group
Mr. Richard Prochnow
Media Outsourcing, Inc.
Mr. Randy Ronning
QVC
Mr. Rollie Froehlig
National Fulfillment, Inc.
Mr. Robert Rosenblatt
(Replaced Ken Locicero)
HSN
Mr. Larry Jellen
Time Life Direct
Mr. Brett Saxon
Transactional Marketing Partners
Mr. Jeffrey Knowles, Esq.*
Venable LLP
Mr. Mark Thornton
AEGON Direct Marketing Services, Inc.
Mr. Mark Lavin
West Corporation
Mr. Reiner Weihofen
The Global Alliance
Immediate Past Chairman
Mr. Ray Wysocki *
Retail Distributors Inc.(RDI)
Ex-Officio
Chairman Emeritus
Mr. Greg Renker
Guthy-Renker Corporation
Mr. Jorge Hane
Premier Solutions
Past Chairman’s Council
Representative
Mr. Earl Greenburg
Transactional Marketing Partners
*Members of ERA’s Executive Committee
All founding members of NIMA are also ex-officios
17
2 0 0 2 - 2 0 0 3 A N N UA L R E P O R T
Electronic Retailing Association’s
2003-2004 BOARD OF DIRECTORS
Board Members
Mr. Mike Ackerman
EMSON/E Mishan & Sons, Inc.
Chairman of the Board
Mr. Jack Kirby*
Continuum Commerce Group, LLC
President & CEO
Ms. Barbara Tulipane, CAE*
Electronic Retailing Association
Chair-Elect
Mr. Dan Danielson*
Mercury Media
Mr. Greg Anderson
Salem Radio Network
Mr. Stephen Breimer, Esq.
Bloom Hergott & Diemer LLP
Ms. Denise DuBarry-Hay
Thane International, Inc.
Mr. Jorge Hane
Premier Solutions
Ms.Toni Erickson Knight
WorldLink
Mr.Thomas Kelly
hawthorne direct, inc.
Mr. Jeffrey Knowles, Esq.
Venable LLP
Mr. Gilles Labouyrie
Home Shopping Service
Mr. Mark Lavin
West Corporation
Ms. Nancy Marcum
Marcum Media LLC
Mr. Shigeru Ohashi
Jupiter Shop Channel Co Ltd.
Mr. Rick Petry*
Euro RSCG Tyee MCM
Mr. Steve Pittendrigh
!npulse Response, Inc.
Mr. Richard Prochnow
Media Outsourcing, Inc.
Mr. Randy Ronning*
QVC
Mr. Robert Rosenblatt
HSN
Mr. Bret Saxon
Transactional Marketing Partners
Mr. Richard Stacey
Northern Response (Int’l), Ltd.
Mr. Mark Thornton*
AEGON Direct Marketing Services, Inc.
Mr. Reiner Weihofen
The Global Alliance
EX-OFFICIO BOARD MEMBERS:
Immediate Past Chairman
Ms. Linda Goldstein*
Manatt Phelps & Phillips LLP
Chairman Emeritus
Mr. Greg Renker
Guthy-Renker Corporation
Ex-Officio
Mr. Earl Greenburg
Transactional Marketing Partners
*Members of ERA’s Executive Committee
All founding members of NIMA are also ex-officios
18
Past Chairman’s Council
Representative
Ms. Linda Goldstein
Manatt Phelps & Phillips LLP
E L E C T R O N I C R E TA I L I N G A S S O C I AT I O N
ERA’S EUROPEAN BOARD OF DIRECTORS
As of February 1, 2003
Mr. Marcel Avargues
Executive Director, ERA Europe
Mr. Chris Horobin
Sirius Retail Television Ltd.
Mr. Branimir Brkljac
STUDIO MODERNA
Chairman
Mr. Gilles Labouyrie
Home Shopping Service
Mr. Edwin Garrubbo
ATC International Ltd.
Ms. Catherine Wood
Interglobal International Ltd.
Mr. Giuseppe Scavone
InterMax Srl
Mr. Simon Carling
Axxion SARL
ERA/NIMA FOUNDERS CIRCLE
Founders
Ex-Officios of the Board
Mr. Douglas Bornstein
B&L Marketing Concepts, Inc.
Mr. Jeffrey Knowles, Esq.
Venable LLP
Ms. Nancy Marcum
Marcum Media LLC
Mr. David Chaladoff
David Chaladoff Media, Inc.
Mr. David Marsh
American Telecast Corporation
Mr.Tom Fenton, (Deceased)
Solution Communications, Inc.
Mr. Greg Renker
Guthy-Renker Corporation
Mr. Kevin Harrington
Reliant Interactive Media/Harrington
Enterprises
Mr. Gene Williams
Power Media Marketing Group
Mr.Tim Hawthorne
hawthorne direct, inc.
*Members of ERA’s Executive Committee
All founding members of NIMA are also ex-officios
19
2 0 0 2 - 2 0 0 3 A N N UA L R E P O R T
ERA STAFF
Executive
Barbara Tulipane, CAE
President & CEO
Marcel Avarques
Executive Director of ERA Europe
Sieglinde Friedman
Director of Board Affairs
Communications
Molly Alton
Director of Communications
Meetings
Susan DeLany
Vice President of Meetings
James Stoufer
Manager of Communications
Paige Robinson
Manager of Meetings
Finance
Marge Abenante
Vice President of Operations
Kelley Kaufman
Meetings Coordinator
Tiffanie Pulley
Senior Accounting Clerk
Government Affairs
Bill McClellan
Director of Government Affairs
Marketing
Jennifer Gennaro
Director of Sales & Marketing
Moniqua Roberts
Project Manager of Sales & Marketing
20
Membership
Jack Chiasson
Vice President of Membership
Sean Carter
Manager of Membership & Operations
Bles Dones
Project Manager of Membership
ELECTRONIC RETAILING ASSOCIATION
2101 Wilson Boulevard, Suite 1002
Arlington, VA 22201
www.retailing.org