Collaborations and Partnerships: Best Strategies in Tough Times
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The Luxury Marketing Council -
Upcoming Evening Event
Date:
Thursday, October 23rd, 2008
Time:
6:00-8:00p.m.
Location:
Ralph Lauren To The Trade,
Decoration and Design Building
979 Third Avenue
(between East 58th and East 59th Streets),
4th Floor, Suite 404
Thursday, October 23rd, 2008
Time:
6:00-8:00p.m.
Location:
Ralph Lauren To The Trade,
Decoration and Design Building
979 Third Avenue
(between East 58th and East 59th Streets),
4th Floor, Suite 404
In the event that your plans change, we REALLY would appreciate the courtesy of a cancellation.
All this year we’ve been “playing to full-houses” (always a “wait list” of 20-40 members) and don’t want to have to turn away anyone unnecessarily, THANKS!
All this year we’ve been “playing to full-houses” (always a “wait list” of 20-40 members) and don’t want to have to turn away anyone unnecessarily, THANKS!
Collaborations and Partnerships: Best Strategies in Tough Times
Successful Revenue-Driving Techniques to Bolster Brands’ ProfitsThird of an Ongoing Series
Generously Hosted By Ralph Lauren To The Trade,
Ralph Lauren Home Collection – Showroom for the Design Professional
Panelists:
• Richard Buell, Vice President and General Manager, DIVA Limousine, Ltd.
• Erik A. Dochtermann, CEO and Founder, Katz Dochterman & Epstein Advertising, Inc.
• David Goldberg, Vice President, Sponsorship & Center Marketing, Taubman Centers, Inc.
• Eli Marcus, Co-Publisher, Davler Media Group
• Michael Plummer, COO, Christie’s Financial Services
The most successful collaborations and partnerships are the ones that create something bigger, better, and more meaningful than each brand could possibly create alone. Collaborations and partnerships will continue to grow in today’s troubled economy as marketers look for smarter ways to spend their ever-shrinking budgets.
Unity Marketing’s most recent survey of affluent consumers (average income of those surveyed being $209,500 – survey fielded October 3-8, 2008) showed that the majority are actively changing their shopping behavior in response to the current financial crisis. Some of these changes included shopping less often and more strategically, making lists, comparison shopping, and doing more research prior to making purchases. The good news for luxury marketers is that while spending as a whole remained stagnant from the second to third quarter, within the luxury categories consumers as a whole were spending more.
With consumers spending less overall and more discerningly within luxury segments, retailers must now more than ever “tempt the customer out” with new experiences and as the report says, “luxury brands need to sell the ‘steak’ once again, not just the sizzle.”
The savviest luxury marketers are investing more in collaborations and partnerships. This strategy has become one of the most effective ways to reach and influence media, thought leaders, and win greater share of wallet of the very best customers.
Our influential panel on collaborations and partnerships includes: Richard Buell, Vice President and General Manager, DIVA Limousine, Ltd.; Erik A. Dochtermann, CEO and Founder, Katz Dochterman & Epstein Advertising, Inc.; David Goldberg, Vice President, Sponsorship & Center Marketing, Taubman Centers, Inc.; and Eli Marcus, Co-Publisher, Davler Media Group. They will provide their own observations into the process, best practices, case histories, criteria for selection of partners and measures of success in our usual fast-paced moderated discussion.
Take-aways will include insights into the importance of creativity, case histories of successful collaborations and partnerships and, hopefully, a renewed interest in finding partners to share insights, costs and interesting venues to 'cut through' and give best customers a story to tell of a special experience hosted by very special brands.
ABOUT OUR PANELISTS:
Richard Buell is the Vice President and General Manager at DIVA Limousine, Ltd.. He joined DIVA Limousine in January, 2003, as General Manager. His responsibilities included reorganizing the company and making it profitable, renegotiating all affiliate relationships nationally, establishing new accounts, building sales and client relations throughout the New York and New Jersey area as well as supporting client relations and new business development in Boston, London, Los Angeles and Miami. Under his supervision and management, the organization has maintained a consistent, profitable growth rate and increased revenues by 600%. In 2005, he was promoted to Vice President and GM with expanding global responsibilities. He oversaw the integration of new technology and software. He negotiates major corporate contracts, secures major events, assisted in re-branding and the continues marketing of this organization. He recently relocated the company to a larger and more conducive facility with state of the art functionality both in Los Angeles and New Jersey.
Most recently, Richard was instrumental in launching a new wholly owned office in Chicago and is in daily conversations with national affiliates to broaden the company's market share.
Prior to joining DIVA Limousine, Richard was Chief Operating Officer for Precept, a NASDAQ traded company. His responsibilities were to oversee the Northeast operations where 60% of the organizations revenue was generated. He integrated technology, negotiated Multi-Million dollar corporate contracts, launched a massive media campaign and assisted in re-branding the corporate image. Richard was also President of Ambassador Limousine, located in Connecticut.
Before entering the Limousine industry, Richard was an Economic Development Consultant and Vice President of The Commerce Group with offices in Boston, Massachusetts and Waterbury, Connecticut.
Mr. Buell remains an active member of The Limousine Association of New Jersey, The National Limousine Association, The Metropolitan Museum of Art and The Actors Fund.
Mr. Buell has a Bachelor's Degree from Bentley College in Finance.
Erik Dochterman serves as CEO and Founder of Katz Dochterman & Epstein Advertising, Inc. (KD&E).
Founded in 1991, this full service marketing agency billed $85 Million in 2007. Erik has built his luxury service practice with a focus on watches and jewelry, working with numerous international brands such as Omega, Swatch, Blancpain, Dior, Zenith, Harry Winston, Damiani, Daniel K., Chimento and many others. Other clients in the luxury sector include Swiss International Airlines, Pinnacle Care and the International Art and Antique Shows. The focus of the firm is to obtain the best return possible integrating the disciplines of creative, PR, research events and media buying.
Prior to starting these companies, Mr. Dochtermann was President of Katz Marketing & Media, a media consulting firm, where he managed media vendor relations for clients such as BMW of North America, Perrier, Nutrasweet, Isuzu and MasterCard.
Mr. Dochtermann graduated from James Madison University and has appeared on CNNfn, Fox News Channel and several local news stations. He is board member of the NYC Chapter of the Young Presidents Organization and a trustee of the New York Hall of Science. He is also affiliated with the Retail Marketing Association and Bank Marketing Association. He and his company have been widely covered in the press.
Based in New York City, Mr. Dochtermann resides in Bedford Hills, NY with his wife Christina and sons Jaeger and Gryphon.
David Goldberg
David Goldberg joined Taubman Centers, Inc. in 1998 in the newly created position of Vice President, Sponsorship. In that capacity he oversees all marketing partnership programs for the nation’s pre-eminent operator of upscale shopping malls. In 2004, his duties expanded to include responsibility for each center’s marketing efforts as well.
Over the past decade Taubman has become known for best-in-class partnerships with a wide array of brands seeking to reach the “affluential” customer. Brand partners have included American Express, Sharp Aquos, Niche Media, Intel, Pepsi, numerous luxury automakers and major Hollywood studios. Regardless of the partner, Taubman’s brand promise begins with delivering on the details and providing flawless program execution.
Before joining Taubman, David’s career was highlighted by an eight-year stint as Vice President, Marketing at Foot Locker. His tenure was marked by the creation of Foot Locker’s sports marketing division and expansion of the chain and its branding efforts into more than a dozen countries around the globe.
He left Foot Locker to become a partner in Fusion Sports Company; a sports marketing agency providing sponsorship consulting to professional sports leagues and franchises, sports television production and other sports business services.
A New York native, his professional career began as Sports Information Director at Manhattan College and also included positions at New York advertising agencies.
He has ghost-authored two novels, has been a frequent contributor to many publications and has lectured at associations, colleges and universities across the country.
Taubman Centers is a real estate investment trust engaged in the development and management of regional and super regional shopping centers. Taubman’s 24 U.S. owned and/or managed properties, the most productive in the industry, serve major markets from coast to coast. Taubman Centers is headquartered in Bloomfield Hills, Michigan. Taubman Asia, a subsidiary of Taubman Centers, focuses on owning, managing, developing and acquiring high-quality and sustainable retail real estate projects in Asia that leverage Taubman’s strong retail planning, design and operational capabilities.
For more information about Taubman, visit www.taubman.com.
Eli Marcus is the Co-Publisher of Davler Media Group, Publishers of City Guide Magazine, NY’s largest circulation Visitor Guide, where he has served for the past 20 years and their newest acquisition, Promenade Magazine which is NY’s oldest Visitor Guide (since 1934). Promenade is a luxury Visitor Guide found in-room at NY’s finest hotels as well as at luxury residential buildings, retailers, spas, doctors offices, etc.
Eli personally handles over 150 accounts including Daniel Restaurant Group, Four Seasons Restaurant, Del Frisco’s Double Eagle Steak House, Uncle Jack’s, Bice Ristorante, etc.
Eli has also served as a motivational speaker and seminar leader, having authored two leading seminars “How to Be the #1 Salesperson in Your Industry” and “A Dozen Essential Secrets for Massive Success.” He has worked with dozens of business and motivational legends including: Mark Victor Hansen (Chicken Soup for the Soul), Denis Waitley (The Psychology of Winning), Richard Carlson (Don’t Sweat the Small Stuff), Les Brown, etc.
From 1984 – 1987, Eli reinvented a closed circuit Hotel TV program called Applevision, which provide Hotel Guests information about New York. Sales increased by 3,000% under his guidance as VP Sales and Marketing. From 1980-1984, Eli ranked #5 out of more than 500 salespeople for the United States Chamber of Commerce selling memberships. He was the only rep under the age of 25 to break the top 100.
Mr. Plummer is an accomplished art management and marketing executive with considerable auction-house, marketing and entrepreneurial experience. Prior to joining Christie’s to create an art financing enterprise for the world’s leading art business, Mr. Plummer established two pioneering companies in the emerging sector of Art Investment, catering to ultra-high net worth individuals.
Mr. Plummer also enjoyed a 15-year career at Sotheby’s, during which time he served as Vice President and Marketing Division Head for North and South America and Asia. He was responsible for the firm’s global re-branding initiative, marketing database strategy, advertising, inaugural web development, and all auction marketing, as well as numerous programs for cost savings and business efficiency.
Previously, Mr. Plummer was the acting COO for the firm’s real estate subsidiary, where he was a principle in the profitable restructuring of that company in preparation for Sotheby’s Holdings IPO.
Mr. Plummer is a Director and a co-founder of the Luxury Marketing Council and a graduate of the Wharton School of the University of Pennsylvania. He is also a Board member of the American Friends of the London Academy of Music and Dramatic Art.
In the Spring of 2003 Ralph Lauren opened its first showroom for the design professional on the fourth floor at New York’s Decoration and Design Building. Set in a spare loft-like gallery setting, the impeccable quality and impressive breadth of the collections come to the fore. The entire Ralph Lauren Home collection is represented in the spacious 14,000-square-foot showroom, encompassing everything for the graciously appointed home: furniture, fabric, trimmings and wallcovering, lighting, window hardware, tabletop, decorative accessories and paint. In addition, one-of-a-kind antiques, artwork, mirrors and chandeliers culled from around the world will be offered. One room setting, detailed in the evocative, cinematic style Ralph Lauren is known for, will highlight a new lifestyle collection each season. A highly trained staff is on hand to provide designers, architects and clients with in-depth product information and the highest level of service.
Unity Marketing’s most recent survey of affluent consumers (average income of those surveyed being $209,500 – survey fielded October 3-8, 2008) showed that the majority are actively changing their shopping behavior in response to the current financial crisis. Some of these changes included shopping less often and more strategically, making lists, comparison shopping, and doing more research prior to making purchases. The good news for luxury marketers is that while spending as a whole remained stagnant from the second to third quarter, within the luxury categories consumers as a whole were spending more.
With consumers spending less overall and more discerningly within luxury segments, retailers must now more than ever “tempt the customer out” with new experiences and as the report says, “luxury brands need to sell the ‘steak’ once again, not just the sizzle.”
The savviest luxury marketers are investing more in collaborations and partnerships. This strategy has become one of the most effective ways to reach and influence media, thought leaders, and win greater share of wallet of the very best customers.
Our influential panel on collaborations and partnerships includes: Richard Buell, Vice President and General Manager, DIVA Limousine, Ltd.; Erik A. Dochtermann, CEO and Founder, Katz Dochterman & Epstein Advertising, Inc.; David Goldberg, Vice President, Sponsorship & Center Marketing, Taubman Centers, Inc.; and Eli Marcus, Co-Publisher, Davler Media Group. They will provide their own observations into the process, best practices, case histories, criteria for selection of partners and measures of success in our usual fast-paced moderated discussion.
Take-aways will include insights into the importance of creativity, case histories of successful collaborations and partnerships and, hopefully, a renewed interest in finding partners to share insights, costs and interesting venues to 'cut through' and give best customers a story to tell of a special experience hosted by very special brands.
ABOUT OUR PANELISTS:
Richard Buell
Richard Buell is the Vice President and General Manager at DIVA Limousine, Ltd.. He joined DIVA Limousine in January, 2003, as General Manager. His responsibilities included reorganizing the company and making it profitable, renegotiating all affiliate relationships nationally, establishing new accounts, building sales and client relations throughout the New York and New Jersey area as well as supporting client relations and new business development in Boston, London, Los Angeles and Miami. Under his supervision and management, the organization has maintained a consistent, profitable growth rate and increased revenues by 600%. In 2005, he was promoted to Vice President and GM with expanding global responsibilities. He oversaw the integration of new technology and software. He negotiates major corporate contracts, secures major events, assisted in re-branding and the continues marketing of this organization. He recently relocated the company to a larger and more conducive facility with state of the art functionality both in Los Angeles and New Jersey. Most recently, Richard was instrumental in launching a new wholly owned office in Chicago and is in daily conversations with national affiliates to broaden the company's market share.
Prior to joining DIVA Limousine, Richard was Chief Operating Officer for Precept, a NASDAQ traded company. His responsibilities were to oversee the Northeast operations where 60% of the organizations revenue was generated. He integrated technology, negotiated Multi-Million dollar corporate contracts, launched a massive media campaign and assisted in re-branding the corporate image. Richard was also President of Ambassador Limousine, located in Connecticut.
Before entering the Limousine industry, Richard was an Economic Development Consultant and Vice President of The Commerce Group with offices in Boston, Massachusetts and Waterbury, Connecticut.
Mr. Buell remains an active member of The Limousine Association of New Jersey, The National Limousine Association, The Metropolitan Museum of Art and The Actors Fund.
Mr. Buell has a Bachelor's Degree from Bentley College in Finance.
Erik A. Dochterman
Erik Dochterman serves as CEO and Founder of Katz Dochterman & Epstein Advertising, Inc. (KD&E).Founded in 1991, this full service marketing agency billed $85 Million in 2007. Erik has built his luxury service practice with a focus on watches and jewelry, working with numerous international brands such as Omega, Swatch, Blancpain, Dior, Zenith, Harry Winston, Damiani, Daniel K., Chimento and many others. Other clients in the luxury sector include Swiss International Airlines, Pinnacle Care and the International Art and Antique Shows. The focus of the firm is to obtain the best return possible integrating the disciplines of creative, PR, research events and media buying.
Prior to starting these companies, Mr. Dochtermann was President of Katz Marketing & Media, a media consulting firm, where he managed media vendor relations for clients such as BMW of North America, Perrier, Nutrasweet, Isuzu and MasterCard.
Mr. Dochtermann graduated from James Madison University and has appeared on CNNfn, Fox News Channel and several local news stations. He is board member of the NYC Chapter of the Young Presidents Organization and a trustee of the New York Hall of Science. He is also affiliated with the Retail Marketing Association and Bank Marketing Association. He and his company have been widely covered in the press.
Based in New York City, Mr. Dochtermann resides in Bedford Hills, NY with his wife Christina and sons Jaeger and Gryphon.
David Goldberg
David Goldberg joined Taubman Centers, Inc. in 1998 in the newly created position of Vice President, Sponsorship. In that capacity he oversees all marketing partnership programs for the nation’s pre-eminent operator of upscale shopping malls. In 2004, his duties expanded to include responsibility for each center’s marketing efforts as well. Over the past decade Taubman has become known for best-in-class partnerships with a wide array of brands seeking to reach the “affluential” customer. Brand partners have included American Express, Sharp Aquos, Niche Media, Intel, Pepsi, numerous luxury automakers and major Hollywood studios. Regardless of the partner, Taubman’s brand promise begins with delivering on the details and providing flawless program execution.
Before joining Taubman, David’s career was highlighted by an eight-year stint as Vice President, Marketing at Foot Locker. His tenure was marked by the creation of Foot Locker’s sports marketing division and expansion of the chain and its branding efforts into more than a dozen countries around the globe.
He left Foot Locker to become a partner in Fusion Sports Company; a sports marketing agency providing sponsorship consulting to professional sports leagues and franchises, sports television production and other sports business services.
A New York native, his professional career began as Sports Information Director at Manhattan College and also included positions at New York advertising agencies.
He has ghost-authored two novels, has been a frequent contributor to many publications and has lectured at associations, colleges and universities across the country.
Taubman Centers is a real estate investment trust engaged in the development and management of regional and super regional shopping centers. Taubman’s 24 U.S. owned and/or managed properties, the most productive in the industry, serve major markets from coast to coast. Taubman Centers is headquartered in Bloomfield Hills, Michigan. Taubman Asia, a subsidiary of Taubman Centers, focuses on owning, managing, developing and acquiring high-quality and sustainable retail real estate projects in Asia that leverage Taubman’s strong retail planning, design and operational capabilities.
For more information about Taubman, visit www.taubman.com.
Eli Marcus
Eli Marcus is the Co-Publisher of Davler Media Group, Publishers of City Guide Magazine, NY’s largest circulation Visitor Guide, where he has served for the past 20 years and their newest acquisition, Promenade Magazine which is NY’s oldest Visitor Guide (since 1934). Promenade is a luxury Visitor Guide found in-room at NY’s finest hotels as well as at luxury residential buildings, retailers, spas, doctors offices, etc. Eli personally handles over 150 accounts including Daniel Restaurant Group, Four Seasons Restaurant, Del Frisco’s Double Eagle Steak House, Uncle Jack’s, Bice Ristorante, etc.
Eli has also served as a motivational speaker and seminar leader, having authored two leading seminars “How to Be the #1 Salesperson in Your Industry” and “A Dozen Essential Secrets for Massive Success.” He has worked with dozens of business and motivational legends including: Mark Victor Hansen (Chicken Soup for the Soul), Denis Waitley (The Psychology of Winning), Richard Carlson (Don’t Sweat the Small Stuff), Les Brown, etc.
From 1984 – 1987, Eli reinvented a closed circuit Hotel TV program called Applevision, which provide Hotel Guests information about New York. Sales increased by 3,000% under his guidance as VP Sales and Marketing. From 1980-1984, Eli ranked #5 out of more than 500 salespeople for the United States Chamber of Commerce selling memberships. He was the only rep under the age of 25 to break the top 100.
Michael Plummer
Mr. Plummer is an accomplished art management and marketing executive with considerable auction-house, marketing and entrepreneurial experience. Prior to joining Christie’s to create an art financing enterprise for the world’s leading art business, Mr. Plummer established two pioneering companies in the emerging sector of Art Investment, catering to ultra-high net worth individuals. Mr. Plummer also enjoyed a 15-year career at Sotheby’s, during which time he served as Vice President and Marketing Division Head for North and South America and Asia. He was responsible for the firm’s global re-branding initiative, marketing database strategy, advertising, inaugural web development, and all auction marketing, as well as numerous programs for cost savings and business efficiency.
Previously, Mr. Plummer was the acting COO for the firm’s real estate subsidiary, where he was a principle in the profitable restructuring of that company in preparation for Sotheby’s Holdings IPO.
Mr. Plummer is a Director and a co-founder of the Luxury Marketing Council and a graduate of the Wharton School of the University of Pennsylvania. He is also a Board member of the American Friends of the London Academy of Music and Dramatic Art.
ABOUT RALPH LAUREN TO THE TRADE:
In the Spring of 2003 Ralph Lauren opened its first showroom for the design professional on the fourth floor at New York’s Decoration and Design Building. Set in a spare loft-like gallery setting, the impeccable quality and impressive breadth of the collections come to the fore. The entire Ralph Lauren Home collection is represented in the spacious 14,000-square-foot showroom, encompassing everything for the graciously appointed home: furniture, fabric, trimmings and wallcovering, lighting, window hardware, tabletop, decorative accessories and paint. In addition, one-of-a-kind antiques, artwork, mirrors and chandeliers culled from around the world will be offered. One room setting, detailed in the evocative, cinematic style Ralph Lauren is known for, will highlight a new lifestyle collection each season. A highly trained staff is on hand to provide designers, architects and clients with in-depth product information and the highest level of service.
» calendar | View Gallery
