Dm Training Agencies

102
Agencies Training 21 september 2009 Brussel X

description

Dm Training Agencies

Transcript of Dm Training Agencies

Page 1: Dm Training Agencies

Agencies Training 21 september

2009

Brussel

X

Page 2: Dm Training Agencies

Bij elk onderdeel van de presentatie stellen we jullie eenvraag over de inhoud.

Antwoord correct op de 7 vragen …

Quiz

En ontvang

2.000 gratis Select Post of Select Movers

adressen.

Page 3: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DM Consultancy

Services

3.

Direct Mail

4.

Data (Select Post + Do My

Move)

5.

Distripost

6.

Regels van De Post

7.

Rondleiding

Brussel X

Page 4: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

1.

«

A true

love affair

»

2.

What’s

in it

for the agencies

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Together

we try

to

convince

the advertiser

Advertiser

Agency

Presription

role

Support / facilitate

experience

Inform

and support

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Agenda

1.

De Post en de agentschappen

1.

«

A love affair

«

2.

What’s

in it

for the agencies

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An & Ellen : your

ambassadors

Operational

support

Price

demands

Contracts

Information: facts

& figures

Trainings

& Workshops

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Forget

“De collega’s”

: DM is very

sexy !!

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De Post “

a partner easy to

do business with

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We share

our

knowledge

www.denkdm.be

Page 14: Dm Training Agencies

Initiative together

with

ACC : Direct from

Cannes

Page 16: Dm Training Agencies

Vraag 1

Met de actie “Direct from

Cannes”

stuurden we 3 reporters van verschillende bureaus op pad.

Geef twee van de drie winnende bureaus.

Quiz

Page 17: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DM Consultancy

Services

3.

Direct Mail

4.

Data (Select Post + Do My

Move)

5.

Distripost

6.

Regels van De Post

7.

Rondleiding

Brussel X

Page 18: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DM Consultancy

Services

1.

Team & Mission

2.

Services

3.

DM Pige

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DM Consultancy Team

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Mission: Grow

the medium

Page 21: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DMC Services

1.

Team & Mission

2.

Services

3.

DM Pige

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Services throughout

the funnel

21

Communica- tion strategy Targeting Develop &

ProduceFranking & Distribution

Respons & return

management

Post evaluation

DM campaign

coaching

-

DM Training -

DM processes

DM Briefing

DM Checker

Pre-test

DM Integrator

Loyalty

DM

Impact analysis

:-

Pilot-

Barometer-

Response/ benchmarking

-

ROI calculator

DM Targeting

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15 11/03/20

09

DM barometer: measure the impact of your campaign

Survey « standard »

300 answersRandom based on postal code > telephone numberRepresentative sample: age, sex, location

Computer Assisted TelephoneInterviews

Page 24: Dm Training Agencies

Extensive

research: >45.000 interviews

Generic media surveys

Mail moment

E loves P

How direct are women?

20 Multi-media surveys

>40 DM impact surveys

> 250 response rates - benchmark data base

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Integrated in the Media Mix, DM boosts ROI at least 20%

Source:

Post –

15 DM pilot

surveys

N: > 25.000

DM COSTSDatabase

Creation

Production

Fulfilment

NET MARGINSHORT TERM

on incremental sales

LONG TERM

on « lifetime »sales

UNIQUE PERFORMANCE

+ min. 20% ROI if direct mail is integrated

into media mix

LOYALTY BUILDING> 25%

1 2 3 4

RECALL RATE2->20 x higher

BRAND PERCEPTION> 50%

SALES ACTIVATION15 up to 200%

24

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Vraag 2

Hoeveel DM Impact studies hebben we momenteel reeds in onze database?

> …

Quiz

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Agenda

1.

De Post en de agentschappen

2.

DMC Services

1.

Team & Mission

2.

Services

3.

DM Pige

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Agencies

wanted

to

make

complete mediamix-analyses,

with

the integration

of Direct Mail.

The answer: DM Pige

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DM Pige

results

2008Gross

Media investments

(in mio eur)

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The partners

In collaboration with

With support of

Operational partner

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30

The chosen process is comparable with the other media: Mediaxim platform

DM specimen arriving

at Mediaxim DM scan

Visual Identification

DM nomenclature(similar

as CIM-MDB)

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31

The conditions for Direct Access (Mediaxim)

Annual subscriptions

Each subscriber gets several accounts for its employees

Access to the web-tool via secured logins-passwords

PricingADSTAT (Direct Mail figures):

“All sectors”: 3.500€

/ year -

“One sector”: 2.000€

/ year

ADVIEW (Direct Mail visuals):“All sectors”: 3.500€

/ year -

“One sector”: 2.000€

/ year

Page 33: Dm Training Agencies

All information is extracted from the Mediaxim web platform

Page 35: Dm Training Agencies

In your sector, TV and Dailies were the dominant medium

254,9

6,2

TV; 24%Radio; 12%

Dailies; 24%

Internet; 5%

Regional Press; 4%

Magazines; 9%

Cinema; 2%

Postering; 18%

Mass

Media

(Cim

MDB)Direct Mail

(Pige

DM)

Car

Gross

Media investments

2008 (in mio eur)

Est. 2,4%

Important note: % are calculated through combination of 2 sources: Cim-MDB (Mass Media) and DM pige (DM). DM pige is relatively comparable but is not CIM Compliant

Total Gross Media = 261,1 mio

EG Transport –

SCT Industrie automobile –

SSCT Voitures

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Mass Media (Cim MDB): 254,9 mio eur

8,0%

7,7%

5,1%

9,6%

7,0%

6,2%

5,2%

6,4%

2,5%

RENAULT

VW

BMW

CITROEN

MERCEDES - BENZ

PEUGEOT

OPEL

TOYOTA

VOLVO

12,5%

6,1%

4,3%

25,5%

6,0%

5,1%

4,9%

5,9%

RENAULT

BMW

NISSAN

MERCEDES -BENZ

AUDI

CITROEN

PEUGEOT

OPEL

Direct Mail (DM pige): 6,2 mio eur

BMW Share of Voice in DM was about 12,5%Brand share

of voice

2008 (in %; Gross investments)

Important note: % are calculated through combination of 2 sources: Cim-MDB (Mass Media) and DM pige (DM). DM pige is relatively comparable but is not CIM Compliant

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15% 17%

8% 2%0% 6%4% 5%9% 9%

38%

2,00%

10,60%

20% 24%

3,8% 2,4%

24%

0%

20%

40%

60%

80%

100%

BMW TOTAL

Direct Mail

TV

Radio

Dailies

Magazines

Internet

Regional Press

Cinema

Postering

Media mix comparison

(gross investments / media in %; 2008)

BMW share in DM was above the average of the sector

20,4 mio € 261,1 mio €

Important note: % are calculated through combination of 2 sources: Cim-MDB (Mass Media) and DM pige (DM). DM pige is relatively comparable but is not CIM Compliant

Page 38: Dm Training Agencies

Vraag 3

Wat is de naam van het bedrijf dat voor ons de DM Pige cijfers registreert en bijhoudt?

> …

Quiz

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Agenda

1.

De Post en de agentschappen

2.

DMC Services

3.

Direct Mail

4.

Data (Select Post + Do My

Move)

5.

Distripost

6.

Regels van De Post

7.

Rondleiding

Brussel X

Page 40: Dm Training Agencies

Direct Marketing & E-mail marketing gain

popularity

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Letterbox media remains

strong

in the current declining

media environment

Sources: Direct Mail: DM Pige-Mediaxim-Post; other media: Cim-MDB Mediaxim (24/08//2009)

595,8

362,3

189

151,9

126,4

77,3

54,3

11,2

568,2

574,6

360,1

175,6

135,4

113,5

80,9

54,4

9,3

545

TV

Dailies

Radio

Magazines

Postering

Free press

Internet

Cinema

Total mass

20082009

Gross

investments

by

media(mio

eur)

-

10.9%

+ 4.6%

+ 0.1%

-

10.2%

- 0.6%

- 7.1%

- 3.5% CIM-MDB

-

16.5%

- 4.1%1.503.91.568,2

+ 2.4%Direct Mailpige

175,9180

DirectMail

Evolution 1st semester 2009 vs 2008

Page 42: Dm Training Agencies

Retail

represents

29% of gross

investments

in direct mail

52,3

48,3

18,0

4,7

4,0

3,8

3,8

3,3

2,8

2,7

2,3

2,0

1,6

1,5

23,7

5,3

RETAIL

MAIL ORDER

BANK-CREDIT-INSURANCE

TELECOM

AUTOMOTIVE

PUBLIC INITIATIVES - FUNDRAISING

POLITIC - MUTUALITIES

MEDIA

ENERGY

EDUCATION

PUBLISHING

TOURISM - LEISURE

FAIRS

ASSOCIATIONS - FEDERATIONS

INFORMATION SERVICES

OTHERS

29.1%

26.8%

10.0%

2.9%

2.6%

2.2%

2.1%

2.1%

1.8%

1.5%

1.5%

1.3%

1.1%

0.9%

0.8%

13.3%

Gross

investments

in Direct Mail (1st semester 2009)

In mio

eur In %

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42

But DM is still a small player in most sectorsGross ATL media & DM investments in Top 10 mass-media sectors

(in mio

eur, Total 2008)

Sources: DM pige-Mediaxim

(Direct Mail); Cim-MDB, Mediaxim (other

media)

354

286273

215

172160

105

7357 53

109

8 9

36

4 9 5 5 2 2

Retailer Media Automotive Bank &Finance

Leisure,entertaining

Telecom Publishing Tourism Care-pharma Public

Mass Media (source: Cim-MDB, Mediaxim) Direct Mail (source: DM pige-Mediaxim)

Page 44: Dm Training Agencies

97% opent

iedere

dag

zijn brievenbus

… maar ontvangt slechts

2DM/week

78% opent de DM

spendeert1’52’’

per DM

… en achter elke

brievenbus

schuilt

een uniek

persoon

43

The Mail Moment

Page 45: Dm Training Agencies

44

This

medium can

give

me the feeling

of…

Direct Mail gives

customers the feeling

of…

Bron: Synovate

Censydiam, 2007

…rewarding me as a customer

…being connected to the brand

…acknowledgement / appreciation

…being important for that brand

…being unique

DM

73%

63%

57%

57%

51%

Ohter

Media (avg.)

19%

8%

8%

7%

7%

Page 47: Dm Training Agencies

Voorbeeld

Page 48: Dm Training Agencies

Dezelfde dag

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2 weken later…

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2 weken later…

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2 weken later…

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Brochure

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Met aangepaste visualsAn Didier

Page 54: Dm Training Agencies

Een paar weken later …

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Top of Mind

11% of the target group went online and placed an order. The French President received well over 100 letters asking him to declare that small patch of France to be Belgian.

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Impact on brand perception: demonstrate your benefit in a persuasive way

Page 57: Dm Training Agencies

Impact on brand perception: Demonstrate your benefit on a more persuasive way …

Page 58: Dm Training Agencies

Up to 5% test drives

Dramatize

the benefits

Page 59: Dm Training Agencies

Exploit the consumer insights

Page 60: Dm Training Agencies

Vraag 4

Met hoeveel % zijn de DM cijfers gedaald of gestegen het eerste semester van 2009 t.o.v. het eerste semester 2008?

Quiz

Page 61: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DMC Services

3.

Direct Mail

4.

Data (Select Post + Do My

Move)

5.

Distripost

6.

Regels van De Post

7.

Rondleiding

Brussel X

Page 62: Dm Training Agencies

De bestanden van De Post

Uiterst recent lifestyle

bestand opgebouwd en opgefrist op basis van een zeer gedetailleerde vragenlijst. Momenteel zijn er ongeveer 711.000 adressen beschikbaar.

Nov. Nov. Mei Okt. apr. nov

Nov072005 2006 2007 2008 2009

apr.

Nieuwe wave: 265.000 stukken te

versturen Select Post bevat:-

Recente

gegevens-

Opt-in («

ja, ik wens deze mailing »)-

Over uiterst

talrijke

onderwerpen

(hobbies, aankopen, vakantie, auto…)

04/11/09

Page 63: Dm Training Agencies

400.000 gezinnen verhuizen per jaar (10% van de bevolking)

Circa 250.000

daarvan vragen aan De Post (tegen betaling) om hun post naar hun nieuw adres door te sturen via het formulier DoMyMove

Het bestand DoMyMove

bevat de volgende gegevens:-

Volledige gegevens van de verhuizer (vorig en nieuw adres)-

Gegevens van zijn/haar gezin (echtgenoot + kinderen)-

Geboortedatum van iedereen

De bestanden van De Post

Komende release:-

Maart 2010-

Sept

2010

Page 64: Dm Training Agencies

De DATA diensten van de Post, bron van :

Prospectie Kostenvermindering

• OptiMovers• OptiRetour• Notifications

DoMyMove

Page 65: Dm Training Agencies

Prospectie:

huur

van adresseninlassing van een vraag in onze brochureinsert

in de refresh

Select Post

Page 66: Dm Training Agencies

Huur

van Select Post adressen

15% commissie

Page 67: Dm Training Agencies

Huur

van Select Movers adressen

15% commissie

Page 68: Dm Training Agencies

Lead

generation

in Select Post en DoMyMove

Antwoordrate

tussen 2% (NGO) en 11% (VPC)

15% commissie

Page 69: Dm Training Agencies

Insert

in Select Post

- personalisatie mogelijk via barcode-

levering van de coördinaten van de

gebruikers na actie

15% commissie

Page 70: Dm Training Agencies

Vraag 5

Hoeveel gezinnen doen jaarlijks beroep op DoMyMove voor het nasturen van hun briefwisseling?

Quiz

Page 71: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DMC Services

3.

Direct Mail

4.

Data (Select Post + Do My

Move)

5.

Distripost

6.

Regels van De Post

7.

Rondleiding

Brussel X

Page 72: Dm Training Agencies

67 %

92 %

Distripost Andere operator

4

Bron: studie Market

Probe

Europe

mei 2008-februari 2009 –

panel van 500 mensen per week

Documenten bedeeld in alle brievenbussen, ook in appartementsgebouwen en afgelegen woningen

Professionele aanpak van de postbode

Bezorging opgenomen in het operationele postproces, dat regelmatig interne en externe controles ondergaat (Belex…)

Met 92

% effectieve bedeling is de kwaliteit van Distripost

ongeëvenaard

Page 73: Dm Training Agencies

5

Distripost garandeert een hoge impact

In vergelijking met een bundel gaat de aandacht van de doelgroep uit naar max. 2 reclamefoldersUw zending profiteert van het ‘postmoment’:97 % maakt zijn bus leeg nadat de postbode langskwam74 % leest de post onmiddellijkHet is een moment waar-naar wordt “uitgekeken”

Page 74: Dm Training Agencies

Huis-aan-huis

bedeling bij De Post kan ook semi

targetted

zijn

6

Selectie volgens geomarketingcriteria:o

Afzetgebiedeno

Tot op wijkniveau

Met deze selectiecriteria vermindert u verspilling.

Page 75: Dm Training Agencies

Huis-aan-huis

bedeling bij De Post kan ook semi

targetted

zijn

6

Selectie volgens sociodemografische consumentenprofielen:

Jonge gezinnen met kinderenHoge inkomensSeniorenenz.

Met deze selectiecriteria vermindert u verspilling.

Page 76: Dm Training Agencies

Saab

Page 77: Dm Training Agencies

216

100

Distripost Bundel

61

% meer

rendement

voor

uw

acties

via bedeling

van De Post

9

Gemiddeld

antwoordpercentageIndex vs. BD

Bron:

testresultaten (N=29), DM Barometer (N=13).

Page 78: Dm Training Agencies

Bereken zelf de ROI van uw Distripost-bedeling

10

Page 79: Dm Training Agencies

Deze twee kozen voor Distripost

“bewijs”

van rendement: Aldi

en lidl

foto

Page 80: Dm Training Agencies

Distripost eveneens beschikbaar op Mediaspecs

Page 81: Dm Training Agencies

Vraag 6

Wat is de kwaliteit van de bedeling met Distripost, uitgedrukt in %?

Quiz

Page 82: Dm Training Agencies

Agenda

1.

De Post en de agentschappen

2.

DMC Services

3.

Direct Mail

4.

Data (Select Post + Do My

Move)

5.

Distripost

6.

Regels van De Post

7.

Rondleiding

Brussel X

Page 83: Dm Training Agencies

Validation:[email protected]

Today: live at your

service!

Page 84: Dm Training Agencies

SMALL LARGE

+0.04 €

+-

0 gr.

50 gr.

2 kg.

+0.02 €

Mail Id

Low readability

+0.12 € +0.08 € +0.04 €

+0.08 € +0.04 €

+0.04 € +0.02 €

Not rectangular or with a hole

Rectangular/Square

+0.04 €

Bulk Bulk Sorted by 78

direction

Pre-Sorting level1 2 3

Bulk Sorted by sector

Sorted by sector &

distr. office

Simplified

Price

Grid

+0.00 €

+0.00 €

SPECIAL

2008

Page 85: Dm Training Agencies

SMALL LARGE

+-

0 gr

50 gr

2 kg

Mail Id

Bulk Bulk Sorted by 78

direction

Pre-Sorting levels1 2 3

Bulkor

Bulk + PC

Sorted by sector +

PC

Sorted by sector &

distr. office

Simplified

Price

Grid

SPECIAL

+-

Pre-Sorting levels1 2 3

Bulkor

Bulk + PC

Sorted by sector +

PC

Sorted by sector &

distr. office

2009:·

3 products·

No Low

Readability

supplement any

more

·

No Special Rectangular

supplement any

more

Page 86: Dm Training Agencies

Small

format

SMALL

50 grAnd...

• Rectangular• Dim min: 90 x 140 x 0.15 mm• Dim. max: 165 x 245 x 5 mm• L/l ≥

1,20• Orientation «

landscape

»• OCR Address

or Mail ID• Simplified

lay

out to be•respected

ZonesAdvertising windows

Page 87: Dm Training Agencies

Large

Format

LARGE

> 50 grOr...

• Rectangular

or square• Dim min: 90 x 140 x 0.15 mm• Dim max: 230 x 350 x 30 mm•Max weight: 2 kg

+ All mailings:• Square or almost

square

(L/l <1,20)• Orientation «

Portrait

»• Rigid

or with

rigid

objet• Special

paper

(shining/reflecting)• Band or sticker for closing• 1 or more detachable

stickers•

Small dimensions but not complying

with

SMALLformat

definition

(lay

out or OCR address

or Mail ID)• Under blister.

Page 88: Dm Training Agencies

Special Format

SPECIAL

• Non rectangular

and/or with

a hole•

On which

card, envelop

etc. are partially

glued.• Form: free• Dim min: 90 x 140 X 0.15 mm• Dim max: 230 x 350 x 30 mm• Max weight: 2 kg

Creative

form

Page 89: Dm Training Agencies

SELFMAILERS Specificities

Small

PP-

PB

Fully

closedRight

side

must be

fully

closed

To be

considered

as a SMALL Format*: A selfmailer of small dimensions will be ideally fully closed on its 4th sidesA selfmailer must be fully closed on the right sideThe selfmailer is not closed with staples, clips, etc.

(*) Specificities

coming

on top of the definition

of a SMALL Format

How to check if fully

closing?4 corners are closed in all casesperforations « poinçonnage »folded side = fully closed side1 line of glue on full lenght, incl.

extremities = fully closed sidepoints of glue at max 4.5 cm from each

other AND 2 points of glue at bothextremities (1 per extremity) = fully closedside …

Page 90: Dm Training Agencies

SELFMAILERS: Flexibility SMALL Format 2009

Fully

open

Small

Small

PP-PB

PP-PB

Small

PP-PB

New !

Large

PP-PB

One

side, different from

the right

side, can

be

fully

open if

the other sides

are fully

closed.

New !

New !

Fully

closedRight

side

must be

fully

closed

Page 91: Dm Training Agencies

SELFMAILERS: Flexibility SMALL Format 2009

Point

de colle

Complètement

fermé

Côté

droit

toujours

complètement

fermé

Test 2009

Small

PP-PB

FoldedGevouwen

Plié

FoldedGevouwen

Plié

Points

of glue

must be

placed

on

flap extremities

to

ensure

fully

closing

of the flap !•

Max 4.5 cm between

2 points

of glue

New !

Flap

Max 4.5 cm

Page 92: Dm Training Agencies

Simplified

operational

rules SMALL Format

Idem zone 4 behalve -

adres (complete of partiële)-

elementen die verward kunnen worden met een adres (PC + gemeente)

Idem zone 5

L/l ≥

1.20

L

l

Ter helemaal beschikking van de afzender:-

alle kleuren-

alle grafische elementen-

alle tekst (vorm/formaten)

Frankering (leesbaar met het blote oog)

OCR adress

of Mail ID

Page 93: Dm Training Agencies

Color or graphism in indexation zone is accepted for SMALL and/or LARGE format

without supplement

Page 94: Dm Training Agencies

Zone 5 – Address or Address like

Solde à

notre

magasin

situé

à1000 Bruxelles

ASBL NSCCh. de Boendael

551050 Ixelles

ASBL NSCCh. de Boendael

551050 Ixelles

Solde à

notre

magasin

situé

à1000 Bruxelles

LARGE SMALL

Solde à

notre

magasin

situé

à1000 Bruxelles

ASBL NSCCh. de Boendael

551050 Ixelles

ASBL NSCCh. de Boendael

551050 Ixelles

Solde à

notre

magasin

situé

à1000 Bruxelles

Address

like= postcode + city

Window

for

address

No window

for

address4 digits

numbers

OK

Page 95: Dm Training Agencies

ASBL NSCCh. de Boendael

551050 Ixelles

ASBL NSCCh. de Boendael

551050 Ixelles

Société

XYZRue

de la Poste 101200 Bruxelles

ASBL NSCCh. de Boendael

551050 Ixelles

ASBL NSCCh. de Boendael

551050 Ixelles

Société

XYZRue

de la Poste 101200 Bruxelles

Société

XYZRue

de la Poste 101200 Bruxelles

Société

XYZRue

de la Poste 101200 Bruxelles

Zone 5 – Sender Address

LARGE SMALLIdem if

address

on

1 line: can

not

be

on

the same

level

as address

zone either

Window

for

address

No window

for

address

Page 96: Dm Training Agencies

ASBL NSCCh. de Boendael

551050 Ixelles

Société

XYZ Rue

de la Poste 10 1200 Bruxelles

ASBL NSCCh. de Boendael

551050 Ixelles

Rue

de la Poste 101200 Bruxelles

Zone 6 – Address & indexation zone

LARGE

Window

for

address

No window

for

address

Page 97: Dm Training Agencies

ASBL NSCCh. de Boendael

551050 Ixelles

ASBL NSCCh. de Boendael

551050 Ixelles

ASBL NSCCh. de Boendael

551050 Ixelles

Advertising windows

LARGE SMALL

1 or

more advertising

windows

-With

or

without address

ASBL NSCCh. de Boendael

551050 Ixelles

1 advertising

window

with

address

1 or

more advertising

windows

-With

address

1 or

more advertising

windows

-without address

Window

for

address

No window

for

address Window

for

address

Window

for

address

Page 98: Dm Training Agencies

OCR Address Overview – No changes vs 2008 !

Monsieur Dupont

C.Rue

du Chat 8

1000 Bruxelles

Monsieur Dupont C.Rue du Chat 81000 Bruxelles

Monsieur Dupont

C.Rue

du Chat 8

1000 Bruxelles

Monsieur Dupont

C.Rue

du Chat 8

1000 Bruxelles

Monsieur Dupont

C.Rue

du Chat 8

1000 Bruxelles

Monsieur Dupont C.Rue du Chat 81000 Bruxelles

Serifs

Color

inversion

Underlined

Italic

Bold

White or

Pantone

colors(quadri-equivalent)

Content of address

bloc:Address onlyPossible references & barcodeNo other text or graphism

Most of font OK for

SMALL(ex: Helvetica, Verdana, ...)

Monsieur Dupont

C.Rue

du Chat 8

1000 BruxellesLight

color

for

inkLack

of contrast

SMALLLARGE

Monsieur Dupont C.Rue du Chat 81000 Bruxelles

Not

exhaustive

list

Police

ou

caractères

manuscrits

Page 100: Dm Training Agencies

Vraag 7

Welk formaat van zending is dit?

Quiz

Page 101: Dm Training Agencies

1.

Proximity

BBDO, Famous, Publicis2.

> 40

3.

Mediaxim4.

+ 2,4%

5.

250.0006.

92%

7.

Large

Quiz -

Antwoorden

Page 102: Dm Training Agencies

Questions? Don’t hesitate to contact:

An Schuurmans

T. + 32 2 276 34 19

M. +32 473 96 12 23)

Ellen Distave

T. +32 2 276 25 65

M. +32 486 41 34 91)