| Is the salesman as we know him dead? If so, who or what is taking his place? How is the increasing acceptance of Internet commerce affecting the business models of Web-centric companies and companies with traditional bricks-and-mortar sales, marketing and distribution? |
| As companies use intelligent agents and data mining techniques to move closer to one-to-one marketing, customers are empowered by enhanced collaboration and access to information. As a result, the relationship of the buyer and seller is undergoing radical change. Among other by-products are the disappearance of intermediaries (disintermediation), emergence of new intermediaries (re-intermediation) and the formation of new buying groups, to say nothing of changes in the real-world infrastructure and operating procedures of the companies involved. |
| Perhaps the most controversial issue is the degree to which customers may share in the profits of the Internet's low- to no-cost distribution expense. What businesses will pay customers to do business with them? How much? Are there hold-outs? |
| In this program, we heard about these and other changes brought about by Internet marketing from representatives of Internet companies selling to consumers or adding value for these companies, and a venture capitalist. |
Panel members were:
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Judy Black, Consultant for Interactive Marketing, CUC International, Inc. (www.netMarket.com) |
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Keith Halloran, Marketing Director, DLJ Direct (www.dljdirect.com) |
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Terry Jones, President, Travelocity (www.travelocity.com) |
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Steven H. Krein, President, NetStakes, Inc. (www.netstakes.com) |
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Laurent Ohana, Managing Director, New Media Capital (www.newmediacapital.com) |
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Moderator Jeff Einstein, President and CEO, Quality of Life Network (www.qln.net) |
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| DATE: |
Wednesday evening, February 25, 1998 |
| PLACE: |
Chase Manhattan Bank, 270 Park Ave. (47th St.), NYC. 11th Floor |
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