March 20-22, 2023 / Eden Roc Miami Beach
(As of March 20, 2023)
Tuesday, March 21
You Got a Customer. Now What?
Presented by the E-Commerce Council
So, your direct-to-consumer brand sold a product this morning. Huzzah! By noon, though, you should be able to answer the question, “How have you taken the first steps to maximize that new customer’s lifetime value?” In this competitive landscape — with consumers using their voices to celebrate or shun products more often than ever — how can you effectively retarget your new customers and turn them into lifetime brand believers? What are the best marketers today doing to accomplish this and what hazards must you look out for along the way? A panel of experts shares insider tips.
Speakers: Shane Allor, Kount; David Tiberia, Bluewater; Paul Wahlgren, BeautyStat Cosmetics
Moderator: Gregory Silvano, Buyist
Smaller But Stickier: Enhancing Hispanic Customer Loyalty
Presented by the U.S. Hispanic Council
As media opportunities grow from linear to connected TV and from social media into e-commerce, marketers are finding that U.S. Hispanics’ tendencies to overindex in key outlets makes this growing marketplace ripe for building lifetime value. How are marketers, agencies, and media outlets responding to this growing multichannel opportunity? Find out in this panel discussion.
Speakers: Federico Garza, Telemundo; Beth Johnson, Omni Direct; Kyle Patten, Televisa Univision; Nick Pietropinto, Double Diamond VIP
Moderator: Marcelino Miyares, d2H Partners
The Omnibus of TV Platforms: The Creative Differences
Presented by the Workshop Council
An ongoing conversation between creative experts for well over a decade is now proving truer than ever: What types of creative are needed for different media outlets? And now — after a focus on television for so long and an infiltration of expanded options for consumers to view content not only via linear TV, but also through OTT/streaming and connected TV — the same conversations are happening with marketers about how campaigns that work on one TV outlet simply don’t prove successful on others. The analytics often reveal it’s about the specific outlets’ needs that require unique messaging that resonates for viewers. What’s true and what’s not? How can we assimilate and prove success across the fragmented outlets? This panel conversation dives deep to look at today’s realities — and tomorrow’s opportunities.
Speakers: Cristina Ferruggiari, Lockard & Wechsler Direct; Andy Latimer, Bluewater; Sialoren Spaulding, Farmers Insurance Group
Moderator: Patrick Raymond, Really Cool Ideas
The Regulatory Minefield
Presented by the Government Affairs Council
The Federal Trade Commission (FTC) is activating across many areas that affect performance and direct-to-consumer marketers. From its focus on “dark patterns” online to its newly announced move to end the practice of non-compete clauses — used widely by many companies in the business — the FTC’s current work could reshape this industry as we know it. What’s the latest? Find out more from industry-leading attorneys in this roundtable conversation.
Speakers: Roger Colaizzi, Venable LLP; Linda Goldstein, BakerHostetler
Moderator: Thomas Haire, The PDMI
Redefining Shoppable TV: Strategies, Platforms, Activation, and Creative
Presented by the Brand Response Council
From the mythical promise of “Buying Jennifer Aniston’s Sweater” to actual device-to-digital audience interactivity during the recent Super Bowl, Shoppable TV long has been a golden promise for DTC advertisers. However, previous false starts and questions about devices created and uncertain landscape. Now, with newer and more integrative technologies and a better understanding of how to manipulate and edit cross-device creative, it’s time to redefine Shoppable TV for 2023 and beyond. As viewers and consumers access content (and ads) on devices like smart TVs to game consoles and more, how will that shift create or facilitate different customer behavior? What will it look like for people to shop directly from their screens? Go in-depth on the strategies and best practices that reveal what’s happening now, what the potential is for the future — and how to avoid the pitfalls of the past.
Speakers: Jack Barrett, Urban Legends Productions; Meghan Glenn, Flowcode; Tom Wolfe, Viant
Moderator: Chris Foster, Modern Postcard
Wednesday, March 22
Turning the Transaction Into a Relationship
The total return on performance marketing campaigns does not have to be limited to a single sale. So much can be done to deliver a great new customer experience that creates the opportunity for future sales. Hear from a mix of brand leaders and industry experts with practical experience in creating purchase, service, and payments experiences that help create customer loyalty to your brand. In this one-hour roundtable, learn why the opportunity to create real customer relationships with higher LTV will lead to higher revenue and profitability than old-school performance marketing that optimizes for cost minimization and initial conversion rates.
Speakers: Steve Arentzoff, FlexPay; Irene Scharmack, QuickBox; Meng Williams, Bold.com
Moderator: Chris Reinmuth, FlexPay
Brand Leadership and the Customer Experience
Presented by the Women’s Council
As the importance of the customer experience grows for performance and direct-to-consumer brands, marketers must engage with consumers and grow their databases. It has become an all-consuming effort. In this special conversation, women leaders representing a group of performance/DTC marketing initiatives will address how they ideate, innovate, and generate growth. From the shifting TV marketplace, to digital, audio, and social media, these experts are maximizing the customer experience, driving better ROAS, and creating lifetime customers.
Speakers: Jill Albert, Direct Results; Sarah Andreadakis, Bluewater; Brooke Davis, Contour Products; Lori Lasky, Media Culture; Racine Levy, Angi
Moderator: Fern Lee, THOR Associates
Media Outlet Roundtable
As free, ad-supported streaming TV (FAST) outlets multiply and connected TV (CTV) technology expands, the performance and direct-to-consumer media buying space is trying to understand the breadth of options available — and what will work best for clients. A panel of media sales leaders will talk about the latest opportunities, the continuing power of linear TV, and where the market is headed in the coming years.
Speakers: Christine Georgakakis, Reelz; Chris Harris, AudienceXpress; Teddy Pritikin, DirecTV Advertising
Moderator: Matt Cote, Eicoff
Digital/CTV Advertising: No ‘Set-It-and-Forget-It’ Here
A staggering amount of bad actors and “bots” continue to take advantage and manipulate advertisers’ business results. With an average of nearly 75% of total digital media spend lost to these factors, it is time to evolve from the “set it and forget it” mentality of CTV advertising and shift the landscape into one that encourages transparent and truthful results. So, how can advertisers achieve the maximum impact for their media investment? Experts will discuss the difference between programmatic 1.0 and 2.0 advertising and the opportunity programmatic 2.0 offers for quality results. Attendees will learn how CTV advertising is in its nascent stage and why now is the time to market and manage campaigns to elevate KPIs, increase ROI, and test creatives against different audiences. The audience will walk away with actionable insights into the benefits of iterating fast and often within the CTV space, and how these digital campaigns empower advertisers to start and stop ads, become more nimble, and adjust media investment for ultimate success.
Speakers: Raphael Rivilla, Marcus Thomas; Matt Timothy, Blockboard
Data Automation’s Growing Importance
As media sellers and media buyers experience an expanding range of opportunities in the TV world, everyone is looking to ease the data strain. But automating data isn't just a convenience that allows the people involved in media sales to act more quickly. Increasingly, it's also an opportunity for everyone along the media chain to gain new insights and activate more intelligently to maximize campaigns. Learn the latest from a panel of data automation experts.
Speakers: Kevin Gaffney, CoreMedia Systems; David Tiberia, Bluewater
Moderator: Cordie de Pascale, PremiumMedia360
Jill AlbertJill Albert, president and founder of Direct Results, is a recognized leader and innovator, developing strategies to drive change and deliver action. Her specialty is matching products and services with audio influencers who engage listeners to shift consumer behavior. She has developed and implemented nearly a billion dollars in successful, response-driven campaigns empowering consumers to take immediate action. Clients include FEMA, Veterans Affairs, Angi, Omaha Steaks, Toyota, Children’s Hospital, AAA, Burlington Stores, Hershey, USC, UCLA, and many others. In 2009, Albert developed a groundbreaking, ROI-based audience analytics database application that raised industry standards for response-driven advertisers. Using such response data and access to culture, music, and social media influencers is key to Direct Results’ impactful strategies that earn over 96% success for advertisers. Albert has twice been recognized as a “Top Women in Sales and Marketing” by American Women in Radio and Television and has numerous awards for strategic media innovation. She brings more than 30 years of experience managing successful national, regional, and statewide advertising campaigns all with clearly defined metrics. Albert is an expert at developing partnerships which bring additional exposure, community participation, excitement, and relevance to campaigns.
Shane AllorShane Allor is an account executive at Kount. Allor is part of a team that drives sales efforts in risk mitigation/payments and helps manage a portfolio of more than 150 merchants — more specifically, focusing on eliminating chargebacks and driving efficiencies for e-commerce merchants across the globe. A big part of the goal for the team he is a part of is to continue to allow customers and brands expand their revenue streams, while protecting the overall brand experience. In his spare time, Allor enjoys skiing, working out, and catching a concert or comedy show. He played golf at Boise State University, where he earned a B.A. in business and currently lives in Boise.
Sarah AndreadakisSarah Andreadakis has been in advertising and media for more than 20 years. With a client portfolio in some of the most complex categories, she has become recognized as a leader in the industry, driving Bluewater to improve the ways it serves its clients and solves for their needs. As executive vice president of media for Bluewater, Andreadakis drives media strategy for her clients and shapes the services required to meet those needs. She leads a team of expert practitioners to deliver world-class services and exceed results. Her data-driven approach fosters a culture of continuous optimization and shared ownership.
Steve ArentzoffSteve Arentzoff is senior vice president of marketing at FlexPay. He is a modern, results-oriented marketing executive with more than 20 years of senior technology marketing leadership, building high-performance marketing organizations, category leadership, marketing and sales alignment, and accelerated company growth rates. Before joining FlexPay, Arentzoff was vice president of demand generation at Medallia, and senior vice president of global digital marketing at Cision. He helped lead these companies through their IPOs, and played a critical role driving growth as senior director of marketing at Dealertrack, helping drive a $4.5-billion acquisition of the company.
Roger ColaizziRoger Colaizzi has significant trial experience in Intellectual Property Rights, including Lanham Act false advertising, state deceptive trade practices, trademark, trade dress, patent, copyright, unfair competition, direct to consumer marketing, social networking, affiliate advertising, and other e-commerce matters. He has represented clients before regulatory agencies such as the FTC and self-regulating bodies such as ERSP and NAD, and in state AG investigations.
Brooke DavisBrooke Davis is the manager of product marketing at Contour Products, where she leads the cross communication between departments and partners for new product launches. She has spent many years at Contour working on the B2B side before shifting to D2C and focusing expanding current product offerings. Now, Davis works with directly with both brick-and-mortar and direct consumers to research trends, identify niche marketplaces, and implement innovation within the comfort-and-support category. Davis holds a dual bachelor’s degree from Baylor University in entrepreneurship & innovation and marketing.
Cristina FerruggiariCristina Ferruggiari serves as executive vice president, advanced TV, for Lockard & Wechsler Direct. A leader in her field with more than a decade of experience building omnichannel media strategies for major brands, Ferruggiari helps LWD and its clients navigate this rapidly evolving, cross-platform, customizable, and data-rich media environment. Her unwavering commitment to efficiency, coupled with her intimate knowledge of various product categories (including quick-service restaurants, consumer packaged goods, retail, and luxury products) help keep her team on the forefront of all things advanced and connected TV. Prior to joining LWD, Ferruggiari served as senior vice president/group director, video investments, at Havas Media, where she was responsible for developing and leading the agency’s advanced TV offerings as well as national and upfront media investments.
Kevin GaffneyKevin Gaffney is executive vice president of product strategy at CoreMedia Systems. He has been with CoreMedia for 25 years and is a skilled client advocate, providing leadership for the business development, new product development, and workflow enhancement. He played a key role in syndicating CoreDirect, the industry’s leading media management tool that processes more than $10 billion in performance media annually. Before joining the company in 1996, Gaffney was a media buying supervisor and account executive at Time Buying Service and was part of the successful TBS Direct startup.
Federico GarzaFederico Garza, senior vice president, research strategy and insights, leads all of research, insights, and analytics to inform programming, marketing, and digital strategies across Telemundo’s portfolio. A seasoned consumer-insights professional with more than 20 years of experience and ample expertise across multiplatform data, audience measurement, and marketing strategies, Garza oversees and develops comprehensive research plans through consumer insights, data capabilities, and multiplatform measurement to achieve Telemundo’s business goals. Additionally, Garza will oversee primary and secondary research and drive data-driven recommendations to enhance Telemundo’s multiplatform strategy and deliver on the content needs of the growing Latino consumer. He was previously the executive vice president of research and insights at iHeart Media, where he spearheaded thought leadership, developed analytics, and led cross functional strategic programs. As a consultant at Bain & Company for a decade, he conducted extensive management consulting work and developed business growth strategies based on data-driven insights for multinational companies across a variety of industries including airline, beverage, food, consumer goods, and financial services. Garza completed an undergraduate degree in computer system engineering from Monterrey Institute of Technology in Monterrey, Mexico, and an M.B.A. from the Tuck School of Business at Dartmouth College.
Chris HarrisChris Harris is vice president of advanced TV sales at AudienceXpress, a Comcast Company. In his role, Harris leads a team of sales professionals working with agency and advertiser partners to provide unique solutions to find and engage with audiences across the video ecosystem. He joined AudienceXpress in 2013, where he helped achieve 300-percent growth, leading to an acquisition by Comcast in 2015. Harris brings more than 20 years of media experience and prides himself on bringing a consultative approach to helping clients solve for the challenges impacting the overall media landscape.
Beth JohnsonBeth Johnson has more than 25 years of performance media expertise spanning across categories including finance, healthcare, insurance, retail, DTC, and lead generation. In her current role as senior director of media at Omni Direct, she leads all multichannel media strategy, planning, analytics, and ROI performance for clients looking to reach the large and growing Hispanic market. With Johnson as part of the leadership team, Omni Direct has been recognized as a fastest-growing agency by Inc. 5000, Adweek and the South Florida Business Journal. Prior to joining Omni Direct, she spearheaded the formation of the Hispanic media division for Eicoff, an Ogilvy & Mather company, where she built and led the high-growth business for more than 12 years. Johnson enjoys being an integral marketing partner for her clients by identifying new market opportunities, relentlessly optimizing media, and extracting timely insights from data mining and attribution.
Lori LaskyLori Lasky, vice president of strategy at Media Culture, has more than 20 years of experience developing comprehensive omnichannel strategies (across linear, digital, retail, radio, email, and out of home) to drive brand awareness and increase sales. Her combined passion for marketing insights, media trends and analytics to improve an organization’s bottom line, and talent for building cohesive teams has helped to deliver success for many brands. Lasky has held positions on the brand side at Nautilus Inc. and the agency side as the lead for campaigns such as eHarmony, Conair, Cuisinart, Bare Minerals, Tracy Anderson Method, Dremel, and Rubbermaid.
Andy LatimerAndy Latimer, the founder/CEO of Bluewater Media, is a proven director/producer with more than 25 years of experience in the television and film industry. He takes a client's vision and creates a story worth watching — making concepts reality. Latimer’s storytelling ability crosses genres and categories, delivering results in sales by eliciting immediate response directly from consumers. After launching Bluewater in 2000, he led the way in creative and production, being the first-ever end-to-end, fully digital studio in Florida. With a focus on performance-based strategies, he seamlessly led Bluewater in the launch of its media division to integrate creative and media under one roof. Then as the market shifted, he led Bluewater Media through the evolution in direct-to-consumer strategies, becoming an expert in the digital, social media, influencer marketing and e-commerce marketplace management. This converged agency strategy has put Bluewater on Adweek’s 100 Agencies to Watch list and has seen it honored as an Inc. 500 company and as one of Florida’s fastest growing companies. With clients ranging from entrepreneurial startups to Fortune 500 Companies and a deep hit list including Magic Jack, The Philips Smokeless Indoor Grill and AirFryer, Blackstone Griddles, Johnsonville, Soda Stream, Thundershirt, and Tommy John, Latimer has proven his ability to adapt to any market and to drive real branded response success in the increasingly important world of direct-to-consumer marketing.
Racine LevyRacine Levy leads the in-house strategy and buying team at Angi as the senior director of brand media. She has more than 12 years of media experience, working with a variety of brands covering the CPG and entertainment categories. Prior to moving to Angi and bringing media buying efforts in house, she worked at an agency for eight years. Levy is born and bred in Manhattan and a graduate of the George Washington University School of Business, where she studied marketing and interned for the American Advertising Federation (AAF). She doesn’t only have a passion for planning and negotiating media, but Levy also enjoys making new and maintaining relationships throughout the industry.
Kyle PattenKyle Patten is vice president of direct response at Univision. Based in New York, he has a demonstrated history of working in the broadcast media industry. Skilled in broadcasting, advertising, sales, digital marketing, and social media, Patten graduated from New York Institute of Technology.
Nicolas PietropintoSenior executive with more than 15 years in management and leadership. Nicolas Pietropinto has an entrepreneurial attitude with a passion for technology, finance, and operations. He is a proactive leader and business relationship catalyst possessing a heightened sense of responsibility and ethics. Pietropinto considers himself an overachiever and highly competitive, while enthusiastic about winning through a collaborative team effort. He is a consultative and hands-on executive that leads by example, and is adept at creating, analyzing, and reporting results-driven business metrics. Pietropinto is known for strong multicultural awareness and is fluent in English, Spanish, Portuguese, and French.
Teddy PritikinTeddy Pritikin is vice president of direct response at DirecTV Advertising and a proven sales leader in the industry. Prior to his 11 years at DirecTV, he was vice president of ad sales at Veria and an account executive at Game Show Network. Pritikin is a graduate of Muhlenberg College and holds a bachelor’s degree in accounting. In his free time, he enjoys crushing opponents on the basketball court with his killer crossover. Pritikin and his wife are enjoying their lives as empty nesters in Morristown, N.J.
Raphael RivillaA media savant, Raphael Rivilla — chief media officer of Marcus Thomas LLC — delivers optimized cross-platform messaging in sync with the customer life cycle and has worked his magic for SEGA Games, Caesars properties, Sherwin-Williams, SafeAuto, Troy-Bilt, and March of Dimes, to name a few. Under his leadership, Marcus Thomas has become the largest media buyer in Ohio and the first Cleveland agency with its own real-time media trading desk. It’s also won OMMA, Creative Media Awards, and was an Effie finalist for its media work. The agency is also a Google Premier Partner, which only 3 percent of U.S. agencies can claim.
Irene ScharmackAs CEO of QuickBox Fulfillment, Irene Scharmack is passionate about helping D2C and omnichannel brands streamline operations, delight customers, and grow their businesses. With 25-plus years of experience in the logistics industry and a common-sense approach, she has a track record of driving results, building high-performing teams, and ensuring client satisfaction. Scharmack joined QuickBox in 2021. Under her leadership, the organization has grown to four locations, ensuring fast delivery to customers across the U.S. Previously, she held leadership roles at Impact Fulfillment Services, GEODIS, Network Global Logistics, and The Complete Logistics Company. In addition, Scharmack has been a member of the Board of Directors for the Southern California Distribution Management Association and was an advisor to the United Way Board of Directors. She is a graduate of Mt. San Antonio College.
Sialoren SpauldingSialoren Spaulding is a marketing and advertising professional who has spent more than a decade immersed in the study and practice of quality communication. As a former ad woman turned client, with both an honors BA and MA in communication management, she has a breadth of experience in a variety of verticals, but is particularly well-versed in QSR, e-commerce, and financial services. Having spent time on both sides of the creative process, Spaulding is passionate about, and committed to, developing award-winning work that delivers for the business. She is the director of advertising for Farmers Insurance by day, and an adjunct lecturer at the University of Southern California’s Annenberg School for Communication of Journalism by night.
David TiberiaWith almost 15 years in direct-to-consumer advertising, David Tiberia has diverse, hands-on leadership experience in most major disciplines of multichannel D2C advertising. A true, modern advertising “renaissance man,” he’s embraced a career of constant evolution and growth. He currently supports Bluewater as a partner and vice president of data and analytics, leading a team of talented data scientists and analytics pros to develop advanced solutions that give brands deep insight into consumer response. Tiberia and his team developed a leading-edge visualization platform and continue to find new opportunities for innovation. Prior to his current position, he started out on the creative side, producing and directing award-winning commercials, developing stories to create response, and driving growth for both startups and Fortune 100 brands. Pushed by an innate curiosity about the rest of the advertising business, he moved into media and rapidly developed sharp instincts and a strong ability to build TV media strategy. Outside of advertising, Tiberia is an avid bass guitarist and drummer, and enjoys distance running as well as spending time with his wife and two sons.
Matt TimothyMatt Timothy is the executive vice president of customer success, sales and marketing at Blockboard, where he leads all of the company’s customer-facing efforts. He started his career in video and TV advertising at CBS where he rose from account executive at KPIX-TV to vice president, general manager of both CBS.com and CBSNews.com. Timothy also has held leadership roles at Broadband Enterprises, Vindico, Sorenson Media, and Extreme Reach.
Paul WahlgrenPaul Wahlgren is the co-founder and chief marketing officer at BeautyStat Cosmetics. He has 30-plus years in the retail and wholesale business, having held senior management and business development positions in beauty and luxury goods companies across the U.S. and Europe. He holds a bachelor’s degree in Business Administration from SUNY Buffalo, an M.B.A. from Nyenrode Business Universiteit in Breukelen, The Netherlands, and completed the Digital Marketing Strategy Program at Harvard University.
Meng WilliamsMeng Williams is the senior director, finance at Bold.com, where she leads the financial planning and analysis (FP&A) team. As well as managing budgeting, forecasting, and reporting for the fast-growing company, Williams also manages Bold's global payment strategy where she uses a data-driven approach to optimize conversion rates and LTV. She is also responsible for improving profit and reducing fraud and chargeback risks. During her time with the company, Williams established an effective budgeting, forecasting, and monthly review process and built the FP&A team from the ground up. Williams holds CFA and CPFPP designations, as well as a Data Science for Finance certification.
Tom WolfeTom Wolfe is the senior vice president of business development at Viant Technology. He is responsible for driving strategic business partnerships to support the company’s growth and business strategy. Wolfe is an accomplished industry veteran, with more than 25 years of experience in content distribution, advertising, and technology focused on connected TV (CTV) and over-the-top (OTT) video. He has launched and led multiple businesses at industry leaders such as Roku, YuMe, Tivo, and Comcast, and has advised companies including VIZIO, Vice Media, and more. Wolfe earned his bachelor’s degree in political science at Lehigh University. He has been a guest lecturer at New York University and Drexel University.In his free time, he, his wife Lisa, and their two sons enjoy skiing, golfing, making music, and serving their community as active board and committee members of St. James the Less Episcopal Church.