Panel Debate

Panel participants included:
Dr. Eddie CHENG, Yell, UK
Olivier HOUBEN, Promedia, Belgium
Peter VILLA, Bonnier Product Information, Germany
Mark de LANGE, William Reed Publishing, UK

This session was moderated by Toon LOWETTE

Toon LOWETTE

Do you have a comment on Don PEPPER’S presentation?

Eddie CHENG

I think that I have been very impressed by the overwhelming desire to move forward.  Related to my area, much of Don’s presentation makes sense.  However, advertising demands a slightly different approach.  Basically, our advertisers only seek sales leads.  From a user perspective, a relationship is important but it becomes dangerous for the advertiser if the customer frequently looks at the same piece of information.  Globally, the underlying theme is very important.

Don PEPPERS

I understand how advertisers only demand sales leads.  Can you tell me what else an advertiser could want?

Eddie CHENG

Since their entire business strategy consists of increasing sales, I think this remains at the top of the list.

Don PEPPERS

Therefore, an electronic directory should provide a sales lead and some sort of scoring mechanism....

The rest of the text is available by entering your password on the previous page (proceedings)