U.S. patent application number 09/845783 was filed with the patent office on 2001-12-13 for method and system for qualifying consumers for trade publication subscriptions.
Invention is credited to Borchetta, Michael, Loeb, Michael.
Application Number | 20010051897 09/845783 |
Document ID | / |
Family ID | 23421998 |
Filed Date | 2001-12-13 |
United States Patent
Application |
20010051897 |
Kind Code |
A1 |
Loeb, Michael ; et
al. |
December 13, 2001 |
Method and system for qualifying consumers for trade publication
subscriptions
Abstract
A method and system for providing free subscriptions to
magazines, based on a questionnaire applicable to a number of
magazines. Questions of the questionnaire are presented to
consumers, and, based on the consumer response to these questions,
a supplier order for a free subscription to a magazine is generated
and sent to a supplier of the magazine.
Inventors: |
Loeb, Michael; (Darien,
CT) ; Borchetta, Michael; (Stamford, CT) |
Correspondence
Address: |
MORGAN, LEWIS & BOCKIUS LLP
1701 Market Street
Philadelphia
PA
19103
US
|
Family ID: |
23421998 |
Appl. No.: |
09/845783 |
Filed: |
May 1, 2001 |
Related U.S. Patent Documents
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Application
Number |
Filing Date |
Patent Number |
|
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09845783 |
May 1, 2001 |
|
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09361424 |
Jul 27, 1999 |
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Current U.S.
Class: |
705/14.19 ;
705/7.32 |
Current CPC
Class: |
G06Q 30/0203 20130101;
G06Q 30/0208 20130101; G06Q 30/0217 20130101; G06Q 30/02 20130101;
G06Q 30/0218 20130101 |
Class at
Publication: |
705/14 ;
705/10 |
International
Class: |
G06F 017/60 |
Claims
What is claimed is:
1. A method of providing free subscriptions to trade publications,
comprising the steps of: presenting screening questions to a
consumer; receiving consumer answers in response to said screening
questions; generating a list of trade publications based upon said
consumer answers; transmitting said list to said consumer;
receiving a consumer selection from said list of trade
publications; transmitting a questionnaire comprising one or more
questions to said consumer based on said consumer selection,
wherein said one or more questions comprise at least one question
specific to at least one of said trade publications selected by
said consumer; receiving consumer information in response to said
one or more questions; generating a supplier order for one or more
free subscriptions to trade publications based upon said consumer
information; and transmitting said supplier order to one or more
respective suppliers of said trade publications.
2. A method of providing free subscriptions to trade publications,
comprising the steps of: presenting screening questions to a
consumer; receiving consumer answers in response to said screening
questions; generating a list of trade publications based upon said
consumer answers; transmitting said list to said consumer;
receiving a consumer selection from said list of trade
publications; selecting a subset of one or more questions from a
questionnaire based on said consumer selection; transmitting said
subset of one or more questions to said consumer; receiving
consumer information in response to said subset of questions;
generating a supplier order for one or more free subscriptions to
trade publications based upon said consumer information; and
transmitting said supplier order to one or more respective
suppliers of said trade publications.
3. A method of providing free subscriptions to trade publications,
comprising the steps of: presenting screening questions to a
consumer; receiving consumer answers in response to said screening
questions; generating a list of trade publications based upon said
consumer answers; transmitting said list to said consumer;
receiving a consumer selection from said list of trade
publications; transmitting a questionnaire comprising one or more
questions to said consumer based on said consumer selection,
wherein said questionnaire further comprises one or more response
selections relating to said one or more questions; selecting a
subset of said one or more response selections based on said
consumer selection; transmitting said subset of one or more
response selections along with said questionnaire; receiving
consumer information in response to said questionnaire; generating
a supplier order for one or more free subscriptions to trade
publications based upon said consumer information; and transmitting
said supplier order to one or more respective suppliers of said
trade publications.
4. The method of claim 1 wherein said questionnaire is
pregenerated.
5. The method of claim 2 wherein said questionnaire is
pregenerated.
6. The method of claim 3 wherein said questionnaire is
pregenerated.
7. A system for providing free subscriptions to trade publications,
comprising: means for presenting screening questions to a consumer;
means for receiving consumer answers in response to said screening
questions; means for generating a list of trade publications based
upon said consumer answers; means for transmitting said list to
said consumer; means for receiving a consumer selection from said
list of trade publications; means for transmitting a questionnaire
comprising one or more questions to said consumer based on said
consumer selection, wherein said one or more questions comprise at
least one question specific to at least one of said trade
publications selected by said consumer; means for receiving
consumer information in response to said one or more questions;
means for generating a supplier order for one or more free
subscriptions to trade publications based upon said consumer
information; and means for transmitting said supplier order to one
or more respective suppliers of said trade publications.
8. A system for providing free subscriptions to trade publications,
comprising: means for presenting screening questions to a consumer;
means for receiving consumer answers in response to said screening
questions; means for generating a list of trade publications based
upon said consumer answers; means for transmitting said list to
said consumer; means for receiving a consumer selection from said
list of trade publications; means for selecting a subset of one or
more questions from a questionnaire based on said consumer
selection; means for transmitting said subset of one or more
questions to said consumer; means for receiving consumer
information in response to said subset of questions; means for
generating a supplier order for one or more free subscriptions to
trade publications based upon said consumer information; and means
for transmitting said supplier order to one or more respective
suppliers of said trade publications.
9. A system for providing free subscriptions to trade publications,
comprising: means for presenting screening questions to a consumer;
means for receiving consumer answers in response to said screening
questions; means for generating a list of trade publications based
upon said consumer answers; means for transmitting said list to
said consumer; means for receiving a consumer selection from said
list of trade publications; means for transmitting a questionnaire
comprising one or more questions to said consumer based on said
consumer selection, wherein said questionnaire further comprises
one or more response selections relating to said one or more
questions; means for selecting a subset of said one or more
response selections based on said consumer selection; means for
transmitting said subset of one or more response selections along
with said questionnaire; means for receiving consumer information
in response to said questionnaire; means for generating a supplier
order for one or more free subscriptions to trade publications
based upon said consumer information; and means for transmitting
said supplier order to one or more respective suppliers of said
trade publications.
10. The system of claim 7 wherein said questionnaire is
pregenerated.
11. The method of claim 8 wherein said questionnaire is
pregenerated.
12. The method of claim 9 wherein said questionnaire is
pregenerated.
13. A system for providing free subscriptions to trade
publications, comprising: one or more controllers which present
screening questions to a consumer; receive consumer answers in
response to said screening questions; generate a list of trade
publications based upon said consumer answers; transmit said list
to said consumer; receive a consumer selection from said list of
trade publications; transmit a questionnaire comprising one or more
questions to said consumer based on said consumer selection,
wherein said one or more questions comprise at least one question
specific to at least one of said trade publications selected by
said consumer; receive consumer information in response to said one
or more questions; generate a supplier order for one or more free
subscriptions to trade publications based upon said consumer
information; and transmit said supplier order to one or more
respective suppliers of said trade publications.
14. A system for providing free subscriptions to trade
publications, comprising: one or more controllers which present
screening questions to a consumer; receive consumer answers in
response to said screening questions; generate a list of trade
publications based upon said consumer answers; transmit said list
to said consumer; receive a consumer selection from said list of
trade publications; select a subset of one or more questions from a
questionnaire based on said consumer selection; transmit said
subset of one or more questions to said consumer; receive consumer
information in response to said subset of questions; generate a
supplier order for one or more free subscriptions to trade
publications based upon said consumer information; and transmit
said supplier order to one or more respective suppliers of said
trade publications.
15. A system for providing free subscriptions to trade
publications, comprising: one or more controllers which present
screening questions to a consumer; receive consumer answers in
response to said screening questions; generate a list of trade
publications based upon said consumer answers; transmit said list
to said consumer; receive a consumer selection from said list of
trade publications; transmit a questionnaire comprising one or more
questions to said consumer based on said consumer selection,
wherein said questionnaire further comprises one or more response
selections relating to said one or more questions; select a subset
of said one or more response selections based on said consumer
selection; transmit said subset of one or more response selections
along with said questionnaire; receive consumer information in
response to said questionnaire; generate a supplier order for one
or more free subscriptions to trade publications based upon said
consumer information; and transmit said supplier order to one or
more respective suppliers of said trade publications.
16. The system of claim 13 wherein said questionnaire is
pregenerated.
17. The method of claim 14 wherein said questionnaire is
pregenerated.
18. The method of claim 15 wherein said questionnaire is
pregenerated.
19. A method of generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising the steps of: (A) creating at least one
questionnaire comprising a plurality of questions applicable to a
plurality of free trade publications; (B) removing from said
questionnaire at least one of said plurality of questions in
response to data received from the consumer requesting one or more
specific free trade publications; and (C) transmitting said
questionnaire to said customer.
20. A method of generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising the steps of: (A) creating at least one
questionnaire comprising a plurality of questions applicable to a
plurality of free trade publications; (B) adding to said
questionnaire at least one additional question to said plurality of
questions, in response to data received from the consumer
requesting one or more specific free trade publications; and (C)
transmitting said questionnaire to said customer.
21. A method of generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising the steps of: (A) creating at least one
questionnaire comprising a plurality of questions and a plurality
of response selections, relating to said one or more questions,
applicable to a plurality of free trade publications; (B) removing
from said questionnaire at least one response selection, in
response to data received from the consumer requesting one or more
specific free trade publications; and (C) transmitting said
questionnaire to said customer.
22. The method of claim 19 wherein said creating step is performed
manually.
23. The method of claim 19 wherein said creating step is performed
on a computer in accordance with programmed rules.
24. The method of claim 20 wherein said creating step is performed
manually.
25. The method of claim 20 wherein said creating step is performed
on a computer in accordance with programmed rules.
26. The method of claim 21 wherein said creating step is performed
manually.
27. The method of claim 21 wherein said creating step is performed
on a computer in accordance with programmed rules.
28. A system for generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising means for creating at least one
questionnaire comprising a plurality of questions applicable to a
plurality of free trade publications; means for removing from said
questionnaire at least one of said plurality of questions in
response to data received from the consumer requesting one or more
specific free trade publications; and means for transmitting said
questionnaire to said customer.
29. A system for generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising: means for creating at least one
questionnaire comprising a plurality of questions applicable to a
plurality of free trade publications; means for adding to said
questionnaire at least one additional question to said plurality of
questions, in response to data received from the consumer
requesting one or more specific free trade publications; and means
for transmitting said questionnaire to said customer.
30. A system for generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising: means for creating at least one
questionnaire comprising a plurality of questions and a plurality
of response selections, relating to said one or more questions,
applicable to a plurality of free trade publications; means for
removing from said questionnaire at least one response selection,
in response to data received from the consumer requesting one or
more specific free trade publications; and means for transmitting
said questionnaire to said customer.
31. A system for generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising: one or more controllers which create at
least one questionnaire comprising a plurality of questions
applicable to a plurality of free trade publications; remove from
said questionnaire at least one of said plurality of questions in
response to data received from the consumer requesting one or more
specific free trade publications; and transmit said questionnaire
to said customer.
32. A system for generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising: one or more controllers which create at
least one questionnaire comprising a plurality of questions
applicable to a plurality of free trade publications; add to said
questionnaire at least one additional question to said plurality of
questions, in response to data received from the consumer
requesting one or more specific free trade publications; and
transmit said questionnaire to said customer.
33. A system for generating a questionnaire that is used to
determine if a consumer qualifies to receive free trade
publications, comprising: one or more controllers which create at
least one questionnaire comprising a plurality of questions and a
plurality of response selections responsive to one or more of said
questions, applicable to a plurality of free trade publications;
remove from said questionnaire at least one response selection, in
response to data received from the consumer requesting one or more
specific free trade publications; and transmit said questionnaire
to said customer.
34. A method of providing free subscriptions to magazines,
comprising the steps of: presenting one or more questions of a
questionnaire, wherein said questions are applicable to a plurality
of magazines; receiving consumer information in response to said
one or more questions; and generating a supplier order for one or
more free magazine subscriptions based upon said consumer
information.
35. The method of claim 34, wherein said magazines are trade
publications.
36. The method of claim 34, wherein generating a supplier order
comprises limiting said free subscriptions based upon a
counter.
37. The method of claim 34, wherein generating a supplier order
comprises offering said free subscriptions to certain magazines
ahead of other magazines.
38. The method of claim 34, further comprising the steps of:
presenting a list of potential free magazines; and receiving
consumer selections from said list, wherein said generating of said
supplier order is based on said consumer selections.
39. The method of claim 38, wherein said list is substantially
hierarchical according to anticipated profit.
40. The method of claim 34, wherein said presenting one or more
questions includes presenting groups of one or more questions, a
group at a time, and wherein a subsequent group of questions is
based on answers to a previous group of questions.
41. The method of claim 34, wherein said questions are presented to
an untargeted group of consumers.
42. The method of claim 34, wherein said questions are presented to
a general population (population at large).
43. The method of claim 34, wherein said questions are presented to
a random group of consumers.
44. The method of claim 34, wherein receiving consumer information
comprises storing said consumer information.
45. The method of claim 34, further comprising transmitting said
supplier order to one or more respective suppliers of said
magazines.
46. The method of claim 34, further comprising: presenting a list
of potential free magazines; receiving consumer selections from
said list; and presenting further questions based upon said
consumer selections.
47. The method of claim 34 wherein said consumer information is
received by a voice recognition system.
48. A system for providing free subscriptions to magazines, the
system comprising: means for presenting one or more questions of a
questionnaire, wherein said questions are applicable to a plurality
of magazines; means for receiving consumer information in response
to questions of said questionnaire; and means for generating a
supplier order for one or more free subscriptions to magazines
based upon said consumer information.
49. The system of claim 48, wherein said magazines are trade
publications.
50. The system of claim 48, wherein the means for generating a
supplier order comprises means for limiting said free subscriptions
based upon a counter.
51. The system of claim 48, wherein the means for generating a
supplier order comprises means for offering said free subscriptions
to certain magazines ahead of other magazines.
52. The system of claim 48, further comprising:means for presenting
a list of potential free magazines; and means for receiving
consumer selections from said list, wherein said generating of a
supplier order is based on said consumer selections.
53. The system of claim 52, wherein said list is substantially
hierarchical according to anticipated profit.
54. The system of claim 48, wherein said means for presenting
questions of a questionnaire includes presenting groups of one or
more questions, a group at a time, and wherein a subsequent group
of questions is based on answers to a previous group of
questions.
55. The system of claim 48, wherein said questions are presented to
an untargeted group of consumers.
56. The system of claim 48, wherein said questions are presented to
a general population (population at large).
57. The system of claim 48, wherein said questions are presented to
a random group of consumers.
58. The system of claim 48, wherein the means for receiving
consumer information comprises means for storing said consumer
information.
59. The system of claim 48, further comprising means for
transmitting said supplier order to one or more respective
suppliers of said magazines.
60. The system of claim 48, further comprising: means for
presenting a list of potential free magazines; means for receiving
consumer selections from said list; and means for presenting
further questions based upon said consumer selections.
61. The system of claim 48 wherein said means for receiving
comprise a voice recognition system.
62. A method of providing free subscriptions to trade publications,
comprising: storing in a first database consumer information
received in response to a questionnaire comprising one or more
questions, wherein said one or more questions are applicable to a
plurality of trade publications; storing in a second database trade
publication supplier information; comparing said consumer
information in said first database with said trade publication
supplier information in said second database; and generating a
supplier order for one or more free subscriptions to trade
publications based upon said comparison.
63. A system for providing free subscriptions to trade
publications, comprising: a first database for storing consumer
information received in response to a questionnaire comprising one
or more questions, wherein said one or more questions are
applicable to a plurality of trade publications; a second database
storing trade publication supplier information; and means for
comparing said consumer information in said first database with
said trade publication supplier information in said second database
and for generating a supplier order for one or more free
subscriptions to trade publications based upon said comparison.
64. An article of manufacture for causing a computer to provide
free subscriptions to trade publications, comprising: means for
causing a computer to store consumer information received in
response to a questionnaire comprising one or more questions,
wherein said questions are applicable to a plurality of trade
publications, in a first database; means for causing a computer to
store trade publication supplier information in a second database;
and means for causing a computer to compare said consumer
information in said first database with said trade publication
supplier information in said second database and for generating a
supplier order for one or more free subscriptions to trade
publications based upon said comparison.
65. A method of offering free magazine subscriptions, comprising:
storing in a first database subscription information associated
with a plurality of magazines, said subscription information
including an identifier for said magazine, an identifier for a
publisher, an identifier for a fulfillment house, and magazine
content codes; storing in a second database consumer information
associated with a consumer order for one or more free subscriptions
to magazines, said consumer information including an identifier for
said consumer, an identifier for said magazine, an order for said
magazine, an order date, and consumer content codes; comparing said
subscription information stored in said first database with said
consumer information stored in said second database; and generating
a supplier order for one or more free subscriptions to magazines
based upon said comparison.
66. A system for offering free magazine subscriptions, comprising:
a first database storing subscription information associated with a
plurality of magazines, said subscription information including an
identifier for said magazine, an identifier for a publisher, an
identifier for a fulfillment house, and magazine content codes; a
second database storing consumer information associated with a
consumer order for one or more free subscriptions to magazines,
said consumer information including an identifier for said
consumer, an identifier for said magazine, an order date, and
consumer content codes; means for comparing said subscription
information stored in said first database with said consumer
information stored in said second database and for generating a
supplier order for one or more free subscriptions to magazines
based upon said comparison.
67. A method of providing free subscriptions to trade publications,
the method comprising: transmitting one or more questions selected
from a questionnaire to a plurality of consumers, wherein said
questionnaire comprises one or more questions applicable to a
plurality of trade publications; receiving a consumer response to
said questions from said consumers; and determining whether each
consumer is entitled to free subscriptions based upon each
consumer's response to said questionnaire.
68. A system for providing free subscriptions to trade
publications, the system comprising: means for transmitting one or
more questions selected from a questionnaire to a plurality of
consumers, wherein said questionnaire comprises one or more
questions applicable to a plurality of trade publications; means
for receiving a consumer response to said questions from said
consumers; and means for determining whether each consumer is
entitled to free subscriptions based upon each consumer's response
to said questionnaire.
69. An article of manufacture for causing a computer to provide
free subscriptions to trade publications, comprising: means for
causing a computer to transmit one or more questions selected from
a questionnaire to a plurality of consumers, wherein said
questionnaire comprises one or more questions applicable to a
plurality of trade publications; means for causing a computer to
receive a consumer response to said questions from said consumers;
and means for causing a computer to determine whether each consumer
is entitled to free subscriptions based upon each consumer's
response to said questionnaire.
70. A method of receiving free subscriptions to magazines, the
method comprising: transmitting responses to one or more questions
selected from a questionnaire, wherein said questionnaire comprises
one or more questions applicable to a plurality of trade
publications; and receiving at least one free subscription to a
magazine based upon said responses.
71. A system for receiving free subscriptions to magazines,
comprising: means for transmitting responses to one or more
questions from a questionnaire wherein said questionnaire comprises
one or more questions applicable to a plurality of trade
publications; and means for receiving at least one free
subscription to a magazine based upon said responses.
72. An article of manufacture for causing a computer to provide
free subscriptions to magazines, comprising: means for causing a
computer to present questions of a questionnaire wherein said
questionnaire comprises one or more questions applicable to a
plurality of trade publications; means for causing a computer to
analyze consumer information received in response to said
questions; and means for causing a computer to generate a supplier
order for one or more free subscriptions to magazines based upon
said consumer information.
Description
CROSS REFERENCE TO RELATED APPLICATIONS
[0001] This application is a continuation-in-part of U.S. patent
application Ser. No. 09/361,424 entitled "Method and System for
Qualifying Consumers for Trade Publication Subscriptions" filed
Jul. 27, 1999.
BACKGROUND OF THE INVENTION
[0002] The present invention relates generally to trade publication
subscriptions. More specifically, the invention relates to a method
and apparatus for providing trade publication subscriptions to
consumers based on answers provided by consumers to a universal
questionnaire.
DESCRIPTION OF THE RELATED ART
[0003] The magazine industry categorizes publications into two
groups: consumer titles and trade publications. Consumer magazines
are titles the public is commonly familiar with, such as National
Geographic, Time, Good Housekeeping and Reader's Digest. Trade
publications, on the other hand, are primarily intended for
professionals and go by names like "Catalog Age", "Circulation
Management", and "Professional Jeweler". For every profession or
trade association there is almost invariably a trade publication,
or more likely several, about the job, the work, or the industry.
Trade publications are also called controlled, business or
professional publications.
[0004] Trade publications differ from consumer magazines in many
ways. For example, circulation sizes of trade publications are
extremely small compared to that of consumer magazines. For
instance, the typical trade publication has a circulation between
20,000 and 50,000 subscribers, as compared to over one million
subscribers for many consumer magazines. Also, total trade
publication subscriptions number approximately 81 million (divided
among 3000 titles), as compared to the 300 million consumer
magazines now in circulation.
[0005] Trade publication subscription qualification is governed
primarily by the BPA. For instance, a consumer must qualify for a
trade publication at least once for every 12-month period. That
period may be arbitrary, or standard, such as from June 30 of year
1 to June 30 of year 2.
[0006] Consumer titles generate revenue from two constituencies,
the consumer and the advertiser. Revenue from the consumer is based
on subscription fees and newsstand sales. Trade publications, on
the other hand, make virtually no revenue from the consumer, i.e.,
from subscriptions and newsstand sales. Instead, trade magazines
make virtually all their revenue from advertising within their
pages. Advertisers are willing to pay high fees because trade
publications penetrate a very specific and valuable target
audience. Advertisers view trade publications as a valuable
resource because each trade publication targets a particular
audience. Thus, publishers of trade publications are able to give
away subscriptions because advertisers are willing to pay high fees
to advertise within their pages. However, publishers of these trade
publications only give away subscriptions to qualified
readers/consumers.
[0007] Qualified consumers are determined in the following manner.
First, publishers of trade publications must rent expensive lists
identifying their target audience. After identification, the
typical method of acquisition is direct mail, costing about 40
cents for each individual contacted (in the metric of the industry
or $400 per thousand). The direct mailing includes a questionnaire
with specific questions generated by the publisher. Based on the
consumer's answers to the questionnaire, the consumer may qualify
for a free trade publication. However, very few of the targeted
audience who receive the questionnaire typically fill it out and
return it to publishers. For instance, the mail response rates
average between 5% and 10%. Thus, the cost of acquisition for a
free subscription to a trade publication is generally between $5
and $10, and sometimes much more.
[0008] Therefore, a need exists for an improved method and system
that qualifies consumers for subscriptions to trade
publications.
[0009] Consumer magazine publishers pursue consumers and
subscriptions in very different ways from trade publication
publishers. For instance, in the consumer environment, 60% of all
new subscriptions are acquired by third-party service providers
known as agents. Agents enjoy a superior economic model because
they acquire subscriptions for dozens of magazines simultaneously.
Thus, agents can pass on acquisition costs to multiple publishers.
The agency model has no parallel in the trade publication
universe.
[0010] Thus, a need exists for an improved method and system for
qualifying consumers to receive subscriptions to trade
publications, particularly a method and system that allows an agent
to pass on acquisition costs to multiple publishers.
SUMMARY OF THE INVENTION
[0011] The present invention is directed to a method and apparatus
that substantially obviates one or more of the problems due to
limitations, shortcomings, and disadvantages of the related
art.
[0012] One advantage of the invention is that it markets trade
publications to a large, unsegmented population as opposed to a
specific and limited target.
[0013] Another advantage is the universal questionnaire that
incorporates thousands of questions from several publishers into an
efficient series of questions that require potential subscribers to
answer consumer-relevant questions only.
[0014] A further advantage is the re-qualification process that
continually updates the profiles of subscribers prior to magazine
renewal.
[0015] To satisfy these and other needs, one aspect of the
invention includes a system for providing free trade publication
subscriptions, based on a universal questionnaire. The software
that implements the questionnaire determines certain trade
publications that apply to each consumer, and allows the consumer
to choose the trade publications he would like to receive.
[0016] In another aspect, the invention includes a system for
providing renewal subscriptions based on a re-qualification
process. This process is initiated at some point prior to the
expiration of a subscription, or upon receipt of an address change
from the subscriber. A re-qualification questionnaire is sent to
determine if any consumer information has changed and if the
consumer is entitled to renewals or new subscriptions.
[0017] Additional aspects of the invention are disclosed and
defined by the appended claims. It is to be understood that both
the foregoing general description and the following detailed
description are exemplary and explanatory and are intended to
provide further explanation of the invention as claimed.
BRIEF DESCRIPTION OF THE DRAWINGS
[0018] The accompanying drawings illustrate one embodiment of the
invention. The drawings are incorporated in and constitute a part
of this specification.
[0019] FIG. 1 illustrates a system according to one embodiment of
the present invention;
[0020] FIG. 2 illustrates one embodiment of the central controller
used in the system shown in FIG. 1;
[0021] FIG. 3 illustrates another embodiment of the central
controller used in the system shown in FIG. 1;
[0022] FIG. 4 illustrates a sample of the contents of the consumer
database stored in the central controller shown in FIGS. 2-3;
[0023] FIG. 5 illustrates a sample of the contents of the magazine
database stored in the central controller shown in FIGS. 2-3;
[0024] FIG. 6 illustrates a sample of the contents of the publisher
database stored in the central controller shown in FIGS. 2-3;
[0025] FIG. 7 illustrates a sample of the contents of the
fulfillment house database stored in the central controller shown
in FIGS. 2-3;
[0026] FIG. 8 illustrates a new subscription process executed by
the system shown in FIG. 1;
[0027] FIG. 9 illustrates a normalization process executed by the
system shown in FIG. 1;
[0028] FIG. 10A illustrates a portion of the new subscription
process illustrated in FIG. 8;
[0029] FIGS. 10B, 10C, and 10D illustrate one embodiment of a
portion of the new subscription process illustrated in FIG. 8;
[0030] FIG. 11A illustrates an example of the new subscription
process illustrated in FIG. 8;
[0031] FIG. 11B illustrates the "Tree Logic" of the "Universal
Questionnaire" that is part of the system shown in FIG. 1;
[0032] FIG. 11C illustrates an example of the new subscription
process illustrated in FIG. 8;
[0033] FIGS. 12A-B illustrate an annual re-qualification process
executed by the system shown in FIG. 1; and
[0034] FIGS. 13A-B illustrate an address change re-qualification
process executed by the system shown in FIG. 1.
DETAILED DESCRIPTION OF PREFERRED EMBODIMENTS
Introduction
[0035] The method and system according to one embodiment of the
invention satisfies the shortcomings of the existing methods and
systems for soliciting subscribers by providing a universal
questionnaire to a large, potentially untargeted audience, as
opposed to mailing individual questionnaires to targeted groups of
potential subscribers. The method and system determines what trade
publication(s) each consumer may receive. All information
associated with a particular consumer is stored in a database and
publishers/fulfillment houses are notified to initiate appropriate
subscriptions for each consumer. Publishers who previously
attempted to solicit individual subscribers with questionnaires are
instead billed a fee, that is less than the cost of acquiring
consumers with individual questionnaires, for each subscription
provided by the present embodiment.
System of the Invention
[0036] FIG. 1 shows one embodiment of the system of the present
invention. In this embodiment, the system includes a central
controller 110, configured to receive information from consumers
125 at remote consumer terminals 120, and transmit data to
fulfillment houses 140 and magazine publishers 150.
[0037] Central controller 110 preferably comprises a
processor-based system that maintains databases and information
relating to trade publication subscriptions. Central controller 110
provides the universal questionnaire to consumers 125 at remote
consumer terminals 120 (i.e., consumer's PC, internet access
device, telephone, . . . ). Central controller 110 stores
information received from consumers 125 in consumer database 354.
Based on the answers received from consumer 125, central controller
110 determines what trade publications consumer 125 is entitled to,
notifies consumer 125 of such and also transmits data to
fulfillment house 140, requesting fulfillment house 140 to prepare
the appropriate subscriptions for each consumer. Also, the central
controller 110 transmits consumer and subscription information to
fulfillment house(s) 140. Each publisher 150 is charged a certain
fee based on the trade publication(s) selected, and the number of
subscriptions provided. The structure of certain embodiments of the
central controller 110 is described below in connection with FIGS.
2 and 3.
[0038] Consumers 125 include individuals wishing to receive free
subscriptions to trade publications. In one embodiment, consumers
125 initiate their interest and provide subscription information to
the central controller 110 through remote consumer terminals 120.
In one embodiment, the remote consumer terminal 120 can be the
consumer's PC or internet access device. In another embodiment, the
remote consumer terminal 120 is a telephone. Consumers 125 can
transmit this subscription information in various ways. For
instance, consumers can provide subscription information
electronically by means of the internet. This is done by
transmitting subscription orders electronically from the remote
consumer terminal 120 to the central controller 110, which provides
a consumer interface in the form of a web page on the internet. Two
alternate ways for consumer 125 to transmit subscription
information to central controller 110 include (1) telephoning live
operators at central controller 110, to verbally provide answers
which are entered into the system via operator terminals; and (2)
telephone answering services at central controller 110 that provide
programmed responses based on answers received from each consumer
using, for example, a voice recognition system.
[0039] Fulfillment houses 140 receive all consumer information and
provide each subscription to appropriate consumers. Each
fulfillment house 140 controls at least one trade publication and
possibly several more based on its relationship with respective
publishers 150. In one embodiment central controller 110 transmits
consumer information and subscription requests to fulfillment
house(s) 140 electronically by means of the internet. Fulfillment
house(s) 140 may be notified to either initiate, renew or cancel
subscriptions for each consumer 125.
[0040] Publishers 150 publish trade publications and provide them
to subscribers through fulfillment houses 140. Publishers 150 are
billed a fee for each new subscription provided to a consumer 125.
Also, publishers 150 may be billed a smaller fee for each renewal
subscription provided to a consumer 125.
[0041] A detailed schematic of the central controller 110 will now
be described with reference to FIG. 2. In general, the central
controller 110 comprises a three tier or layered structure. The
first layer is a logical presentation layer, which provides the
graphically user interface (GUI) through which each consumer 125
interfaces with the central controller 110. The second layer is the
application layer, which provides support logic for the GUI and
establishes the business rules. The third layer is the database
management layer, which interacts with the application layer to
retrieve, modify, and store information. In addition to these three
layers, the central controller 110 also includes an optimizing
search server and a management council.
[0042] The initial components of the central controller 110 may
include a load balancing server 210 and a switch 215. The load
balancing server 210 distributes web hits over the architecture of
the central controller 110 via the switch 215. In other words, the
load balancing server 210 monitors the architecture to determine
what components are relatively busy and directs traffic away from
those components.
[0043] The central controller 110 also includes a presentation
server farm 220. The presentation server farm 220 contains the
servers that provide the functionality associated with the first
and second layers of the architecture namely, the logically
presentation layer and the application layer. Specifically, the
presentation server farm 220 includes logical presentation servers
222 that are programmed to provide the GUI resident on the web page
accessed by the consumers 130. Also part of the presentation server
farm 220 are the application servers 224. The application servers
224 provide the support and logic for the GUI created by the
logical presentation servers 222. As noted above, the application
servers 224 also provide the business rules that govern the
operation of the central controller 110.
[0044] In one embodiment of the present invention, the presentation
server farm 220 also includes hot swap servers 230, 235 for both
the logical presentation servers 222 and application servers 224.
Such hot swap servers provide redundancy and allow for continued
availability in the event of a component failure.
[0045] Related to the presentation server form 220 is the
presentation staging server 230. The presentation staging server
230 provides temporary functionality of the presentation server
farm 220 during the period the presentation server farm 220 (and/or
the software residing on the servers) is being upgraded. The
presentation staging server 230 allows the migration of the logical
presentation and application layers software.
[0046] The architecture of the central controller 110 also includes
a database server farm 240, which provides the functionality for
the database layer. Specifically, the database server farm 240
includes consumer database 242, magazine database 244, publisher
database 246, and fulfillment house database 248. In the present
embodiment each database is accessed, by a separate server,
although in an alternate embodiment, more than one database may be
accessed by the same server. The fields of each database and the
purpose of each will be discussed in greater detail below.
[0047] Like the presentation server farm 220, the database server
farm 240 includes a series of hot swap and staging servers 250,
252, 254, 256, one for each of the databases.
[0048] The central controller 110 also includes a search server 260
and corresponding hot swap server 262. The search server 260 is
coupled to the database server farm 240 to optimize the search
capability of the central controller 110. More specifically, the
presentation server farm 220 controls the search server 260, which
in turn, locally stores the databases 242, 244, 246, 248, as needed
to perform searches. Like the other hot swap servers, the search
hot swap server 262 provides redundancy should the search server
260 fail.
[0049] The central controller 110 also includes a management
console 270 for monitoring the architecture. The management console
270, which in one embodiment takes the form of one or more NT
workstations, monitors architecture performance, component loads,
and overall network load. The management console 270 also performs
the function of failure detection.
[0050] The central controller 110 also includes 3 gateways or
links: a business to business and database maintenance gateway 280,
a fulfillment and merchant processing gateway 282, and a business
administration and customer service gateway 284. As will become
apparent to those skilled in the art based upon the following
description, these gateways are communication links to other
devices.
[0051] A business to business and database maintenance gateway 280
is a link to the fulfillment houses 140. In the present preferred
embodiment, this gateway 280 is in the form of a wide area network
(WAN), although in alternate embodiments may take the form of any
network or other communication link. In the simplest embodiment,
the business to business and database maintenance gateway 280 is
not an electronic communication link, but rather a terminal through
which the necessary information is entered. As described below, a
business to business and database gateway 280 provides
communication with the fulfillment houses 140 for the purposes of
receiving information from the fulfillment houses 140 and
transmitting subscription information to the fulfillment houses
140.
[0052] The fulfillment and merchant processing gateway 282 is also
coupled to the database server farm 240. This gateway 282 provides
communication to an enterprise server 286. More specifically, a
central controller 110 communicates via the fulfillment and
merchant processing gateway 282 with the enterprise server 286 for
the purpose of fulfilling orders. It is to be understood that the
enterprise server 286 is not limited to any particular server, but
rather may take the form of any commercially available server.
[0053] The central controller 110 also includes the business
administration and customer service gateway 284. Coupled to the
presentation server farm 220, this gateway 284 provides a link to
customer service and data management. More specifically, the
business administration and customer service gateway 284 is linked
to customer service employees who receive customer inquiries,
either by way of the website, e-mail, or telephone and have access
to the website and consumer accounts via the business
administration and service gateway 284 and presentation server farm
220. In the present preferred embodiment, the consumer service
employees have terminals coupled in the form of password-protected
access to the website.
[0054] FIG. 3 illustrates an alternate embodiment of the central
controller 110 for a system according to the present invention. As
shown in FIG. 3, central controller 110 includes central processing
unit (CPU) 340, random access memory (RAM) 320, read-only memory
(ROM) 330, interface devices 360 and 370, and large capacity
storage device 350. CPU 340, preferably comprising a conventional
microprocessor such as an Intel Pentium Processor, is
electronically coupled to each of the central controller 110's
other elements.
[0055] CPU 340 executes program code stored in one or more of RAM
320, ROM 330 and storage device 350 to carry out the functions and
acts described in connection with central controller 110. CPU 340
preferably comprises at least one high-speed digital data processor
adequate to execute program modules for transmission of the
universal questionnaire to determine trade publication
subscriptions, renewals and cancellations. These modules are
described in connection with FIGS. 8-13B. CPU 340 interacts with
RAM 320, ROM 330 and storage device 350 to execute stored program
code according to conventional data processing techniques.
[0056] Interface devices 360 and 370 comprise devices for allowing
central controller 110 to communicate with consumers 125,
fulfillment houses 140 and publishers 150. Such communication is
preferably electronic by means of the internet and preferably
comprises a conventional high speed modem employing known
communication protocols capable of decrypting encrypted data
received from the remote consumer terminals 120. In an alternate
embodiment, central controller 110 includes separate interface
devices for the fulfillment houses 140 and publishers 150.
[0057] Large capacity storage device 350 contains transaction
processor 352, consumer database 354, magazine database 356,
publisher database 358, and fulfillment house database 359.
Transaction processor 352 maintains, determines and accesses data
stored in the databases and prepares consumer information for
transmission to publishers 150 and fulfillment houses 140 as
described in connection with FIGS. 8-13B. Transaction processor 352
may comprise a separate, conventional CPU/microprocessor, or a
portion of the operating function of CPU 340. Consumer database 354
contains data about consumers 125 and which trade publications fit
their profile based on answers to the universal questionnaire.
Magazine database 356 contains information about each trade
publication, including its publisher and fulfillment house.
Publisher database 358 contains information relating to trade
publication publishers, including which trade publications each
publishes. Fulfillment house database 359 contains information
relating to each fulfillment house, including which trade
publications are distributed by each fulfillment house. Samples of
the respective fields contained in databases 354, 356, 358 and 359
are shown in and described in connection with FIGS. 4-7.
Datables Formats
[0058] Samples of the contents of databases 354, 356, 358 and 359
are shown in FIGS. 4-7. The specific data and fields illustrated in
these figures represent only one embodiment of the records stored
in the databases of the invention. In most cases, the fields shown
in FIGS. 4-7 are relatively straight forward and self-explanatory.
It is to be understood that the data and fields, as well as the
number of databases, can be readily modified from the described
embodiment and adapted to provide variations for supplying free
trade publication subscriptions and gathering consumer information.
Furthermore, each field may contain more or less information. For
example, an address field may be divided into separate fields
containing street address, apartment number, city, state and zip
code.
[0059] Consumer database 354 maintains (among other information) a
compilation of all information provided by each consumer 125 in
response to the universal questionnaire. Each record in consumer
database 354 corresponds to one consumer. FIG. 4 illustrates a
sample record. As shown in FIG. 4, consumer database 354 contains
fields corresponding to, for example, consumer ID, consumer name,
consumer address and e-mail address, consumer profession, consumer
title, consumer field of specialty, qualification date, magazine ID
and personal identifier. The fields whose data is retrieved
directly from consumers' answers to the universal questionnaire
include the consumer name, consumer address and e-mail address,
consumer profession, consumer title, field of specialty,
qualification date and personal identifier. The qualification date
is the date a consumer last completed the questionnaire and
qualified for at least one subscription. The personal identifier
provided by consumer 125 is any information known to consumer 125
but not known to the general public. The central controller 110
uses the personal identifier to verify that the consumer providing
information is in fact the same consumer who initially responded to
the questionnaire. From this data and data stored in other
databases, the data for the remaining fields can be calculated.
[0060] Magazine database 356 contains information about trade
publications offered to consumers. FIG. 5 illustrates a sample
record of magazine database 356. As shown in FIG. 5, magazine
database 356 contains trade publication information having fields
corresponding to magazine ID, magazine name, publisher ID,
fulfillment house ID, internal counter, internal counter limit and
publisher charge (both new subscription and renewal).
[0061] The internal counter field is provided in the present
embodiment because, in some instances, publishers may wish to limit
the number of subscriptions for a particular trade publication.
Thus, the internal counter field keeps track of the actual count of
subscriptions supplied, while the internal counter limit field
provide the limit of "saturation point" for that trade publication,
as provided by publisher 150. In one embodiment, the central
controller 110 monitors the internal counter field and the internal
counter limit field, and notifies either the publisher 150 or the
fulfillment house 140 when a trade publication is nearing its
limit. This allows the publisher 150 or fulfillment house 140 to
approve the present limit, or authorize an increase in that limit
before it is actually met (and the trade publication is no longer
offered).
[0062] In one embodiment, the counter will be implemented by
transaction processor 352. In an alternate embodiment, the counter
will be embedded in the logic of the universal questionnaire.
[0063] The publisher charge fields identify the fee the publisher
150 will be charged for a new subscription or a renewal for that
particular trade publication. These charges vary for each trade
publication, and are determined by the central controller 110 based
on information specific to that publisher 150 and the trade
publication. The publisher charge varies by trade publication title
and in the present embodiment, parallels what is estimated to be
the publisher's internal marginal acquisition cost. For instance,
in one embodiment, the charge will be an amount equal to assumed
acquisition costs for the particular trade publication, less a
discount large enough to provide publisher 150 with an incentive to
consent to the described method. The average charge is between $5
and $6 per acquired new subscription. Because the publisher's
internal marginal acquisition cost for renewal subscriptions is
generally less than the cost for a new subscription, the renewal
charge is generally less than the charge for a new subscription.
Thus, these charges provide an incentive for publishers to use the
system of the present invention because it is less expensive than
existing systems for subscription acquisition.
[0064] The fields of magazine database 356 containing data provided
and periodically updated by magazine publishers (who have agreed to
participate) include the magazine name, associated fulfillment
house and subscription limit for the internal counter limit field.
From this data and data stored in other databases, the data for the
remaining fields can be calculated.
[0065] Publisher database 358 contains information about the trade
publication publishers. FIG. 6 illustrates a sample record of
publisher database 358. As shown in FIG. 6, publisher database 358
contains publisher records having fields corresponding to, for
example, publisher ID, publisher name, publisher contact
information and list of magazine ID's published. Like the data in
magazine database 356, data in publisher database 358 is also
provided and periodically updated by publishers 150.
[0066] Finally, fulfillment house database 359 contains information
about trade publication fulfillment houses 140. FIG. 7 illustrates
a sample record of fulfillment house database 359. As shown in FIG.
7, each record of fulfillment house database 359 corresponds to a
particular fulfillment house 140 and has fields corresponding to,
for example, fulfillment house ID, fulfillment house name,
fulfillment house contact information and list of magazine ID's
provided. Like the data in magazine database 356 and publisher
database 358, data in fulfillment house database 359 is also
provided and periodically updated by publishers 150 and fulfillment
houses 140.
[0067] The process of using data from consumer database 354,
magazine database 356, publisher database 358 and fulfillment house
database 359 to determine and provide free trade publication
subscriptions to consumers 125 is represented in the flow chart of
FIG. 8, described in detail below. Central controller 110 uses
consumer database 354, magazine database 356, publisher database
358 and fulfillment house database 359 to determine appropriate
subscription information for each consumer 125 and to notify the
appropriate fulfillment houses to either begin, renew or cancel a
subscription to a trade publication for each consumer 125.
Subscription Process
[0068] The subscription process involves a series of steps through
which the system establishes data stored in consumer database 354.
As shown in FIG. 8, the first step comprises advertising to
consumers 125 the availability of free trade publications (step
810). Such advertising can be provided in a number of ways, but the
key aspect is introducing and providing the universal questionnaire
to a wide variety of consumers.
[0069] First, the free trade publication promotion may be
advertised on credit card statements. Most consumers who are
professionals use credit cards, and therefore may qualify for trade
publications. Also, the promotion may be advertised in frequent
flyer statements, another good source because recipients are
generally professionals, and many are business travelers. In
addition to physical statements, the promotion may also be included
as part of the credit card or airline website. Consumers who are
attracted to the site will see a message that says: "If you are a
professional, you probably qualify for one or more FREE
publications about your business. Just answer a few questions to
see what business publications you can enjoy, FREE." In this
manner, the consumer 125 may be linked directly to the website of
central controller 110 from the credit card or airline website.
Next, the promotion may be advertised in professional catalogs and
as a website link for those catalogs on-line. Again, such catalogs
include readers focused in particular industries that are relevant
for many trade publications. Finally, the promotion may be
advertised on internet and intranet sites (in addition to those
previously mentioned) that provide advertising and, depending on
the website, are targeted towards professionals. The site provides
an easy link to the website of the present invention (and central
controller 110). In an alternate embodiment, the site provides a
1-800 number for a potential subscriber to call and contact central
controller 110 directly.
[0070] Once consumers 125 have come into contact with the website
provided by central controller 110, the central controller 110
transmits the universal questionnaire, receives certain consumer
information in response to the universal questionnaire and
determines the appropriate free trade publication subscription(s)
the consumer 125 may receive (step 820). The universal
questionnaire transmitted in step 820 is described in greater
detail below, with reference to FIGS. 9, 10 and 11A-C.
[0071] Upon completion of the universal questionnaire, the central
controller 110 determines the appropriate trade publications that
apply to consumer 125, and notifies consumer 125 that he may
receive any or all of them at no charge (step 830). As noted
earlier, certain trade publications that consumer 125 qualifies for
may not be offered if the internal counter field of magazine
database 356 is above the limit specified in the internal counter
limit field of magazine database 356. The central controller 110
compares the value in the internal counter field with the value in
the internal counter limit field to determine if the trade
publication is available.
[0072] The consumer 125 can choose all the trade publications
available to him, a few of them, or none at all (step 840). In one
embodiment, the central controller 110 is programmed to supply the
choices in a particular way. For instance, the trade publications
that generate the highest fee from a publisher 150 are offered in a
more prominent way. Once the central controller 110 determines the
trade publication list of offerings, the central controller 110
compares the value in the appropriate publisher charge field in the
magazine database 356 corresponding to each offered trade
publication. Then, the trade publication that provides the highest
fee is offered first, at the top of the list, or on the first of
several screens. In this embodiment, the trade publications are
offered hierarchically based on the publisher charge.
[0073] Upon receipt of the consumer choices, central controller 110
updates the magazine ID field of consumer database 354 to reflect
the trade publications consumer 125 will receive (step 850).
[0074] Next, central controller 110 generates an order for consumer
125 (based on the information in consumer database 354), and
transmits the order to each appropriate fulfillment house 140 (step
860). The appropriate fulfillment houses are determined by reading
the magazine ID from the consumer database 354, and
cross-referencing that magazine ID or magazine IDs with the
magazine IDs in magazine database 356 and fulfillment house
database 359.
[0075] In addition to the order for each subscription, the
appropriate fulfillment house 140 receives all consumer information
obtained from the universal questionnaire and specific to the trade
publication associated with that fulfillment house from central
controller 110. Fulfillment house 140 stores the consumer
information for the associated publisher 150 and in one embodiment,
creates subscription file snapshot reports based on the consumer
answers, and particularly the qualification date. Such reports may
then be accessed for auditing.
[0076] In one embodiment, the fulfillment house 140 receives the
order and consumer information electronically (i.e., via the
internet). However, it is to be understood that the orders and
consumer information may be received by any other means, such as
telephone, facsimile or the postal service.
[0077] Central controller 110 also immediately notifies consumer
125 of the trade publications he will receive, along with any other
pertinent information (step 860). In one embodiment, such
notification is in the form of an e-mail, but it is to be
understood that the notification may be received by any other
means, such as telephone, facsimile or the postal service.
[0078] Finally, central controller 110 bills each publisher 150 for
every new trade publication subscription provided (step 870). As
described earlier, each magazine is allotted a publisher charge
(new subscription), which is provided in magazine database 356.
[0079] Publisher 150 is notified and charged based on the
information contained within consumer database 354, magazine
database 356 and publisher database 358. Specifically, once central
controller 110 determines the trade publications consumer 125 will
receive and stores them by magazine ID in consumer database 354,
central controller 110 determines the publisher charge and
publisher ID. Finally, using the publisher ID, central controller
110 can determine the publisher contact information from publisher
database 358 and bill publisher 150 accordingly.
[0080] In one embodiment, publisher 150 receives the bill
(publisher charge) electronically, (i.e., via the internet).
However, it is to be understood that the orders may be received by
other means, such as telephone, facsimile or the postal
service.
[0081] The determination of the appropriate trade publication
subscriptions for each consumer 125 need not be real-time, but
rather may be determined after consumer 125 has responded to the
questionnaire. For example, in an alternate embodiment, a further
field of the consumer database 354 is entitled "content codes".
Such codes are generated by the universal questionnaire based on
answers from the consumer. These content codes are then matched
with similar codes provided for each trade publication in a content
code field of the magazine database 356. The content codes stored
in magazine database 356 are based on information received from
publisher 150 about that particular trade publication, and
translated into code by the central controller 110. The central
controller 110 would matches the content codes between the consumer
database 354 and the magazine database 356, and from this
information determines which trade publications are offered to each
consumer. This function would be a part of step 820.
[0082] The universal questionnaire will now be described in greater
detail with reference to FIGS. 9, 10 and 11A-C.
[0083] First, the term "universal questionnaire" defines a generic
questionnaire that can be shown to all consumers. The questions
that make up the universal questionnaire are generated based on
specific, targeted questionnaires received from each publisher 150
for each trade publication. Specifically, each publisher 150
provides the questionnaire originally sent to individual
prospective subscribers (as discussed in the BACKGROUND OF THE
INVENTION). Central controller 110 cannot simply pass on these
questions to a consumer 125, as other publishers with similar
questions, or trade publications covering the same industry, may
have slightly different questions (and potential answers). Central
controller 110 first stores all questionnaire information for each
publication. Central controller 110 then merges similar questions,
for instance from publishers for a given industry. While many of
the questions for each industry may be similar (i.e., seeking the
same type of information), the answers can vary both in the number
of potential responses and the nature of the responses. Questions
provided by a publisher that are unique to that publisher are not
changed. However, the interchangeable questions and answers are
modified between publishers and "normalized" into the universal
questionnaire.
[0084] An example of the normalization process is shown in FIG. 9.
A question retrieved from individual questionnaires generated by
separate publishers for magazines A, B and C, is shown. Also shown
are answers specific to each individual questionnaire for each
magazine. In one embodiment, central controller 110 determines that
the particular question associated with each magazine (and shown in
FIG. 9) is similar, and merges (or normalizes) that set of
questions into one question ("What is your organization's annual
gross sales?"). This normalized question becomes part of the
universal questionnaire. Also, the question from the individual
questionnaires of magazines A, B and C has unique answers for each
magazine. Again, the central controller 110 merges (or normalizes)
that group of answers into one set of answers that match the
normalized question. When consumers 125 respond to the universal
questionnaire, their answers are stored in consumer database 354 in
a normalized fashion. However, in one embodiment, consumer
information supplied to fulfillment house 140 from consumer
database 354 is de-normalized, based on the trade
publication/publisher questionnaires.
[0085] In an alternate embodiment, the consumer information
supplied to fulfillment house 140 from consumer database 354
remains normalized.
[0086] FIG. 10A displays the sub-steps of step 820 (FIG. 8). As
shown therein, upon receipt of initial consumer interest (step
1005), a first question or set of questions is provided to consumer
125 (step 1010). Questions of the universal questionnaire are
generated based on a complex set of algorithms and artificial
intelligence. One example is a "virtual form" based on "if-then"
logic which focuses certain trade publications to a consumer based
on the answers provided. In some embodiments, the universal
questionnaire is computer-generated while, in other embodiments,
the universal questionnaire is generated manually in whole or in
part.
[0087] In one embodiment of the system implementing the
questionnaire, the first question is "Are you a business
professional?" If consumer 125 answers "No," the central controller
ends the questionnaire and notifies the consumer that he is not
entitled to any trade publications at this time.
[0088] In another embodiment, the central controller 110 transmits
an initial set of screening questions to identify the publications
for which consumer 125 most likely will qualify. More specifically,
in one embodiment, the screening questions identify the consumer's
industry and occupation. The central controller 110 transmits such
screening questions and receives consumer information in response
to the screening questions. For example, the first screening
question may be "What is your industry?", to which consumer 125 may
respond "Direct Mail". The next question may be "What is you field
within that industry?", to which consumer 125 may respond
"Information Technology" or "Marketing".
[0089] Based on consumer 125's responses, central controller 110
determines the appropriate trade publications for which consumer
125 may potentially qualify. In one embodiment, the magazines are
pre-coded according to the screening questions (e.g., industry and
occupation), and codes are associated with each magazine's entry in
magazine database 356. Determining the potential free publications
involves matching the consumer 125's responses to these codes.
Based on this matching, the central controller 110 then transmits
the list of potential trade publications and allows consumer 125 to
select those publications he is interested in obtaining. In one
embodiment, central controller 110 asks consumer 125 to identify
which of the potential publications he is not interested in.
[0090] After receiving the initial consumer choices, the central
controller 110 proceeds with the remainder of the questionnaire,
with the remaining questions based on the trade publications chosen
by consumer 125, in some embodiments. In alternate embodiments,
central controller 110 generates the remainder of the questionnaire
based on the initial consumer selections in real time or the
central controller 110 retrieves a previously generated and stored
questionnaire.
[0091] In one embodiment (described by FIG. 10A), the central
controller 110 transmits a question or set of questions (step
1010), and receives and stores answers from the consumer 125 (step
1015) in the consumer database 354. After each question or set of
questions, central controller 110 checks to determine, based on the
information provided by consumer 125, if the questionnaire is
complete and if consumer 125 is entitled to any trade publications
at that time. For instance, after receiving and storing answers to
the first set of questions, central controller 110 may determine
that no further answers are required from consumer 125. If so,
central controller 110 notifies consumer 125 with an appropriate
message (step 1050). However, if the questionnaire is not complete,
central controller 110 determines an additional question or
questions based on the answers already received from consumer 125
(step 1025), and transmits this question or set of questions to
consumer 125 (step 1030). Again, central controller 110 receives
and stores the answers in consumer database 354 (step 1035), and
once again determines if the questionnaire is complete (step 1040).
Upon completion of the questionnaire, central controller 110 either
determines that the consumer 125 is entitled to free trade
publications, or again, determines otherwise and notifies the
consumer 125 of such (step 1050).
[0092] In an alternate embodiment, a number of different
questionnaires, each of which are applicable to a number of
different trade publications and/or groups of trade publications,
are pregenerated. As noted above, these may be pregenerated
manually and/or based on programmed rules and logic. The central
controller 110 chooses the questionnaire to transmit to the
consumer that is most applicable, based on the consumer's choices
responsive to the initial questions. However, based on the
consumer's choices, there may be one or more additional questions
that are specific to at least one of the trade publications chosen
by the consumer that are not included in the questionnaire chosen
by central controller 110 and, thus, are added to the questionnaire
transmitted to the consumer. Conversely, there may be one or more
questions included in the questionnaire chosen by central
controller 110 that are not applicable, based on the consumer's
choices; these questions are not included in the questionnaire
transmitted to the consumer. Likewise, the questionnaire chosen by
central controller 110 may include one or more responses to the
questionnaire questions from which the consumer may select that are
not applicable based on the consumer's choices; these response
selections are not included in the questionnaire transmitted to the
consumer.
[0093] Thus, for example with reference to FIGS. 10B, 10C, and 10D,
the central controller 110 presents screening questions (step
1060), and receives and stores answers from the consumer 125 (step
1062) in the consumer database 354. Central controller 110 then
generates a list of trade publications based on the consumer's
answers (step 1064), and transmits the list (step 1066) to the
consumer. Central controller 110 then receives from the consumer a
selection from the list (step 1068). The central controller 110
selects a questionnaire based on the consumer's selections (step
1070). Central controller 110 determines if additional questions
are required (step 1072) and, if so, such additional questions are
added to the questionnaire (step 1074). Central controller 110
determines if certain questions are inapplicable (step 1076) and,
if so, removes the inapplicable questions (step 1078). Central
controller 110 determines if certain response selections are
inapplicable (step 1080) and, if so, removes such inapplicable
response selections (step 1082). The revised questionnaire is then
transmitted to the consumer (step 1084) by central controller 110.
Central controller receives consumer information in response (step
1086) and generates the supplier order based on the consumer
information (step 1088). Central controller then transmits the
supplier order (step 1090).
[0094] FIGS. 11A-C illustrate different logical representatives of
the same universal questionnaire. FIG. 11A displays a specific
example of step 820 (FIG. 8). For instance, after determining that
consumer 125 is an "Engineer" (steps 1115, 1120), each question or
set of questions transmitted to the consumer 125 by the central
controller 110 becomes more and more focused, until ultimately
determining that the consumer is entitled to "Magazines X, Y, and
Z" (step 1145).
[0095] FIG. 11B displays the logic of the universal questionnaire,
particularly how the determination of each question is based on the
previous answer received from a consumer 125. Also, FIG. 11B shows
that several answers may generate the same follow-up question.
[0096] Finally, FIG. 11C display one format that may appear to a
consumer 125 at a remote user-terminal 120. In FIG. 11C, the answer
selected to question 1(Q1) is "Engineer" (A1). Based on this answer
(A1), central controller 110 determines that question 2 (Q.sub.2)
is provided next to consumer 125. This logical process continues
until central controller 110 determines if consumer 125 qualifies
for any trade publications.
[0097] In one embodiment, shown in FIG. 11C, the consumer 125 is
offered a set of possible answers to choose from. In another
embodiment, the consumer may simply type in or speak his answers
without the need for a group of choices, and the central controller
110 determines the next question or set of questions based on each
specialized answer using, in one example, voice recognition.
Re-qualification Process
[0098] The re-qualification process involves a series of steps
demonstrated by FIGS. 12-13. First, central controller 110, and
particularly transaction processor 352, scans the "qualification
date" field of consumer database 354 (step 1205) to determine if
the present date coincides with the original qualification date
plus an arbitrary number, generally less than one year for annual
renewals (step 1210). For instance, if consumer 125 qualifies for a
subscription on Jul. 11, 1999, his re-qualification date may be
Jun. 11, 2000 (i.e., one month before the annual subscription
expires). On that date, the central controller 110 starts the
re-qualification process. The central controller 110 will
continually check all "qualification dates" for all entries in the
consumer database 354 to determine if the re-qualification process
should be initiated.
[0099] In one embodiment, consumer 125 is contacted electronically
(i.e., via e-mail) and notified that one or more trade publication
subscriptions will expire soon, and further information may be
necessary to renew the subscription, or possibly replace or add
additional subscriptions (based on new information received). In
other embodiments, consumer 125 may be contacted by telephone or
through the mail.
[0100] First, central controller 110 can request that consumer 125
provide their personal identifier, previously supplied by consumer
125 and stored in consumer database 354, to verify that the
appropriate individual is providing updated information.
[0101] Next, a re-qualification questionnaire is transmitted to
consumer 125 in the same fashion as described with reference to
FIG. 8 (step 1215). However, the questions provided to consumer 125
are attempting to determine if anything about the consumer 125 has
changed since initial qualification (i.e., new occupation,
different position within the same company, . . . ). Depending on
the answers received (step 1220), consumer 125 may be entitled to
the same trade publications, different trade publications, a
combination of both or none at all. The central controller 110 is
designed to review each answer or set of answers provided by
consumer 125, and determine additional questions (if necessary) to
update the consumer profile stored in consumer database 354 (step
1225). If consumer 125 reports no changes, his qualification date
will be updated in consumer database 354 (step 1230) and consumer
125 will be notified that his trade publication subscription(s)
will remain the same (step 1235). Also, each fulfillment house 140
will be notified of the trade publication subscription renewal, and
each publisher 150 will be charged the renewal charge as stored in
magazine database 356. However, the renewal charge will in most
instances be proportionately less than the charge for a new
subscription. For instance, in one embodiment the renewal charge is
approximately $1.25 annually for all trade publications.
[0102] If consumer 125 reports any changes in response to the
universal questionnaire, central controller 110 first updates the
consumer database 354 to reflect those changes (step 1240). Such
changes may be minor, such as a new telephone number or e-mail
address, which would not affect the consumer profile (step 1245).
Thus, trade publication subscriptions would be renewed, fulfillment
house(s) notified and publisher(s) charged. In addition, consumer
125 would be notified that his trade publication subscriptions
would remain the same (step 1235).
[0103] However, if consumer 125 supplies information that
substantially changes his profile (as determined by central
controller 110), such as a new position in a different industry,
central controller 110 may determine that consumer 125 is entitled
to different trade publications than what consumer 125 presently
receives (step 1250). Central controller 110 then transmits to
consumer 125 a choice of trade publication titles based on his most
recent answers to the re-qualification questionnaire (step 1255).
Some or all of these choices may simply be renewal offers for trade
publications consumer 125 already receives. Upon receipt of
consumer 125's selections (step 1265), central controller 110
compares consumer 125's selections with the previous profile, to
determine if any new trade publications have been selected (step
1270). If only renewal subscriptions have been selected, central
controller 110 will execute the standard function for renewal
(notify fulfillment house(s), charge publisher(s) and notify
consumer). However, if consumer 125 does select new titles, central
controller 110 updates consumer database 354 based on the new
selections, and transmits such information to fulfillment house 140
exactly as described earlier for a new subscription (step 1275).
Finally, publisher 150 is charged the full fee for a new
subscription, and the renewal fee for any renewals.
[0104] The re-qualification process also begins upon receipt from
consumer 125 of an address change, as demonstrated by FIGS. 13A-B.
In one embodiment, consumer 125 notifies central controller 110 of
such a change by sending in a postcard (provided with each trade
publication). In other embodiments, consumer 125 may notify central
controller by e-mail or telephone (step 1305). Central controller
110 immediately updates consumer database 354 with the address
change (step 13 10), and transmits to consumer 125 a
re-qualification questionnaire (step 1315). The questions provided
to consumer 125 are attempting to determine if consumer 125's only
profile change is the mailing address, or if other information,
such as consumer occupation, has changed. Based on consumer 125's
response to the questionnaire (step 1320), central controller 110
determines if anything beyond the mailing address, e-mail address,
or other non-substantive information has changed (step 1325). If
there are no substantive changes, central controller 110 notifies
consumer 125 that all trade publications will remain the same (step
1390).
[0105] However, if information deemed substantive by central
controller 110 has changed, such as a new position in a different
industry, central controller 110 may determine that consumer 125 is
entitled to different trade publications than what consumer 125
presently receives (steps 1330, 1335). If some or all of the titles
are the same as what consumer 125 already receives, and the renewal
re-qualification date has not yet been reached, central controller
110 notifies consumer 125 that he will continue to receive those
publications (step 1390). Central controller 110 may also transmit
to consumer 125 a choice of new trade publication titles based on
his most recent answers to the re-qualification questionnaire (step
1340). For titles provided to consumer 125 that are new and
selected by consumer 125 (step 1345), central controller 125
updates consumer database 354 based on the new selections, and
transmit such information to fulfillment house 140, exactly as
described earlier for a new subscription (step 1355). Also,
publisher 150 is charged the full fee for a new subscription (step
1365).
Conclusion
[0106] The system of the invention provides an efficient process
for targeting and securing trade publication subscribers based on a
universal questionnaire, and provides free trade publication
subscriptions to consumers. Use of the universal questionnaire
eliminates the drawbacks associated with individual questionnaires
sent by each publisher to potential subscribers.
[0107] It will be apparent to those skilled in the art that various
modifications and variations can be made in the system and
processes of the present invention without departing from the
spirit or scope of the invention. Thus, it is intended that the
present invention cover the modifications and variations of this
invention provided they come within the scope of the appended
claims and their equivalents. In this context, equivalents means
each and every implementation for carrying out the functions
recited in the claims, even if not explicitly described herein.
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