Billboards To Transformers

Mr. Billboard meet the Transformers. Talk about getting someone's attention! This amazing signage rests at the Munich Airport Centre Forum and has been given the name: the 'MetaTwistTower'.

The tower was installed to mark the airport's 20th anniversary. I'd be happy with a 42" television for my birthday, but the tower stands about 35 feet (10.6 meters) high and has about a 135 square foot (41 square meter) rotating LED surface.

The tower's three layers each contain three LED screens installed on rotating mechanisms which allow it to change in format and orientation. Ultimately all three layers can combine into one spectacular screen. In addition to the hardware, the content is synchronized on all three layers which ultimately come together on one enormous screen.

Is this amazing tower the future for billboards?

Screen Placement Is Everything

I was recently in a restaurant that had a digital screen installed in the floor of the waiting area; right inside the front door. Since we were seated right away, I didn't even notice the screen until I was leaving the establishment. Luckily, someone pointed it out to me. 

The restaurant was using the screen to display a live sporting event on TV, so I can only assume that the screen is there for patrons waiting to be seated at their tables (or simply to lower the perceived wait time). But in order to watch, I had to be standing right above the screen and looking down-- which was not very comforting on the neck. Additionally, if more than one person wanted to watch, they would have to gather around the screen, forcing some people to watch it upside down. 

So, I ask: Do you think this screen is serving its intended purpose? Is it serving any purpose? 

First rule when installing a digital signage screen: People must be able to see it! If you don't follow this rule, then why even install a screen? It all goes back to knowing your objectives. What does this restaurant want to accomplish by having a digital screen? Whatever their goal, they have already limited what they can accomplish by installing the screen in the floor.

Most dine-in restaurants I've been in have the waiting area close to the host stands. Now, let's say a restaurant installs a screen either above or in the host stand. Already, they've increased what they can accomplish and given themselves a higher probability of achieving their goals. If their only goal is to lower the perceived wait time, then they just display the same content-- live TV. But, why stop there? Why not break the screen into zones and display menu items (or the entire menu) in one zone and TV in the other? Now they're entertaining and informing their customers. You could even take it a little further: Imagine that the host informs you that it's going to be a 20 minute wait because there are 5 other parties in front of you. The host could then punch your name into the system and have it pop up on the digital screen. With this arrangement, you would know exactly when you’ll be seated without bothering the employees. 

Screen placement is everything to a successful digital signage system. It can easily make or break what you want to accomplish. Remember, before you install the screen, ask 'what do we want to accomplish and where will we have the best chance to do so?'.

What are some of the worst places you’ve seen a screen installed? How did the screen placement limit what could have been accomplished? What would you have done differently?

Hidden Opportunity For QSR With New Healthcare Laws

Whether you you love or hate the newly initiated healthcare bill, one thing is for certain - things are changing and not only for doctors, hospitals, and insurance companies. What the media has dubbed as 'Obamacare' includes a major change for restaurants that will create a ripple effect into our world of Digital Signage.

Title IV of the new law states that 'Restaurants which are part of a chain with 20 or more locations doing business under the same name must disclose calories on the menu board and in written form.' People in the restaurant and digital signage industries have been paying close attention to the new menu label law. Now that it's passed, many restaurants are rushing for a solution to comply with the new regulations. Herein lies the opportunity for both digital signage and the restaurant industries.

In order to comply with the law, restaurants must display the caloric intake of each item on their menu boards. As new products are added or the amount of calories for items change, restaurants will be forced to update their menu boards. These changes carry a big price tag, considering all that needs to happen— designing, printing, shipping, and installing new signage several times each year can be very costly. By installing digital menu boards, restaurants can easily lighten the workload and expense of managing their menu boards and still comply with the new law.

Not only does digital signage make managing menu boards easier and more cost efficient, but restaurants can use this opportunity to really improve their menu board strategy. QSR Magazine recently published an excellent article on the strategy behind a menu board. When I was reading this article, it occurred to me that most of the strategies discussed could probably be automated if a digital menu board was integrated with the restaurant's POS system. For example: If the center of a menu board is considered the 'hot spot', then restaurants could automatically move items into the 'hot spot' based on sales numbers or other pre-defined indicators from their POS system. By leveraging the data in their POS system and displaying it on a digital menu board, restaurants turn their old, static menu board into their best sales rep; the Smart Board.

Some restaurants are worried about people choosing not to eat at their establishment based on the caloric intake displayed on the board, so another big concern is actually getting people in the door of the restaurant and keeping them there. This is another big opportunity for restaurants to benefit from digital signage, but this time, on the outside of the store. In this article, a Cleveland based Dairy Queen has seen sales rise 10-15 percent above their regional average and the owner gives most of the credit to the newly installed outdoor digital billboard. The screen allows him to keep in touch with the community, change promotions based on the weather, and saves him a ton of time and money.

The benefits are clear and the time is right for more restaurants to make their move to digital menu boards. I think the movement has already begun, but we'll start to see more pop up as restaurant owners look past the initial cost and look forward to the long term benefits. What do you think? Will 'Obamacare' affect the digital signage industry? What is the best move for restaurants as they work to comply with the new laws?

DIGITAL SIGNAGE COMPANY LAUNCHES ON-HOLD MESSAGING SOLUTION

Louisville, KY (Press Release) June 27, 2012 - Captive Indoor Media announced the addition of an on-hold messaging feature to its web based digital signage tool, Codigo. Used throughout the financial industry to manage thousands of digital signage units, Captive’s Codigo software now has the capability to send audio marketing messages directly to users’ phone systems. With the release of Codigo Voice, the company says it has taken steps to transform itself from a platform that only manages digital signage networks to one that offers management of multiple systems from a single login.

“Over the course of the last year Captive has spent a lot of time researching which product categories are of the most value to customers and how to integrate them to reduce the time and complexity required in managing these services” said Brian Nutt, Captive Indoor Media’s Founder and CEO.  “The first product added is on-hold messaging, which is widely deployed within our current customer base right now.  Codigo Voice will be an attractive alternative” said Nutt. 

Customer collaboration played a big part in the launch of Codigo Voice. When asked why on-hold messaging was chosen, Nutt said, “We asked our customers what systems they were using and how we could make it easier to manage them. Most replied that they wanted an easier way to manage their on-hold marketing messages.  So, we just added that functionality to a tool they were already using.”

Codigo Voice offers subscribers more than 7,000 songs in every genre to play while callers are on hold or to serve as background music for their own marketing messages. Uploading audio clips is easy, but users can also choose to work with Captive’s award-winning creative team, utilizing professional male and female voice talent to develop high-impact audio commercials.  The online systems allows users to schedule their messages remotely, managing their on-hold messaging from anywhere with an internet connection. Visit their website for more details about Codigo Voice.

When asked what was next for Captive, Nutt replied, “We have aggressive plans to launch several other products under the umbrella of our flagship system, Codigo.  Through continued collaboration with our customers, we foresee helping them to influence retail buyer behavior in a broader way than currently possible” added Nutt.

To learn more about Captive’s products and services visit their website or follow them on Facebook and Twitter.

Using Data to Build a Content Strategy

Does your company have the ability to leverage customer data? If so, how is it being used? And, if not, is it something that should be considered? A February 2012 survey from DataXu showed just 30% of US executives reported the ability to leverage the value of their customer data. Although, a May study from CMO Council showed different results. According to the study 51% of marketers world-wide said they leveraged data moderately well, with 7% reported that they did so extremely well. 

So, how are marketers 'leveraging' this data? CMO Council says that 65% of marketers world-wide use customer data to enhance their marketing programs. That makes sense, right? The more marketers know about their customers, the better they can fine tune their marketing messages to target new prospects or existing clients. The study found that 72% of marketers world-wide use data to craft more timely, targeted messaging and 52% use it to directly influence the bottom line by cross-selling or up-selling current customers.

How can marketers attain the data they need to enhance their marketing programs? One would think that most would reach for the trusty CRM system, but CMO Council found that only 30% had access to this tool. So, the majority of marketers utilize email -75%, web analytics and optimization - 72%, and social media monitoring - 56% to procure the data they need. 

                        

The collection of customer data should be the primary task of any marketer who's considering digital signage as  a retail marketing tool. To get the most from a digital signage system, understanding foot traffic is vital - Who is in the store, when are they in the store, why are the in the store, etc. Knowing customer data such as demographics, what products they've products purchased, and what time they visit can help to paint a clear picture of what content to design and at what time is the best time to display it. 

How is your company utilizing customer data? If you have a digital signage system, do you use customer data to design and schedule your content? 

Mobile Marketing Mayhem

Do you own a smartphone? I'm sure you have been asked this question sometime in the past year. As smartphones have decreased in price and increased in popularity, they found their way into millions of American pockets - 97.9 million to be exact. In a December 2011 study published by comScore, they reported that smartphones have penetrated over 40% of all mobile subscribers. With more and more people seeing the benefit of smartphones, marketers have found a new way to reach their customers - mobile advertising.

The rise of smartphones has lead to consumers going everywhere with their very own direct-response tool. With their smartphones, consumers can respond to other media such as in-store, magazine, poster, and TV ads where ever they are. According to a March 2012 study from Google, conducted by Ipsos MediaCT and TNS Infratest, a marketer's chances of reaching potential customers are steadily increasing.

Google's study showed that 43% of smartphone owners used their phone to search in response to television ads at least once a month. Even more interesting is that 40% reported searching in response to ads they saw while in stores. While searching based on magazines and out-of-home ads were less common, the report suggests that search will increase as people get more used to using their device to get information.

The report showed that 58% of respondents typically research products on their smartphones while at home, 43% searched while "on-the-go", and 31% searched while in the store. Retail was reported as the #1 out-of-home place where smartphone users take action. 

As marketers see the potential in in-store mobile marketing, they will look for more creative ways to push people to interact with their brands through these devices. This presents a great opportunity for digital signage. Google's report shows that 43% of smartphone users search in response to TV ads and 40% search based on ads seen in-stores. So, what would happen when we combine the two? 

Using in-store digital displays to grab the attention of shoppers and push them towards using their smartphones to dive further into product information, promotions, or sign up to receive the latest deal. Integrating mobile marketing with digital signage makes measuring both a little easier. Marketers can use mobile marketing to measuring the effectiveness of their digital signage and digital signage as a distribution tool to promote their mobile marketing campaigns - Two very complementary marketing methods 

Please share how your company is capitalizing on this mobile marketing mayhem. Are you using digital signage? If so, how have you integrated the two?

More Decisions Being Made In-Store

Facing a prolonged recession, high unemployment, and the ever-changing economy, the majority of U.S grocery shoppers are looking to save money wherever they can. But, according to Point of Purchase Advertising International (POPAI), the global association for the marketing at retail industry, when it comes to making decisions on what to buy more decisions than ever before, 76% to be exact, is being made in-store. 

POPAI's study pin-pointed five key findings that marketers should note when developing and implementing a shopper program:

Shoppers are making more decisions in-store

Although today's shoppers are empowered than ever to make educated buying decisions, it turns out that more shoppers are utilizing in-store marketing and branding cues to make an overwhelming portion of purchase decisions - 76% (an all-time high).

Brands on display are more likely to end up in the cart

The study found that nearly 1 in 6 brand purchases are made when a display with that brand is present in store. Displays are best targeted to a core group of loyal, female stock-up shoppers.

Retailers are missing out on opportunities to enhance in-store experience

Shoppers are spending less time but more dollars during their shopping trip. Whether it's using product displays in secondary locations or working with brand marketers to build customized in-store displays to reflect the retail environments, there are plenty of opportunities for retailers to turn their in-store marketing up a notch. 

The number of displays in secondary locations has increased 13% since 1995 - 47% in 1995 to 60% in 2012. Retailers are embracing the idea of cross promoting products and placing displays away from the home aisle. 

Creative sets apart in-store marketing and turns the subconscious shopper into conscious buys

When asked if they'd recalled seeing any in-store displays, 56% of shoppers said they did recalled seeing in-store displays with endcap and free-standing displays being cited the most. When presented with compelling and visual displays, shoppers become more engaged and conscious to the value proposition being offered. 

Another interesting find was that 13% had eye fixations on in-store displays and 66% of all that observed resulted in a purchase, which shows the importance of grabbing the shoppers' attention and getting them engaged with a product. 

Shoppers using plastic more like to impulse buy and more decisions in-store.

Those using a debit/credit card, or another non-cash payment, tend to spend more than they plan - and do. 

Read the full POPAI report here 

With more and more people turning to the internet for purchases like clothing, electronics, etc, the grocery store remains the one place where consumers must get up and go to the store. Of course you see local grocery advertising specials on TV, radio, and print, but as this report states the in-store marketing remains a powerful tool of persuasion for marketers. 

I look at this report and see a major opportunity for retail marketers and digital displays. The report states that when shoppers are presented with visual displays they become more engaged and conscious to the value proposition of an item. Digital signage is proven to have a higher recall rate than print materials. If retailers were to use digital screens built into free-standing, endcap displays, or even coupon dispensers they would have a better chance of capturing the buyers attention and engaging them with the item. 

Another opportunity to engage shoppers would be to add touch screen displays or kiosks through the store. The kiosk can be used to draw the shoppers' attention but also engage the user by allowing them to browse certain recipes for the product, check out other users suggested use of the product, etc. If printed materials can change a shopper’s conscious of the valued offer, just imagine what an interactive kiosk that helps to improve a shopper's fettuccine alfredo would do for perceived value.

Digital displays would also help retail marketers to better target certain audiences. Having the ability to change content on the fly allows retail marketers to target group A from 10am to 12pm, group B from 3pm - 9pm, and so on. Unlike print materials, digital gives marketers the ability to target who they want, when they want, and at the exact location. 

Digital Signage Industry Trends

 According to an IHS iSuppli Signage report, digital signage displays are projected to reach 17.3 million units in 2012, which is up 12% compared to 15.4 million units in 2011 and up 28% compared to 13.5 million units in 2010. The market is projected to see continued success with total shipments reaching 25.8 million units by 2016.

IHS iSuppli recognizes the growth in mainly contributed to:

- Increased use for installations in commercial markets such as retail and hospitality, along with public areas such as sporting arenas.
- Decrease in the price of LCD screens in the 40",42",and 46" sizes
- Improved technology: super-narrow bezel video walls, interactive touch-screens, and high-brightness outdoor displays

IHS iSuppli reports, that among the markets where digital signage displays are most often employed, the three highest-performing segments were retail, hospitality/healthcare, and government/corporate. They expect to see the same trend in 2012.

View IHS iSuppli Report Here

So, how is this relevant to the end-users of digital signage systems?

I see the decreasing price of LCD screens being passed down the chain. The initial hardware investment scares lot of companies when tossing around the idea of digital signage. If providers can lower implementation cost, and take away from some of the sticker shock, more companies may see digital signage as a 'less risky' investment therefore increasing the possibility for further deployment.

The decreasing cost of hardware is one thing, but as time has gone on we've also seen digital signage software become more robust with features and decline in price. Increased competition has forced SAAS companies to reduce price and add value-enriched features in order to stay competitive and differentiate themselves in the market. I think this trend will continue and price for software will continue to drop while the software itself will provide users with better ROI reporting and more user-friendly interfaces. These trends will attract the attention of more analytically-driven marketers thus making digital signage a more popular marketing vehicle within the marketing department.

The third major element that will evolve as the digital signage industry grows is and increased need for good digital content designers. Whether companies choose to bring it in-house or go through an agency, as interest in digital signage grows and equipment becomes less expensive, having a designer that can whip up some well-branded content will be a much needed asset for any team. Software companies will continue to make editing templates easier for their users and offer content services for those who want it - Delivering everything the user needs to keep their signage fresh.

So as the industry grows and the price decreases, digital signage will develop into an out-of-box solution. Any mom and pop retail, restaurant, etc  will be able to afford and maintain their systems with ease. I don't think digital will ever replace paper merchandising, but I do see it becoming the more popular solution in the future.

What are your thoughts for the future of the digital signage industry?

Billboard Used To Vote For New QB

If you are a sports fan, odds are you've heard the news of future NFL hall-of-fame quarterback, Peyton Manning, choosing to take his talents and play for the Denver Broncos. While this really doesn't interest me, I was excited to see how one Broncos fan asked the city of Denver to vote for who they would like to see as their next quarterback. Local business owner, Tariq Suleiman, used a giant outdoor digital billboard to poll the city of Denver to see who they wanted as their next quarterback - Peyton Manning or Tim Tebow?



Unfortunately for the Bronco fans that voted for Tebow, they didn't get their wish. But I give lots of props to Tariq and his use of the digital billboard. What a great way to get the community involved. I guess someone should have shared the results with John Elway.

More Branch Touch Points

In the beginning... there were financial institutions. Banks and Credit Unions were among the first adopters of digital signage as a marketing tool. Most would have a screen in a lobby area displaying CNN or C-SPAN with a stock ticker scrolling the bottom to keep patrons up-to-date on the latest financial news. Today, we're seeing a new trend - more digital, less print. Financial institutions have been witness to branch visitors being more engaged by the digital displays and have elected to add more screens in more places while finding the new method to be far more cost efficient.

Financial institutions are choosing to add screens in an effort to 'touch' their visitors in more places around the branch. The branch lobby is no longer the only place you'll find a screen and TV and news might not be the only thing to watch. The strategy behind engaging visitors has expanded to such places as the main entrance, deposit / withdrawal stands, teller lines, drive-thrus, coffee bars, and of course the main lobby. With screens in multiple areas, financial institutions are able to tailor their message for that screen - promoting products, welcoming visitors to the branch, introducing them to the tellers, etc.

The results are in - Banks and Credit Unions see far better recall with digital signs than the comparable print ones. So, with their visitors already receiving their marketing messages via screens, financial institutions are now switching gears. Now, they want to interact with their visitors by adding yet another touch-point in the branch - interactive kiosks. Touch screen kiosks allow the visitors to learn more about products/services they've seen on the digital displays. Many allow visitors to print requested information or possibly talk with a personal banker about the offering. Most importantly, an interactive kiosk is a simple way for a financial institution to gauge the success of the new age, digital banking center.

In addition, financial institutions are finding that digital is far most cost effective. In the past, if the Marketing Department needed to change a rate, they would need to re-print all their marketing materials displaying that rate. Now with a couple clicks, that rate is changed on all of their digital displays. Not only do they save money from printing and shipping, but the time that is saved is a huge factor. Marketing Departments could spend weeks waiting for new print materials while updating a digital sign only takes a few minutes.

So, more digital signs are popping up in the branch, kiosks are being implemented to engage branch visitors physically, and time and money are saved by going digital. What’s next for the financial centers? In my opinion, we will see marketing departments integrating all these systems along with social media to increase on the level of engagement they have with their visitors. Eventually, the branch will not only be a place for transactions and information, but will be a fun place for their customers to visit.

No Such Thing as a Free Movie

When was the last time you went to the movie theater? Better yet - How often do you go to the movie theater? If you're anything like me, it’s once or twice every few months. The sad thing is that there's no better place to catch a flick. But have you seen the price of a movie ticket recently? It's extortion! A seat will cost you between $8 and $15, depending on location and whether the movie is in Imax or 3D.

Recently, a friend told me about a website that offers passes for free sneak preview movie screenings. It’s searchable by ZIP code, so users can find upcoming screenings in their area and print invitations online. The first time I used the service, I was very interested to understand how and why this website operates. I mean, how can they offer me free movie tickets and run a website that is also free to use?

Arriving at the theater, my questions were answered. Having heard that the seating would fill up fast and worked on a first-come-first-served basis, I got there about 45 minutes early. Even getting there that soon revealed a line that stretched out the door and a packed concession area. Organizers made us leave all cellphones in the car using metal detectors to ensure that we did, so distractions within the theater were limited. After waiting in line for 15 minutes, we arrived at our seats where we watched ad after ad on the big screen while waiting for the movie to start. That's when it hit me: The theater benefited from the website because of ad revenue. 200 people were in the theater viewing ads for almost 30 minutes. Plus, for people like myself who can't sit still, the concession area begged me to visit. Talk about a captive audience!

I still had one more question: How do the movie studios benefit? When the lights dimmed and the movie started, I saw it. The theater was packed full and all eyes on the screen. I remembered the person taking tickets at the door saying "only 50 more people" when I passed, but the line had well over 50 people in it. There was a very high demand to see that movie. Boom - there it was. Movie studios can gauge opening day numbers based on the sample data of free screenings. And with multiple shows happening in different areas, they can even make predictions of where the movie will be most successful. Wow—that’s a powerful forecasting strategy.

To sum it up, everyone wins! I win because the service eliminates my biggest pain point of going to the movies – the price. The theater wins because creating the captive audience allows them to raise advertising rates and make advertising in the theater more attractive, plus increase sales of concessions. The studios benefit because the sample data gives them an idea of the movie’s public demand. And the website benefits because its service provides all of the these benefits, making its service valuable on multiple levels. Who thought going to the movies could be so educational?

Branding Your Digital Signage

As a marketer, your strategy is focused around building, protecting, and growing a brand. The brand speaks for who your company is, what it does, and what the public can expect from it. These are the reasons why it's imperative for a company to always keep your brand identity consistent throughout all marketing outlets either internally or externally. One outlet that often gets overlooked are the digital signage networks.

Why is branding your digital signage content so important? Well, would you send a print advertisement to the press without your logo it? Would you run a TV commercial without saying or displaying your company slogan or tagline? Ultimately, would you ignore putting your company name on any marketing communication? I hope your answer was - Of course not (to all three ridiculous questions). Well, your digital signage system is no different. Hundreds to thousands of people will see your screens so why not use that opportunity to put your brand in front of them.

Imagine someone waiting in line for service, looking at the screen the entire time. A weather file says "5-Day Forecast Brought To You By 'insert company name here'." The file is branded with your company colors and logo. Now, later on that day, this person and a friend are talking about golfing this coming Thursday, but this person know it's going to rain. They say "I saw in 'insert company name here' that it's supposed to rain" - That's the 'BOOM' moment. Now, think about if that file wasn't branded - That 'BOOM' moment never happens and that is a missed opportunity.

Now that's a pretty basic example of how branding all digital signage content would benefit, but the same affect applies to other situations - community events, announcing contest winners, corporate recognition, etc. Marketers also want to ensure that the same marketing message is communicated through all channels. That way every person has the same idea of what to expect from that brand (aka consistency).

There are a few challenges a company faces when it comes to digital signage content. It's a relatively new idea, so a lot of companies don't have the resources to create Flash animation, high quality and resolution images, etc. So, how can a company manage their system and customize their content to fit their brand?

Well, many digital signage providers offer templates that allow users a little customization to fit their brand. They may let the user drop in a logo, change some text, colors, etc. Users benefit from the flexibility and it saves them a lot of time designing content, which in return saves them a lot of money. Adding to that, some digital signage companies can even offer Creative Services that will design the content for you. They work with you to understand your brand, come up with ideas, or create an idea that you have.

Whether you have the resources to create high quality content, use customizable templates, or have a media company design it for you; your brand is important to your digital signage and your digital signage is important to your brand. Utilize your system to build on your brand and capitalize on every opportunity.

Digital Signage : Audience or Users

Viewers? Audience? How do you refer to those who see your digital signage? It's important to remember that your viewer or audience is what makes a digital signage system a successful a failure. They determine whether the content is effective, if the screen is in the best location, and ultimately, whether a company sees any return on their technology investment.

Because the success of a digital signage system depends so heavily on the audience, system administrators must research what is expected to be on the screen. Once a system is installed, it's imperative to get input from the audience; ask them what kind of content they’d like to see. A simple formula to success: Ask questions and listen to feedback.

This begs the question: When the 'audience' starts interacting with the digital signage and becomes involved with the project, are they still considered merely a passive 'audience'? In my opinion, they become more than that. They become participants, users, and even fans. Getting your 'audience' involved with the process will help to fine tune your content and make the implementation process a lot simpler. In doing this, you’ll also earn trust and build brand loyalty from your 'audience' because you're listing to their needs, and delivering accordingly.

CUNA Marketing and Business Development Council Conference

Captive Indoor Media is proud to support the CUNA Marketing & Business Development Council Conference and the entire credit union industry. We hope you will join us this year for what is sure to be a revitalizing and energizing event. Register today and get inspired!

The CUNA Marketing & Business Development Council is March 7-10 in New Orleans at the Hyatt Regency. Come gain the knowledge and skills you need to grow your credit union and maximize your business potential. After four days packed full with workshops, keynote speakers and breakaway sessions you will return to your credit union rejuvenated and inspired to take your marketing initiatives to the next level.

Captive has been attending this conference for years and we always look forward to seeing our customers and other credit union marketers. Hope to see you in New Orleans!

Still Growing

Captive Indoor Media has yet again made its way into Louisville, Kentucky’s Business First Fast 50. The award recognizes the top 50 fastest growing companies in Louisville, and for the third year in a row Captive finds itself in the same class as Louisville’s top businesses.

In 2011, Captive Indoor Media’s growth in customer base and lift in revenue can be contributed to a number of factors: new customers switching from legacy systems, a sales strategy focused on customer-based referrals, and the development of long-term, mutually-beneficial customer relationships.

“40% of new customers in 2011 switched from a previous vendor” says Brian Nutt, President/CEO and Founder of Captive Indoor Media. When asked why so many new customers had decided to switch to Captive, Brian replied “I would say this is due to more brand awareness in the financial industry, reliable products and services, a helpful and knowledgeable staff, and mostly to our current customer base.”

Captive Indoor Media gives the most recognition to its customers. “We let our customers do the talking for us” says Cash Rowland, National Sales Manager at Captive Indoor Media. “Most of the deals we won were either because a customer brought them to us or spoke so highly of our products and services.”

Captive Indoor Media employees go to work every day with the same goal in mind: Make every customer a champion. “We work side-by-side with customers daily to develop our offerings and best fit their needs” claims Brian. “We understand that in order to continue to grow year after year, we must keep our customers satisfied, and what better way to do so than through innovative customer collaboration.”