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The Fiscal Cliff?

The Fiscal Cliff?  By Deborah Smarth, NJSBDC chief operating officer-associate state director

Lately, everyone is talking about the ‘Fiscal Cliff!’ What is the fiscal cliff?

Policymakers in the U.S. Congress have lots of decisions to make before or by the end of 2012. Those decisions revolve around whether or not to allow the temporary payroll tax cuts and certain business tax breaks to come to an end or be extended. In addition, the initiation of certain taxes related to the health care reform law will soon take effect. As part of the debt ceiling agreement in 2011, spending cuts will become effective and many government programs including the defense budget and Medicare would be in line for deep, automatic cuts.

Some of the large financial institution chiefs are encouraging Congress to not cause this cliff. Some argue that allowing tax increases and spending cuts will weigh down the economy further and trigger another recession. Others, however, argue that canceling these scheduled tax increases and spending cuts would add to the deficit and debt which is already $16 trillion and ticking, possibly triggering the United States to eventually face a crisis similar in nature to what some of the European countries are currently experiencing.  But, how good is massive debt for the economy and the fiscal stability of individuals and small businesses who contribute to the nation’s wealth?

The non-partisan congressional budget office projects that if the Bush-era tax cuts are extended, but, the automatic spending cuts are cancelled there will be no major economic hit, but, modest growth in the short-term.  But, ‘kicking the can down the road’ may only postpone an imminent disaster, couldn’t it?

What about monetary and fiscal policy and the creation and printing of money by the Federal Reserve? Some economists and lawmakers argue that it is being created out of thin air! As a matter of fact, the US House of Representatives handily passed legislation (HR 459 Paul) to audit the Federal Reserve and require a detailed accounting of its actions to Congress. The measure is co-sponsored by 274 House members and overwhelmingly passed the House of Representatives by a vote of 327-98 in July. Congressmen Rodney Frelinghuysen, Scott Garrett, Leonard Lance, Frank LoBiondo, Jon Runyan and Chris Smith of New Jersey’s congressional delegation were co-sponsors.

So, what is on the horizon? That remains to be seen. Whatever the outcome of the 2012 presidential election, it is clear that tax reform, deficit/debt reduction, and monetary policy are big issues that need public discussion and resolution. If a business spent more than its sales and revenues, it couldn’t get money out of thin air? If it obtained loans that it couldn’t pay back, eventually it would go out of business!

As Thomas Jefferson said: “We must not let our rulers load us with perpetual debt. We must make our election between economy and liberty or profusion and servitude….”


Growing Company Revenue

10 Ways to Grow Your Business.

Looking to take your business to the next level? Then check out these 10 practical ways to expand your business.

By Karen E. Spaeder |   May 11, 2004

When you first started your business, you probably did a lot of research. You may have sought help from advisors; you may have gotten information from books, magazines and other readily available sources. You invested a lot-in terms of money, time and sweat equity-to get your business off the ground. So…now what?

For those of you who have survived startup and built successful businesses, you may be wondering how to take the next step and grow your business beyond its current status. There are numerous possibilities, 10 of which we’ll outline here. Choosing the proper one (or ones) for your business will depend on the type of business you own, your available resources, and how much money, time and sweat equity you’re willing to invest all over again. If you’re ready to grow, we’re ready to help.

1. Open another location. This might not be your best choice for business expansion, but it’s listed first here because that’s what often comes to mind first for so many entrepreneurs considering expansion. “Physical expansion isn’t always the best growth answer without careful research, planning and number-planning,” says small-business speaker, writer and consultant Frances McGuckin , who offers the following tips for anyone considering another location:

  • Make sure you’re maintaining a consistent bottom-line profit and that you’ve shown steady growth over the past few years.
  • Look at the trends, both economic and consumer, for indications on your company’s staying power.
  • Make sure your administrative systems and management team are extraordinary-you’ll need them to get a new location up and running.
  • Prepare a complete business plan for a new location.
  • Determine where and how you’ll obtain financing. (See ” Got Cash? ” for financing tips.)
  • Choose your location based on what’s best for your business, not your wallet.

2. Offer your business as a franchise or business opportunity. Bette Fetter, founder and owner of Young Rembrandts , an Elgin, Illinois-based drawing program for children, waited 10 years to begin franchising her concept in 2001-but for Fetter and her husband, Bill, the timing was perfect. Raising four young children and keeping the business local was enough for the couple until their children grew older and they decided it was time to expand nationally.

“We chose franchising as the vehicle for expansion because we wanted an operating system that would allow ownership on the part of the staff operating Young Rembrandts locations in markets outside our home territory,” says Bette. “When people have a vested interest in their work, they enjoy it more, bring more to the table and are more successful overall. Franchising is a perfect system to accomplish those goals.”

Streamlining their internal systems and marketing in nearby states helped the couple bring in their first few franchisees. With seven units and some time under their belt, they then signed on with two national franchise broker firms. Now with 30 franchisees nationwide, they’re staying true to their vision of steady growth. “Before we began franchising, we were teaching 2,500 children in the Chicago market,” says Bette. “Today we teach more than 9,000 children nationwide, and that number will continue to grow dramatically as we grow our franchise system.”

Bette advises networking within the franchise community-become a member of the International Franchise Association and find a good franchise attorney as well as a mentor who’s been through the franchise process. “You need to be open to growing and expanding your vision,” Bette says, “but at the same time, be a strong leader who knows how to keep the key vision in focus at all times.”

3. License your product. This can be an effective, low-cost growth medium, particularly if you have a service product or branded product, notes Larry Bennett, director of the Larry Friedman International Center for Entrepreneurship at Johnson & Wales University in Providence, Rhode Island. “You can receive upfront monies and royalties from the continued sales or use of your software, name brand, etc.-if it’s successful,” he says. Licensing also minimizes your risk and is low cost in comparison to the price of starting your own company to produce and sell your brand or product.

To find a licensing partner, start by researching companies that provide products or services similar to yours. “[But] before you set up a meeting or contact any company, find a competent attorney who specializes in intellectual property rights,” advises Bennett. “This is the best way to minimize the risk of losing control of your service or product.”

4. Form an alliance. Aligning yourself with a similar type of business can be a powerful way to expand quickly. Last spring, Jim Labadie purchased a CD seminar set from a fellow fitness professional, Ryan Lee, on how to make and sell fitness information products. It was a move that proved lucrative for Labadie, who at the time was running an upscale personal training firm he’d founded in 2001. “What I learned on [Lee's] CDs allowed me to develop my products and form alliances within the industry,” says Labadie, who now teaches business skills to fitness professionals via a series of products he created and sells on his Web site.

Seeing that Labadie had created some well-received products of his own, Lee agreed to promote Labadie’s product to his long contact list of personal trainers. “That resulted in a decent amount of sales,” says Labadie-in fact, he’s increased sales 500 percent since he created and started selling the products in 2001. “Plus, there have been other similar alliances I’ve formed with other trainers and Web sites that sell my products for a commission.”

If the thought of shelling out commissions or any of your own money for the sake of an alliance makes you uncomfortable, Labadie advises looking at the big picture: “If you want to keep all the money to yourself, you’re really shooting yourself in the foot,” says the Tampa, Florida, entrepreneur. “You need to align with other businesses that already have lists of prospective customers. It’s the fastest way to success.”

5. Diversify. Small-business consultant McGuckin offers several ideas for diversifying your product or service line:

  • Sell complementary products or services
  • Teach adult education or other types of classes
  • Import or export yours or others’ products
  • Become a paid speaker or columnist

“Diversifying is an excellent growth strategy, as it allows you to have multiple streams of income that can often fill seasonal voids and, of course, increase sales and profit margins,” says McGuckin, who diversified from an accounting, tax and consulting business to speaking, writing and publishing.

Diversifying was always in the works for Darien, Connecticut, entrepreneurs Rebecca Cutler and Jennifer Krane, creators of the “raising a racquet” line of maternity tenniswear, launched in 2002. “We had always planned to expand into other ‘thematic’ kits, consistent with our philosophies of versatility, style, health and fun,” says Cutler. “Once we’d begun to establish a loyal wholesale customer base and achieve some retail brand recognition, we then broadened our product base with two line extensions, ‘raising a racquet golf’ and ‘raising a racquet yoga.’”

Rolling out the new lines last year allowed the partners’ current retail outlets to carry more of their inventory. “It also broadened our target audience and increased our presence in the marketplace, giving us the credibility to approach much larger retailers,” notes Cutler, who expects to double their 2003 sales this year and further diversify the company’s product lines. “As proof, we’ve recently been selected by Bloomingdale’s, A Pea in the Pod and Mimi Maternity.”

6. Target other markets. Your current market is serving you well. Are there others? You bet. “My other markets are what make money for me,” says McGuckin. Electronic and foreign rights, entrepreneurship programs, speaking events and software offerings produce multiple revenue streams for McGuckin, from multiple markets.

“If your consumer market ranges from teenagers to college students, think about where these people spend most of their time,” says McGuckin. “Could you introduce your business to schools, clubs or colleges? You could offer discounts to special-interest clubs or donate part of [your profits] to schools and associations.”

Baby boomers, elderly folks, teens, tweens…let your imagination take you where you need to be. Then take your product to the markets that need it.

7. Win a government contract. “The best way for a small business to grow is to have the federal government as a customer,” wrote Rep. Nydia M. Velazquez, ranking Democratic member of the House Small Business Committee, in August 2003. (Click here to read that article.) “The U.S. government is the largest buyer of goods and services in the world, with total procurement dollars reaching approximately $235 billion in 2002 alone.”

Working with your local SBA and SBDC offices as well as the Service Corps of Retired Executives and your local, regional or state Economic Development Agency will help you determine the types of contracts available to you. The U.S. Chamber of Commerce and the SBA also have a Business Matchmaking Program designed to match entrepreneurs with buyers. “A fair amount of patience is required in working to secure most government contracts,” says Johnson & Wales University’s Bennett. “Requests for proposals usually require a significant amount of groundwork and research. If you’re not prepared to take the time to fully comply with RFP terms and conditions, you’ll only be wasting your time.”

This might sound like a lot of work, but it could be worth it: “The good part about winning government contracts,” says Bennett, “is that once you’ve jumped through the hoops and win a bid, you’re generally not subject to the level of external competition of the outside marketplaces.”

8. Merge with or acquire another business. In 1996, when Mark Fasciano founded FatWire , a Mineola, New York, content management software company, he certainly couldn’t have predicted what would happen a few years later. Just as FatWire was gaining market momentum, the tech downturn hit hard. “We were unable to generate the growth needed to maximize the strategic partnerships we’d established with key industry players,” Fasciano says. “During this tech ‘winter,’ we concentrated on survival and servicing our clients, while searching for an opportunity to jump-start the company’s growth. That growth opportunity came last year at the expense of one of our competitors.”

Scooping up the bankrupt company, divine Inc., from the auction block was the easy part; then came the integration of the two companies. “The process was intense and exhausting,” says Fasciano, who notes four keys to their success:

  • Customer retention. “I personally spoke with 150 customers within the first few weeks of consummating the deal, and I met with 45 clients around the globe in the first six months,” notes Fasciano. They’ve retained 95 percent of the divine Inc. customer base.
  • Staff retention. Fasciano rehired the best and brightest of divine’s staff.
  • Melding technologies. “One of the reasons I was so confident about this acquisition was the two product architectures were very similar,” says Fasciano. This allowed for a smooth integration of the two technologies.
  • Focus. “Maybe the biggest reason this acquisition has worked so well is the focus that FatWire has brought to a neglected product,” says Fasciano.

FatWire’s acquisition of divine in 2003 grew its customer base from 50 to 400, and the company grew 150 percent, from $6 million to $15 million. Fasciano expects no less than $25 million in sales this year.

9. Expand globally. Not only did FatWire grow in terms of customers and sales, it also experienced global growth simply as a result of integrating the best of the divine and FatWire technologies. “FatWire finally has international reach-we’ve established new offices in the United Kingdom, France, Italy, Spain, Holland, Germany, China, Japan and Singapore,” says Fasciano. This increased market share is what will allow FatWire to realize sustained growth.

But you don’t need to acquire another business to expand globally. You just need to prime your offering for an international market the way FatWire was primed following the integration of its technologies with divine’s.

You’ll also need a foreign distributor who’ll carry an inventory of your product and resell it in their domestic markets. You can locate foreign distributors by scouring your city or state for a foreign company with a U.S. representative. Trade groups, foreign chambers of commerce in the United States, and branches of American chambers of commerce in foreign countries are also good places to find distributors you can work with.

10. Expand to the Internet. “Bill Gates said that by the end of 2002, there will be only two kinds of businesses: those with an Internet presence, and those with no business at all,” notes Sally Falkow a Pasadena, California, Web content strategist. “Perhaps this is overstating the case, but an effective Web site is becoming an integral part of business today.”

Landing your Web site in search engine results is key-more than 80 percent of traffic comes via search engines, according to Falkow. “As there are now more than 4 billion Web pages and traffic on the Internet doubles every 100 days, making your Web site visible is vital,” she says. “You need every weapon you can get.”

Design and programming are also important, but it’s your content that will draw a visitor into your site and get them to stay. Says Falkow, “Putting together a content strategy based on user behavior, measuring and tracking visitor click streams, and writing the content based on researched keywords will get you excellent search results and meet the needs of your visitors.”

Got Cash?

Need financing to assist with your growth strategy? Chris Lehnes, vice president of business development with CIT Small Business Lending, a provider of SBA loans, advises the following:

1. Visit the SBA online. There are many useful small-business tools there as well as information on local SBA contacts. Your local SBA office can provide you with a list of lenders that provide financing to small businesses.

2. Be prepared. Any lender you work with will want to be confident in your ability to manage your own expansion. Think of what your lender might ask so you’re prepared for those tough questions.

3. Be willing to put up some of your own money. Lenders will expect you to pledge personal assets and to contribute some of your own cash to your expansion. That may mean splitting the costs with the lender and taking out a second or third mortgage on your home.

Karen E. Spaeder is a freelance business writer in Southern California.


Playing it safe… Backup, backup, backup!

With years of being in the Information Technology industry, many people approach me with questions regarding their computers and the data stored on them. The most critical question that people have addressed me on is their BACKUP. Too many times, they tell me that they have lost data due to carelessness, power surges & drops, hardware failures, or system halts.

First of all, you should recognize the fact that you only need a backup if you do not wish to research, retype, and recheck all of the information that you have stored on your computer or network. The data that you store on your computer is recorded on a hard drive. The hard drive is comprised of disk platters coated with a metal oxide. This coating allows the disk to retain a magnetic charge which, in fact, represents your data. The disks that hold the data are written to using heads that float on armatures which record the information onto the platters as they spin at speeds around 7,200 rpm (revolutions per minute). The main point to understand from this summary is that we’re talking about a precise method to record your data.

When you buy a hard drive, you may notice that it is rated with a Mean Time Between Failure (MTBF) number. This number represents how many hours the drive may be expected to function properly, most of these numbers are over 100,000 hours. (Note: There are 8,760 hours in a YEAR; this number represents over 11 years of CONSTANTLY being ON (without regard to power management features).) If you get more hours than the rating, you should consider yourself lucky. However, this is a MEAN which indicates you will have those which perform for less time than the MTBF too! That is why you need to consider a backup method. A backup system can be implemented using tools that you already may have handy: a floppy disk, a CD-R writing device, a tape drive or a ZIP Drive®. If your only option is a floppy drive, then you need to consider what you need to back up. If it is substantial, you may need to consider purchasing an alternative that offers greater storage capacity.

Sample capacities are as follows:
Device Capacity*
Floppy Drive 1.44 MB
Internal/external tape drive Varies from 100MB or greater
Iomega ZIP Drive® 100MB or 250 MB
CD-R/CD-RW 674MB/700MB
Iomega JAZ Drive® 1GB or 2GB
DVD-R/RW (Read/Read Write) 4.7GB – 9.4GB
Online Storage Varies upon contract**
* These numbers are generalizations, capacities will vary by device.
** This option is only viable with a high speed connection, prices may vary.

Most DOS and Windows-based operating systems come equipped with a simple backup utility. If you have purchased a backup/storage device other than a floppy drive, then it may come with its own proprietary utility designed to exploit its use within a backup system. If you find that your available backup systems do not offer you enough features, then there are additional backup software applications which may be purchased from Veritas, Computer Associates, Symantec, and other vendors. For network-based solutions (client/server environments), the list is more substantial.

Some backup systems may use terms which are unclear to the general user. The two obvious terms are BACKUP and RESTORE. There are, however, three terms which are critical to understanding how your backup will work:

FULL (Normal) A backup where ALL files are backed up. All archive bits have been reset upon completion
INCREMENTAL A backup where ONLY CHANGED and NEW files are backed up.All archive bits have been reset upon completion.
DIFFERENTIAL A backup where ALL CHANGED files are backed up.No archive bits are reset upon completion.

The way it works…

When a file is created, it is marked to indicate that it needs to be backed up. The operating system does this with an attribute of the file called the ARCHIVE attribute. In the case of a new or modified file, the attribute is turned ON to indicate to the computer that the file needs to be backed up (Archived).

The FULL backup (also called a NORMAL backup) allows the user to make a copy of ALL of the files in the Backup Selection. This method is typically the slowest because it takes the “whole selection” into the backup. Once the file is backed up, the system turns off the Archive attribute. This indicates that the file has been backed up (archived). Files that had their bit initially set with OFF (indicating a previous backup was made) are backed up, too.

Analogy: Every piece of paper in the “A Originals” filing cabinet is photocopied and marked with the copy date. No piece of paper is overlooked. The copies of all papers in the “A Originals” filing cabinet are then stored in the “A FULL copies” filing cabinet.

The Incremental backup only backs up the files that were created or edited since the last FULL/Incremental backup or those that were never backed up–ARCHIVE attribute is ON. Once the file is backed up, the system turns the ARCHIVE bit to OFF. This indicates that the file has been backed up (archived).

Analogy: Only the papers CREATED or EDITED AFTER the Full Backup copy date are copied and marked with the copy date. No other originals are copied. The copies are then stored in the “A Incremental copies” filing cabinet.

The Differential backup only backs up the files that were created or edited since the last FULL/Incremental backup or those that were never backed up–ARCHIVE attribute is ON. Once the file is backed up, the system does NOT do anything to mark the file as backed up.

Analogy: Only the papers CREATED or EDITED AFTER the Full Backup copy date are copied, but NOT marked with the copy date. No other originals are copied. The copies are then stored in the “A Differential copies” filing cabinet.

Why would one choose one method over another? Speed, history and reliability.

If a Full backup is made every day, the time that it would take to backup the important files would grow each day. As you save and create files on your computer, more files would need to be backed up. As a result, the backup would grow increasingly longer. After a while, knowing that the task would last X many hours, you may become so discouraged by the time involved that the backup would soon be perceived as a waste of time.

However, if a FULL backup is made WEEKLY and an INCREMENTAL is made DAILY, then a backup would only take a long time ONCE in a while (when doing the FULL backup) and the daily backup could be completed quickly. Remember, only the files that are new or have changed will be backed up by the incremental backup. If a restore were needed, the full backup would be restored, then the daily incrementals would be restored from the time of the FULL backup through to the date of the file needed.

If a FULL backup is made WEEKLY and a DIFFERENTIAL is made DAILY, then a restore would be performed by restoring the full backup and restoring the last differential backup. The drawback to a differential backup is the time that it takes to perform on a daily basis. The time lost in the backup, however, is readily recovered by the shorter restoration speed.

Each user or business has their own needs to address when creating and maintaining a backup system. There are many schemes for retaining the backup, (e.g., Grandfather, Father, Son:daily, weekly & monthly) by which copies are moved off-site or retired. Whenever working with a backup, it’s important to remember‚Äîconsistency is the key. Do your backups regularly and do not vary, you will find recovery is far less painful than rekeying in all of the data that has been lost.

If you have a question or would like to have a concept explained, please feel free to send an email to support@tech4now.com. If you feel you have an urgent issue that needs immediate attention, you may indicate that in your email or call us at (201) 797-5050 for service.

By Fred W. Holzsager of Holzsager Technology Services, info@tech4now.com,http://www.tech4now.com


From Your Friends on the Internet, It’s a Virus

During my years as an IT professional and experience as a computer and network troubleshooter, I’ve seen this scenario time and time again: You’re all set. You’ve just upgraded your internet connection to DSL; your computer has the latest processor and a huge hard drive; everything on your system is fully configured and customized. So WHY doesn’t your computer seem to perform very well? Hmm, maybe it’s infected.Computer viruses have been around for well over a decade. Remember the Michaelangelo virus? It “detonated” on March 6th, 1992 reeking havoc on all PCs that bore its signature. Nowadays, of course, we have even more tenacious viruses that can read your e-mail address book, send themselves to everyone on the list and lay “dormant” while repeating the process on other machines, awaiting the right moment to strike.

Scared? Concerned?

You shouldn’t be scared, but you ought to be concerned. Virus attacks have become a major expense for the corporate world. Back in the year 1993, the cost of viruses (protection, cleaning, lost data, time and materials) was over $1 billion in lost profits (remember, that’s pre-Enron and Tyco “creative” accounting issues). It was noted by the National Computer Security Association in 1991, that over 50% of corporation in North America with over 400 computers reported virus attacks within their computer systems. In today’s world, the numbers are probably even higher!!!

So, what can you do to protect yourself? One method used by the U.S. government for high security is a computer separate from all networks. Will this work for you? It might, but not if you want to use the Internet or connect to other computers on a network. Fortunately, some resourceful companies now offer commercial protection from viruses. Here is a partial list in alphabetical order:

The way these companies earn their keep is not only by devising software that can identify a virus, but by maintaining a current list of virus signatures available online or via CD for the end user to download and update to their program.

To simplify the antivirus program, imagine that it has three parts:

1. The Antivirus program
2. The virus definitions
3. The memory resident program which constantly defends your computer

When you install an antivirus program on your computer, you install it through the program itself. The program is dependent upon the virus signatures to identify and quarantine or delete the files corrupted with the viruses. The AV programs now carry the capability to identify even polymorphous viruses (those that change their appearance and “evolve”). Once the computers storage has been scanned and cleaned, the computer is rebooted (restarted) to enable the memory resident component of the antivirus program to protect the computer in an ongoing basis.

Who needs an antivirus program? Most people could genuinely benefit from the protection of an antivirus program. They are relatively low priced (up to $69), typically have promotions and rebates and are truly a worthwhile investment, particularly if you “surf the ‘Net” (renewals are substantially cheaper). If you want to see an update on the latest and greatest viruses around, visit The Symantec Antivirus Research Center. There you will see a listing of why you need protection. Whether you buy into conspiracy theories or not, it’s a good idea to use one of these programs.

If you have a question or would like to have a concept explained, please feel free to send an email to support@tech4now.com. If you feel you have an urgent issue that needs immediate attention, you may indicate that in your email or call us at (201) 797-5050 for service.

By Fred W. Holzsager of Holzsager Technology Services, info@tech4now.com,http://www.tech4now.com


Covering Legal Bases Before Startup

When the lure of the unlimited business potential of the Internet beckons, consider covered a few legal bases to safeguard yourself from a cease and desist order, costly litigation and damages. Understanding the legal aspects of doing business on the Internet will help you steer clear of the Internet police and $600-per-hour Internet lawyers.

First off, be certain your company own the trademark for the domain name you are registering. Safeguarding intellectual property such as brand names, trademarks and domain names is an important part of doing business successfully.

As the technology advances, legal issues shift and change.

The ability to replicate digital media exactly has created an uproar in the music industry as web savvy rock and rollers trade, collect and sample copyrighted materials with widely distributed MP3 technology. The technology is still considered legal, even if its primary function may not be.

It’s been a quiet launch, but 64 character domain names are now available so the scarcity of ?dom.com?s? is temporarily over. If you have been waiting patiently to register http://www.my-company-has-the-best-selection-of-xerox-copiers.com you can technically do so. However the fine folks at Xerox may not appreciate your testament to their brand name and will certainly issue a ?cease and desist? with good legal standing.

Before you visit http://www.networksolutions.com to register a domain name, talk to TESS, the U.S. Trademark Electronic Search System database online at the U.S. Patent and Trademark Office (http://www.utpto.gov) to make sure no one owns trademarks that conflict with domain that you want.

Once a domain has been established, carefully review the terms of any contract with web site hosting and design companies. Make sure you are hiring someone to produce your company?s web site as a ?work for hire? (make sure to get that specific language) or they could end up the legal owner of the content for the web site.

Also look out for contract language that grants ?residual clauses? to the web design or hosting company. This means they could own the intellectual property that went into the creation of your web site. This could be a complex relational database or a simple design. But you want to own the work and the ideas you paid to have created.

And if your company?s technology is a bleeding edge work beckoning outrageous venture capital investment, go back to http://www.uspto.gov and apply immediately for a provisional patent. This will run you a fraction of the cost of a full patent in attorney fees and protect your intellectual property for a year—well enough time to woo potential investors.

Once the domain, intellectual property and contract hurdles have been cleared, remember that web users are concerned with privacy issues. Ironically, your best defense against violating web site visitors? right to privacy is to not make any promises that you will protect their privacy. The golden rule of steering clear of violating Internet users privacy concerns is to adhere to any policy posted on your web site, according to attorney Jonathan Bick, a partner of Greenberg Traurig (http://www.gtlaw.com) and law professor at Rutgers and Pace Universities.

If you are collecting data, state clearly and simply what that data will and won?t be used for. Then stick to your policy. If you promise not to bug, pester, contact, phone, fax, spam or show up on the doorstep of your web site users, you better stick to your written word.

Internet advertiser and marketer Double-Click (http://www.doubleclick.com ) didn?t. Consequently, they were cited for violation of consumer protection regulations and the company received bad publicity. Double-Click sold customer data after specifically promising not to do so. Unless you believe that no publicity is bad publicity, adopt a written privacy policy, post it to allay concerns and stick to it.

Collecting data from minors can also be problematic under new regulations handed down by the Federal Trade Commission (http://www.ftc.gov ). The Children?s Online Privacy Protection Act of 1998 (COPPA) mandates that web sites that collect information (including e-mail address, home address, social security number, and more) from children under the age of 13, have express written permission from their parents.

However, a loophole in COPPA leaves an open door wide enough to drive a truckload of Pokemon (http://www.pokemon.com) paraphernalia through. Members of trade associations can set standard practices for their industry. So if you?re marketing to children and want to build an e-mail list, convince industry peer companies that there?s a less restrictive manner of protecting children than receiving a signed fax from their folks.

By applying foresight to dealing with legal issues in advance, companies can save lots of time and big money later.

The evolution of the Internet as a place to do business is creating the necessity to clarify the law in areas of copyright, intellectual property ownership, patents and jurisdiction. Focus on building a good business that would be legal in the ?brick and mortar? world and it should translate into legal Internet business as well.
Nat Bender
Director, E-Business Services


Trademarks

Links, Metatags, Framing, Streaming ContentThe Power of Convergence Technology Creates Fertile Ground for Trade Mark Infringement Claims.

The Internet has taken on the imprimatur of a new frontier. The technology for copying and linking paths of communication, be it by audio, video, or text are developing faster than the legal system can create means of enforcing commercial rights and preventing criminal behavior. One of the areas that has caused web masters and content providers significant grief is the unauthorized use of trademarked material. Indeed it is common practice for web sites to engage in “framing” proprietary text, video or audio with an infringers banners, or infringing on a trade mark through linking, or use of trade marks and/or names in meta-text, hot links or domain names. This practice has forced content providers and owners of intellectual property to prowl the net for infringers and take swift legal action to protect their valuable assets. This article highlights the current areas of “contention” in an effort to provide content providers and web designers with a preliminary road map for avoiding disputes related to site development and links.

Nominative Fair UseLinking, Framing, Hot Links and Hypertext

The law regarding use of trade names in Internet sites, embedded text and within the actual text of websites as descriptive material or metatags (so called connectors) is evolving. Even in the area of more conventional applications of trade mark law such as print, radio and televised media, each jurisdiction has adopted a slightly different set of factors for determining whether infringement has occurred.

Fair Use/Likelihood of Confusion Tests Defined

The two tests routinely applied by Courts to determine whether infringement has occurred are (1) the fair use defense, and (2) the likelihood of confusion test. A minority of Circuits has carved out an exception to trademark infringement referred to as “descriptive”,”narrative” or “nominative” fair use of a mark.

In the case of New Kids on the Block v. News America Publishing, Inc., the Ninth Circuit court held that it was not trademark infringement for two newspapers to run surveys concerning the popularity of the band, “New Kids on the Block” even though New Kids on the Block had its own hot line and fan club. The Court observed that “narrative use of a markwhere the only word reasonably available to describe a particular thing is pressed into servicelies outside the strictures of trademark law.” Id. at 308. The Court was also persuaded by fact that the newspapers (i) regularly conduct polls and therefore do not target only one rock group, (ii) do not use the groups logo, and (iii) do not suggest any level of sponsorship in their written materials.

The Ninth Circuit in New Kids opted for a fair use analysis rather than a likelihood of confusion test because the use of the trademark did not attempt to capitalize on consumer confusion or appropriate the cachet of one product for a different one. Instead minimal use of a mark was made of the only word reasonably available to describe a particular thing.

The following three-part test was adopted by the New Kids Court for determining whether an improper “commercial use” had been made of a trademark.

First, the product or service in question must be one not readily identifiable without use of the trademark.

Second, only so much of the mark or marks may be used as is reasonably necessary to identify the product or service; and

Third, the use must do nothing that would, in conjunction with the mark, suggest sponsorship or endorsement by the trademark holder.

In the case of Mattel, Inc. v. MCA Records, the District Court utilized the above-described three part test concerning nominative fair use articulated by the New Kids Court to find that the defendants could not effectively parody the “Barbie” doll without mentioning her by name. The Court observed that the song was a parody because it “critiques” the image the doll has acquired in some quarters. The Court found it significant that the album identifies on the CD case that “the song is a social comment and was not created or approved by the makers of the doll,” even though the warning does not appear on all versions of the CD single. The Court also observed that the defendants took other actions to avoid confusion. For example, the producer established a marketing plan to avoid any direct connection with the doll by avoiding use of the doll or persons with its image.

As an alternative holding, the Mattel Court applied the Ninth Circuits version of the likelihood of confusion test. The factors applied by the 9th Circuit are: (1) the strength of the mark; (2) proximity of the goods; (3) similarity of the marks; (4) evidence of actual confusion; (5) marketing channels used; (6) type of goods and the degree of care likely to be exercised by the purchaser; (7) defendants intent in selecting the mark; (8) likelihood of expansion of the product lines. In the Mattel case, the Court found that after applying these factors, no likelihood of confusion existed.

The Fair Use Defense May Authorize Limited Disclosed Linking, Framing and Descriptive Use of Marks

Although a minority of jurisdictions have adopted the fair use defense in conventional trademark claims, the defense is readily adaptable to and is gaining recognition in Internet related cases. Accordingly, a Court in a Circuit which recognizes the “fair use defense” would probably apply this defense to determine whether the alleged infringer made narrative or nominative use of a trade name within a website, as a metatag or as part of a primary or secondary tier domain name. Thus, for example the fair use defense may be used to justify listing helpful sites, which the viewer may wish to visit, provided that the link shows the distinction between the two sites. This is often accomplished by having the viewer click on a full address as opposed to having the viewer “hot link” on a key word. The fair use test is, however, fact intensive and as set forth in the cases outlined below, the results will vary based upon the fact pattern presented to the Court. The better practice, in light of recent precedent, is to seek prior written permission to link between the site or to frame copy of the other site, even where the web master attributes ownership of the text or mark to the original author.

For example, in Radio Channel Networks, Inc. v. Broadcast.com, Inc., a New York District Court applied the Second Circuits version of the “fair use” defense to Plaintiffs claim that Defendants use of the word “radio channel” in its website to designate segments or subsections of the site infringed upon its trademark. Plaintiff claims that the subtitle “Radio Channel” infringes on its use of its corporate name, the Radio Channel. Interestingly, Plaintiff was unable to obtain a trademark for this name because it was too common a meaning. The Court in finding fair use looked to (1) the descriptive nature of the use; and (2) the users good faith. The Court found that the use of the word “channel” to designate subparts of the Broadcast.com site was a commonly used term in the industry. The Court found that this combination of words was used in a descriptive manner and that Broadcast.com did not intend to infringe on Plaintiffs use of the designation to attract Radio Channel customers to its site. In making its ruling the Court observed that,

“Granting too much credit to the associative possibilities of the Internet would present an intractable problem for trademark law, however. Notwithstanding the fact that any word can be keyed into a search engine to locate a website, the operator of a website surely should not be held responsible for having used every word on its page in a source-identifying manner. The intent of the alleged infringer, and not he associations actually formed by the consuming public, must remain the touchstone for evaluating whether words have been used in god faith in their descriptive sense.”

Utilizing this rationale, the Court determined that it was sufficient for the purposes of the fair use defense for Defendant to demonstrate that it used its logo and company trade name on the same page as the words, “Radio Channel”, thereby distinguishing itself from Plaintiff..

In the case of Jews for Jesus v. Brodsky, the Court utilized a “nominative fair use test” to find that a preliminary injunction should issue in favor of the plaintiff, Jews for Jesus organization. The Court held that plaintiff, Jews for Jesus would likely prevail against defendant who used the mark “jewsforjesus.com” as its domain name. In that case the infringer used the site “jewsforjesus.com” to present negative commentary concerning the Jews for Jesus organization. The defendant site was linked to a for profit commercial site selling judacia and educational materials. In granting an injunction in favor of the plaintiff, the District Court observed that injunctions routinely issue for use of the same or misleadingly similar domain names on both a primary and secondary tier level.

Using Trademarks or Trade Names in Embedded Text Constitutes Infringement

Several complaints have been filed alleging that embedding a trademark or trade name in httml code and thereby covertly directing users to a site constitutes infringement of the mark.

In Playboy Enterprises, Inc. v. Calvin Designer Label, the District Court entered an order which demonstrates the willingness of at least one District Court to restrain the use of competing trade names in any manner of indexing. The Order provides, in relevant part that:

“using in any manner the PLAYMATE or PLAYBOY trademarks, and any other terms or terms likely to cause confusion there with including PLAYMATELIVE or playboyxxx.com or playmatelive.com, as Defendants domain name, directory name or other such computer address, as the name of defendants Web site service, in buried code or metatags on their home page or Web pages, or in connection with the retrieval of data or information or on other goods or services, or in connection with the advertising or promotion of their goods, services or websites.”

* * * *

“disseminating, using or distributing any Web site pages, advertising or Internet code words or titles, or any other promotional materials whose appearance so resembles the Web site pages or trademarks used by PEI, so as to create a likelihood of confusion, mistake or deception”

In the case of Playboy Enterprises, Inc. v. Asiafocus, Intl., a magistrate issued a report and recommendation stating that the use of (1) the domain name “ASIAPLAYMATE.com”, (2) embedded text containing the words “playboy” and “playmate” and (3) the slogan “for the Playboy in all of us” was likely to cause confusion and divert Internet consumers from sites sponsored by the

trademark owner, Playboy Enterprises, Inc. The magistrate also opined that Defendants were liable for dilution of the mark. The elements of the dilution test focused on by the magistrate included the potential that use of the mark would prevent consumers from distinguishing between the goods and services of the parties and/or will damage plaintiffs good will.

The general trend is to enjoin overt copying of marks in domain names, website addresses, indexes, metatags and banners. Nonetheless, analysis of recent cases demonstrates that in each case Courts will undertake a factual analysis concerning the narrative use of the mark, the likelihood of confusion, and potential application of other defenses such as First Amendment and satire or parody. Importantly, the results concerning infringement claims (even the same claim) will also vary by jurisdiction because not all Circuits have adopted the same elements of the “fair use defense” or likelihood of confusion tests.

Disclaimers May Not Be Enough to Avoid Liability, Particularly If the Likelihood of Confusion Standard is Applied

Some web masters believe that it is appropriate to use the copy of another site, link to another site using “hot links” or embedded text or use a trade mark that they do not own as long as they provide a disclaimer within the site. Recent case law demonstrates that this is probably not sufficient to avoid litigation, particularly where the viewer sees the other partys proprietary mark before they get to the disclaimer. A few examples may be helpful.

In Jews for Jesus v. Brodsky, the Court observed that similarity between the owners and alleged infringers domain name and home page was one of the most relevant factors in determining the likelihood of confusion. The Court further observed that, “considering the vastness of the Internet and its relatively recent availability to the general public, many Internet users are not sophisticated enough to distinguish between the subtle difference in the domain names of the parties.” Id. at 303. The Court further observed that defendants could not cure its deceptive use of plaintiffs mark through use of a disclaimer. The rationale utilized by the Court was that: (1) the domain name and homepage were reached before the content could be read, and (2) the content of the site is not completely different from the content of sites offered by the trademark owner.

Similarly, in the case of Planned Parenthood v. Bucci, the District Court held that use of the plannedparenthood.com domain name and the load line “welcome to planned Parenthood Home Page” on an anti-abortion site created a likelihood of confusion between the marks. In that case, the Court enjoined use of the Planned Parenthood mark in the domain name and in defendants web site, home page, or in any other materials available on the Internet. This broad injunction was upheld on appeal to the Second Circuit. The Court also observed that due to the confusing similarity of the domain names and “due to the nature of Internet use, defendants appropriation of plaintiffs marks as a domain name and homepage address cannot adequately be remedied by a disclaimer.”

Only Use Anothers Trademark if it Describes Your Company and Use it at Your Peril

The sheer number of injunctions granted for alleged infringement of “top-level” and “second tier” domain names demonstrates that the owner of a mark may enjoin unauthorized use of marks as a domain name, embedded text or banner. The only exception to this trend that we have found is where the domain name or metatags are descriptive of the user; or are necessary by way of engaging in protected speech.

For example, in the case of Playboy Enterprises, Inc. v. Terri Welles, the District court authorized Terri Welles, a former Playboy playmate, to continue to (1) use the term Playmate of the Year in the title of her homepage and the link page, (2) use the term PMOY 81 designation, and (3) use the term Playboy and Playmate in meta tagging (coding) of the site. The Court found that Ms. Welles designations constituted a fair use of the Playboy, Playmate and PMOY marks because use of the marks described her persona, and because she did not attempt to trick consumers into thinking that this was a Playboy authorized site. In fact she used different font, did not use the Playboy bunny logo, used a disclaimer, and did not use the terms Playboy or Playmate in her domain name.

Another case, Ballys Total Fitness Holding Corp. v. Faber, demonstrates that a web designer can (1) use trademarked within links he created to demonstrate his or her skills as a designer of that website, and (2) use of work to comment upon a product or service without creating confusion in the mind of consumers. In Ballys the Court found that use of the tag “Ballys sucks” as a domain name and link was a fair use of the Ballys trade mark because the term “Ballys sucks” was used to designate a site containing consumer commentary on the quality of the Ballys establishment, which was protected speech. The Court also held that the web designer further insulated himself from liability by using a disclaimer, stating that his site was not authorized by Ballys. Based upon these actions, the Court determined that no reasonable consumer comparing the Ballys official site with this one, could be mislead. The Court also rejected Ballys argument that listing the “Ballys sucks” within a list of links to other sites, including pornographic sites, tarnished Ballys image. In rejecting this claim the Court declined to restrict linking to those who receive permission only after reviewing the creative elements of other linked sites, observing that,

“Looking beyond the “Ballys sucks” site to other sites within the domain or to other linked sites would, to an extent, include the Internet in its entirety. The essence of the Internet is that sites are connected to facilitate access to information. Including linked sites as grounds for finding commercial use or dilution would extend the statute far beyond its intended purpose of protecting trademark owners from use that have the effect of “lessening… the capacity of a famous mark to identify and distinguish goods and services”.

How to Avoid Trademark Litigation Over Linking.

Counsel should be consulted before launching text over the internet because our technological capabilities to make unauthorized copies and direct the path of users surfing the net exceed the right to use marks and content permitted under trade mark and copyright law. Counsel should review the text, the intended path of the html code, market plans and proposed “framed” text. To avoid exposure, the web master should obtain permission for all copying and links. The web master and Counsel should develop and monitor “take down” procedures whereby the company may be informed of infringement claims and allegedly infringing content may be evaluated and if appropriate, removed from the site.

Many organizations have considered the linking issue and have developed policies concerning linking. These policies are often posted on the company website or available through the web master. Concessions or agreements which may be demanded as a condition to granting permission to link, include the following requirements:

1.The Linked site must use a specific form of the logo, mark or go to call (html code) which may be downloaded or otherwise provided by the owner of the mark.

2.The mark may only be used for the purposes of making an active link.

3.The use of the mark must be accompanied by a disclaimer language indicating that use of the mark as a link is not an endorsement of the linked site.

4.An agreement that the disclaimer will not be removed from the site.

5.The site name and marks must appear on the same page and as prominently as the linked mark.

6.The linked mark cannot be displayed in a manner that implies sponsorship, endorsement or license.

7.The mark can not be altered in any manner.

8.The mark may not be used on any site that disparages the owner of the mark or its products.

9.Acknowledgment that the policies do not grant a license or any other right in the mark; and the owner reserves the right in its sole discretion to terminate or modify permission to link at any time.

10.The owner reserves the right to take action against any use that does not conform to company policies, infringes on any intellectual property right, or violates any law.

11.The owner disclaims liability for any warranties that may be express or implied by law regarding the mark, including warranties against infringement.

In order to protect both the company seeking to link and the intended link, permission should always be in writing, signed by a party with authority to bind the company. Permission should be broad enough to include use of the mark on modified versions of both sites without prior consent of the linked party. Use of the link should be authorized regardless of the server, ISP or other host used by the linking party. The linked party shall not have the right to dictate content of the site or otherwise prevent linking because of the content of other sites contained on any list of links within the site, provided that those links are not maintained by the party seeking permission to link.

If permission is not obtained and linking text or use of a mark is considered a fair use or other non-infringing use (such as parody), a disclaimer, distinguishing the site from the trademark owners is necessary as indicia demonstrating a good faith attempt to avoid confusion. A market plan, such as the one identified in the New Kids case would also be helpful in proving that a concerted effort was made to avoid confusion and/or trading off of the name or product of another.


As E-Commerce Heats Up So Do The Lawsuits

By Marge Chertok.

A few short years ago the Internet (the “Net” or “Web”) was viewed with as much enthusiasm as HAM radios and walkie talkies. It was the means of communication used by professor and military types who saw it as a means of communicating in the event of a natural disaster. The “inventors” of the Web viewed the Web as a computerized version of a ham radio, not the pervasive vehicle for advertising, commerce, communication and data transfer that it has become. A truism that applies to the Web and life in general is the saying no good deed goes unpunished. Along with the great good provided by the Web is the proliferation of fraudulent schemes, violations of privacy and contract disputes all arising with greater frequency because computer technology has made the world a much smaller place.

A number of private organizations such as the Online Industry Alliance and the Trust E have been formed to develop protocols for commerce on the net. These organizations register domain names, attempt to create mechanisms for resolving disputes and attempt to address privacy concerns. These organizations are funded in large part by major media, computer and retail enterprises who have a significant vested monetary interest in making sure that commerce of the Web is viewed as safe, inexpensive and preferable to other sales mechanisms. These organizations are further motivated by European and U.S. agencies who have threatened to shut down or sanction providers and website sponsors who violate the privacy and other natural rights of users.(1) Unfortunately, few governments have developed a comprehensive legislative and/or judicial frame work for handling internet-related commercial disputes. In order to foster true commerce on the Web, companies and governments have to convince consumers of four (4) issues: (1) the reliability of the media for data transmissions, (2) security of data and financial information within the context of the business agreement, (3) privacy of the transaction from use or abuse by third parties, and importantly, (4) the existence of a fair economical method of enforcing violations of the aforementioned three (3) elements.

At the present time commerce on the Internet is “protected” through a series of contractual agreements between users, vendors, on line service providers and others. This article examines the terms of so called “privacy” and “subscriber agreements” and their value in promoting on line commerce.

Contracts as a Means of Policing the Web

You can’t view certain websites or order goods over the Internet without entering into an online agreement. Most of these contracts are “accepted” by clicking on a box. These “contracts” cannot be negotiated. Rather, the alternative to unconditional acceptance is ending the session.

One of the most common contracts is the privacy disclaimer box which appears each time you sign onto the Web, use an online research package or buy goods. A usual version of this privacy disclaimer reads:

“Any information you submit is insecure and could be observed by a third party in transit. If you are submitting passwords, credit card numbers or other information you would like to keep private it would be safer for you to cancel this transmission.”

Unfortunately, if you cancel, you can’t use the Web. So what is the reality of this consent? Most users click the box and go forward. Does this mean that you have assumed the risk of improper data interception and use? The answer is probably yes. And, even if you have not, your damages are probably limited to the costs of the transmission. For example, in the telegram cases of “yesteryear,” damages are limited to the cost of the telegram. What’s the cost of an e-mail?

Each website also has a “terms of use” or “subscriber” agreement which is sometimes accepted by a mouse click. More often the subscriber agreement is accepted by merely viewing the site. Use of the service is considered acceptance of rules which can change at each login even though few users read the experiment once, let alone each time they log in. The typical items covered in a subscriber agreement are:

  • Protection of the vendor’s copyright, trademark, service marks
  • Prohibition of copying of posted material or reproductary materials for commercial purposes
  • Prohibition of posting of libelous, defamatory and/or pornographic material
  • Reservation of right to review content and delete offensive material
  • Waiver of editorial and moral rights in uploaded information
  • Disclaimer concerning selection and content of links to other sites
  • Disclaimer of all warrantees
  • A representation that the user is at least 18 years old
  • Indemnification and hold harmless agreement for all damages incurred by offender because of breach of subscribe agreement
  • Disclaimers regarding accuracy of information posted on the site and declaration regarding reliance on the truthful accuracy of information posted on the site
  • Obligation of the subscriber to truthfully represent his (her) identity and prevent unauthorized third party use and to indemnify the vendor for breach
  • Reservation of rights to use subscriber data such as usage and demographics. Some sites agree not to disclose personal identities.
  • Limited software license to users for the purpose of accessing the site.
  • Right to terminate the user for any reason, including breach.
  • Consent to venue, jurisdiction and choice of law for all disputes; and/or consent to arbitration, if appropriate.

Cases which have reviewed subscriber and vender on-line liability for breach of contract, false advertising and posting of defamatory, pornographic or discriminatory information have upheld the right of the subscriber to exercise free speech and the concurrent contract right of the on-line service providers to exercise its right of termination for violating its subscriber agreement.(2)

In an effort to induce subscribers to rely on on-line services for commerce, many vendors have developed website-based privacy policies for information collected during the course of consumer transaction. These policies generally state that the vendor will not use the customers’ data without their consent. These agreements also provide that consumers can review the information collected about them and comment upon it. Consumers can also delete themselves from this list. These agreements usually fall short in the area of remedies. For example, few have user friendly choice of law, forum or jurisdiction provisions. Even fewer provide indemnification for actual let alone incidental, consequential or punitive damages for intrusions of privacy. These agreements also fail to compensate users for collection and use of market research data which corporations paid for before the advent of the internet. Privacy statements also routinely disclaim liability for activities of companies with whom they link websites and for information intercepted during transmission, thereby potentially negating the value of their privacy policy. Although these agreements set a benchmark regarding privacy, the agreements do not allow for negotiation of the privacy policy nor do they protect users from abuse of these voluntary internet protocols. The one positive note is that recently U.S. federal agencies such as the Federal Trade Commission appear willing to enforce these policies on behalf of consumers, creating a disincentive for companies to exploit consumer information.

Jurisdiction

Suppose that you subscribe to a service and buy defective goods over the internet, or are sold non-existent stock pursuant to an on-line offering. Which law governs the transaction and if things go wrong where is the lawsuit to be brought? Once an agreement or other document such an advertisement is posted on the web, it is available to users throughout the globe. Absent a choice of law clause, contracts are usually governed by the law of the local where the contract is executed. If execution is a mouse click in your bedroom, what law applies?

In the United States, jurisdiction is determined either by agreement or principles of minimum contacts and due process. This is perhaps the most developed area of internet law. Unfortunately, cases which address on-line commerce apply traditional constitutional principles of due process, minimum contracts and long arm jurisdiction with varying results.

For example, in Gary Scott International Inc. v. Barardie, 981 F.Supp. 714 (D. Mass 1997), the Court applied a liberal interpretation of the term doing business to find that a California business selling humidors to Massachusetts residents over the internet could be found to be doing business in Massachusetts for the purpose of a trademark infringement case, and had to litigate the case in Massachusetts. The court found that the following facts were sufficient to maintain a trademark infringement case, (1) Defendant entered into an on-line agreement to sell twelve “Tobacco Keepers” to a Massachusetts retailer; (2) Defendant solicited business from Massachusetts retailers through his internet site; and (3) at a tobacco show, Defendant told a colleague that he intended to sell a large number of products to a chain store that does business in Massachusetts. Id. at 715-716.

The Ninth Circuit has had several chances to review the issue and has taken an increasingly broad view of internet jurisdiction. For example, in Cybersell v. Cybersell, Inc., 130 F.3d 414 (9th Cir. 1997), the Court held that jurisdiction did not exist because Defendant had absolutely no contact with Arizona, other than a website accessible by persons living in Arizona. The Court held it was determinative that the defendant did nothing to encourage Arizona residents to visit the website, did not business in Arizona, entered into no contracts with Arizona residents, earned no income in Arizona, received no telephone calls in Arizona and did not maintain an 800 number in Arizona.

In contrast, in Rubber Craft Corp of California v. Rubber Craft, Inc., 1997 WL 835422 (DC Ca. 1997), a District Court within the 9th Circuit distinguished Cybersell holding that Rubber Craft Corp. of California could bring a trademark infringement case in California against a southwest company with a similar name. Both used the name for over twenty years with the knowledge of the other’s existence. In fact, they did business together. Competition between the two developed with the advent of the internet causing the California resident to sue the Arizona resident for Federal unfair competition and trademark dilution, California dilution, false advertising, unfair competition and an accounting based upon defendant’s use of the “Rubbercraft” mark, registration of the “rubbercraft.com” domain name, and creation of the “www.rubbercraft.com” web page. The Court held that jurisdiction existed even though the California sales consisted of less than 5% of Defendant’s total sales.

International companies soliciting United States business over the Internet will be subject to these precedents under the terms of the Hague Convention regarding jurisdiction and service of process. Companies dealing with European users will also be subject to the European Union regulations concerning commercial transactions with European trading partners. It is unclear how conflicts between these treaties and regulations will be resolved.

Contracts on the Net — Terms and Enforcement

What is sometimes glossed over in United States jurisdiction cases such as the ones described above, is the underlying “contract.” People are entering into contracts over the net without any understanding of (a) whether these contracts are enforceable, (b) where they are enforceable; (c) what law applies, and (d) what damage remedies are available. The answers to these questions will materially impact the rights of vendors and consumers, as well as their willingness to use the net for E-Commerce.

For example, in the Rubbercraft case, it was the use of the internet and similar domain names for sales purposes that caused entities which previously co-existed to file a lawsuit for trademark infringement and false advertising. No facts in their relationship changed other than that variable. A similar dispute was raised by the case of Playboy Enterprises, Inc. v. Welles, 7 F.Supp. 2d 1098 (S.D.Ca. 1998). There, Playboy sued a former playmate, Terri Welles, who used the “playmate” designation to identify herself at her website. Since 1981, Ms. Welles, without objection from Playboy, used that designation to identify herself. Playboy alleged that her use of the Playmate name in her website and meta-tags designation created an unauthorized link to the Playboy website. The Court denied Playboy’s demand for injunctive relief because the meta-tags factually identify Ms. Welles and therefore constitute a fair use of the mark.

Courts faced with determining whether contracts have been formed over the net look to the intention of the parties and the nature and content of the transaction. As the court in Resuscitation Technologies, Inc. v. Continental Health Care Corp., 1997 WL 148567 p. 3-4 (S.D. Ind. 1997) observed, “this notion of transacting business over the internet involves examining the level of interactivity, and the commercial nature of the exchange of information that occurs…. The quality of those electronic contacts is measured …….. with reference to the intended object of that activity. This process is particularly important, when…. the dispute is about whether or not a contract was formed between two parties by reason of their use of the Internet or other electronic transmissions. (Citations omitted).”

With the proliferation of do it yourself websites, e-commerce and on-line advertising, more and more businesses and individuals will be running into disputes with competitors, suppliers and others concerning unauthorized or false advertising designations, unauthorized links and meta-tags, and other breaches of subscriber agreements.(3)

Problems will also arise out of the reality and terms of consent. For example, in the Rubber Craft and Welles cases the alleged infringer had prior business relationships with the mark owner and had used the mark either with the other’s consent or knowledge and tacit consent through inaction. Neither thought that they would engage in bitter and costly conflict by posting the information they previously used on the Internet. Courts have yet to meet a real challenge concerning consent or validity of acceptance through a “mouseclick” or unprosecuted link.

Courts have also been faced with traditional fraud and criminal activity arising out of on-line contracts or contracts solicited on-line . For example, in an increasing number of securities law cases Courts have found liability against persons who solicit investments over the net. In SEC v. Infinity Group, 993 F.Supp. 324 (E.D. Pa. 1998), the United States District Court found that a company and its principals violated the Securities Act prohibition against interstate sales of unregistered securities by soliciting investment contracts through various media but most notably their website. Clearly use of electronic media expanded the actionable impact of the unlawful solicitation of securities inducing litigation. Use of the internet also increased the magnitude of the potential damages claim.

What to Do

Clearly the internet should not and cannot be avoided as a means of commerce. In fact, its importance increases daily despite precedents which seem to ignore the efficiency of digital signatures.(4) We suggest the use of a written electronic communications policy or Standards of Conduct/Commerce developed with the assistance of counsel. This Agreement should require active user acceptance before proceeding; and a hard copy should be sent to consumers who order merchandise or request catalogs at a website. The company must recognize that this on-line agreement is a contract which can be used against the company. Accordingly, the agreement must set forth the same terms and conditions of all sales, including remedies, choice of law and venue provisions, disclaimers of warranties of fitness for a particular use and of merchantability and any other limitations of damages used in non-internet transactions. A good electronics communications/commerce policy will protect your franchise and avoid litigation.

A set of helpful guidelines is contained in the European Union Directive and the United Nations Guidelines for Consumer Protection. These organizations suggest that the following provisions be included in your website agreement:

  • Introductory Statement . The statement should set forth the importance of the policy and why the user should read it. If the policy si an employment policy, it should state, in bold print, if there are sanctions for non-compliance. Similarly, if it contains the terms of consumer transactions, it should clearly identify all disclaimers of liability.
  • Privacy Protection Statement. Consumer confidence is critical to sales and should be fostered by offering consumers the same protection as provided by the laws and practices that apply to other forms of commerce. The customer privacy statement must be rigorously enforced against employees and third parties in order to prevent claims against your company. The privacy policy must be communicated to consumers before personal information is obtained or sales agreements executed. The method of communication should be more than a mouse click. Some of the more effective sites I have reviewed require a verification which mandates an adult level (i.e., mother’s maiden name or driver’s license number) and a representation that the party is over 18 years of age.

Identity Statement. A brief description of the identity and location of your business, as well as a contact person for complaints and inquiries. Some sites allow for direct e-mail communications to a sales person and for complaint department.

Domain Names. All domain names used to identify the site must be registered with the appropriate private agencies and the United States Patent and Trademark office. Written permission to post information and trade names, trade dress and marks on the website must also be obtained.. Permission should include, if possible, a representation that the consenting party has corporate authority to give permission, that the entity owns the mark, and that the party giving permission will indemnify your company for all infringement claims arising out of the use of the mark. These principles should be applied to links and meta tags.

Information Concerning the Terms of Sale. A clear and concise statement of the terms of sale including any policy. This should include all warranties and disclaimers and be consistent with all advertising material and non-electronic sales agreement. It should also have clear statement of the means of making payment and terms of each means of payment.

Contract Terms. The contract for the particular goods, if different from above must be in “Plain English” and in every other language in which you transact business. Its agreement must boldly display all disclaimers and limitations of remedies.

Confirmation. A mechanism for confirming and double-checking that a consumer over age 18 has accepted the agreement and consents to its terms. Often this requires that all billing information be typed twice. You should also develop a mechanism for auditing these responses and verifying these responses to prevent fraudulent purchases. Fraud claims should be reported to the appropriate authorities for prosecution.

Complaint Procedure. A clear, concise and effective means of dealing with customer complaints and returns of defective merchandise should be offered. Attention should be paid to all disputes to avoid escalation to litigation.

Dispute Resolution. A clear statement of how disputes are to be resolved, limitations of damages or remedies, if any, the country or State’s law to be applied and venue for resolving disputes. If arbitration is to be the exclusive remedy, the arbitration procedures should be detailed.

The Standards of Conduct/Commerce discussed above must be consistent with all advertising claims made in the body of the website and sales terms offered in face to face or purchase order transactions. The website should limit puffery which can lead to claims of false advertising. The website should also be reviewed to avoid the impression that it targets specific states or localities, unless you are prepared to be haled into court there. Sales orders should also be confirmed in writing and comply with the consumer protection, solicitation and industry codes of all state and federal governments where even a small amount of sales are generated. As this area of law is in transition, the web master should keep abreast of all developing protocols. The developing sets standards which come to mind are Article 2b of the Uniform Commercial Code; the Banking Industry Codes of Conduct; and Internet Industry Association Code of Conduct.

(1)By way of example, Germany has prevented a group protesting the Church of Scientology from transmitting defamatory information to German citizens. The U.S. Federal Trade Commission has also brought sanctions against Geocite for violating Geocites’ own privacy policy concerning use of subscriber information.

(2)Religious Technology Center, Inc. v. NetCom Online Communications Services, Inc., 907 F.Supp. 1361 (N.D.Ca. 1995).

(3)Zippo Mfg. Co. v. Zippo Dot Com, Inc., 952 F.Supp. 1119 (W.D. Pa. 1997); Logan Prod v. Optibase Inc. 103-F.3d 49, 53 (7th Cir. 1996); Edias Software Inter. LLC v. Basis Inter. Ltd., 65 LW 2471 (D. Az. 1996).

(4)Parma Tile Mosaic & Marble Co, Inc. v. Estate of Fred Shot, 640 N.Y.S. 2d 477 (Ct. of App. 1996)(….an electronic, signature does not meet the standard of a writing under the New York Statute of Frauds).


Building a Successful Small Business Web Site

Many small businesses recognize the value of a web site to their overall sales and marketing strategy. Even for a small business, a web site can be an extremely useful way to reach new customers — whether they reside on the next street, in the next town, or in another country. And, unlike a traditional listing in the Yellow Pages or a printed advertisement, a web site allows you to show, in text and pictures, what makes your business unique.

If your firm is considering a web site, now may be the opportune time to invest in this marketing channel that can expand your selling opportunities. According to the Small Business Administration (www.sba.gov), about 65% of all small and medium size businesses use the Internet and those that use the Internet are growing at a rate 46% faster than those who do not. They also estimate that by 2003, sales via e-Commerce will expand to $1.3 trillion – representing almost one tenth of all U.S. business trade.

Having a web site can help a small business by:
- Reaching a wide array of potential customers. An increasing number of consumers use the Internet as a research tool while looking for products and services — in many cases using it as their only research tool. A web site can extend beyond the limitations of traditional marketing methods to reach these potential customers, no matter where they reside.
- Illustrating your business like no other medium. A basic Yellow Page listing tells potential customers no more than your phone number and address. Even a full advertisement, in the phone book or newspaper, can still be limited in how much it can tell your customers about your firm. A web site, on the other hand, provides an interactive means of illustrating to your customers the reasons they should do business with your firm.
- Providing an effective sales channel. e-Commerce can be an effective sales channel for many small businesses. If your firm already takes orders for products and services over the telephone, providing even basic e-commerce capabilities on your web site can increase your firm’s sales. Better yet, when nobody is available at your business location, your web site can still take orders ? allowing you to make sales around the clock.
- Potentially creating a competitive advantage. By developing a web site, your firm can gain an advantage over your competitors that do not have one. If you have competitors that already maintain an Internet presence, developing a web site of your own can help keep you on an equal footing with them.
- Measuring its own effectiveness. One of the most powerful aspects of the Internet is that it has a higher degree of results measurability compared to other marketing channels. For instance, although a Yellow Page listing is a requisite component of your marketing strategy, you never know how many people actually see your firm’s listing or make a purchase if they do see it. With detailed web traffic reporting, you know exactly how many people are visiting your site and what web pages are viewed the most.
- Evolving based upon your firm’s changing needs — Unlike printed materials, a web site can change over time. Once you run a Yellow Pages ad, it will remain the same for a year and you may never know how effective your ad was. If you want to make an alteration to a brochure, even changing a simple phone number, you need to reprint the entire piece. A web site can easily be altered at any time, allowing you to tailor your marketing message based upon the findings of web traffic reporting and your firm’s changing business requirements.

No matter the size of your firm or web site, a well-planned strategy can mean the difference between success or missed objectives. Your strategy should not be needlessly complex, but should identify your goals and how you plan to meet them. Once your strategy has been determined, you should plan your site around meeting your most significant goals. Most importantly, you must always consider the needs of your web site’s users, as their experience will ultimately determine whether or not your site is a success.

When developing a web site, a small business should be sure to:
- Focus on the user. Considering the impact to the user should be paramount when determining the page layout, color scheme, site structure, and all other design aspects of your site. In particular, you should structure your navigation around logical categories for the user, which may differ from how your firm structures your product lines, departments or divisions. Your marketing text should focus on how your product or service addresses a user’s needs.
- Choose an appropriate page layout. The pages on your web site should be attractive, easy-to-read, and should convey your corporate image. Judicious use of graphics and multimedia should make your site engaging without distracting or overwhelming your visitors. Although “a picture can tell a thousand words,” too many pictures or multimedia elements can distract a user’s attention and contribute to long download times.
- Proofread your web site. Using a spell checker is a valuable and necessary first step, but be sure to manually proofread your site to identify any mistakes that a spell checker might miss. More importantly, proofread it a second time.
- Display your web site address on all marketing materials. By including your site’s URL on all brochures, advertisements, business cards, etc., you advertise your site to people you know are already interested in your company. If they are taking the time to read through a brochure or advertisement, then they are more likely to visit your site to gain more information about your company.
- Register with search engines. Search engines such as Yahoo, Google, AltaVista, Lycos, Excite and others are powerful tools for potential customers to find your site. Register with as many as possible, but think twice about search engines that require you to enter into a “pay-for-click” program in order to get listed. This type of program can be costly and your largest, most well funded competitors will likely show up at the top of the search results.

A web site may be the critical missing component to your firm’s sales and marketing strategy. Even if you currently have a web site, it is important to periodically evaluate whether adjustments need to be made to maximize its effectiveness in attracting new business. Maintaining an attractive, informative web presence can have a positive impact for any small business.

About Justin Powell
Justin Powell is a web development and marketing expert based in Verona, NJ, who has over eleven years of experience in marketing of technology-related products. See his homepage at http://homepage.mac.com/justinpowell/. He is a member of the International Webmasters Association (http://www.iwanet.org/) and is skilled in many Internet-related disciplines.


Make Your Web Site Pay Off

Make Your Web Site Pay Off

You’ve spent a lot of time and money to get your company’s web site designed to represent your business in a way that potential customers can’t resist. So, after all of that, how come you’re not getting any business from it? Surely a decent percentage of people who visit your site will become customers. So where are they?

The sad truth is that they probably never get to your web site at all because they can’t find it. If you have a business-to-business or business-to-consumer web site, you can’t afford to ignore the impact search engines have on generating traffic to your site … or to your competitors’ sites.

How Important Are Search Engines?

  • To become your customers, Internet users have to be able to find you on the web. They do this through a few avenues:
  • Typing your site into their browser
  • Linking to you from hyperlinks on other web sites
  • Looking in national web directories like Yahoo, LookSmart and Open Directory, and local directories like NJOnline
  • Looking in search engines like Google, AltaVista, HotBot, Lycos, AOL Search and MSN Search

Typing your site’s address is great if they have your business card or have been explicitly told about your business and your site.
Links from other web sites are a good source of visitors to your site, too, but a high proportion of them visit you more out of curiosity than from a motivation to patronize your business.

Web directories are confusing to many people, and are most conducive to a casual exploration of a topic, such as a hobby or local points of interest.

Search engines, on the other hand deliver targeted customers to your web site. Why? Because those visitors get to your site by actively searching for your product or service. They entered a search term like “Blue Widgets” or “Dyslexia Tutors in NJ”. They’re at your site because they looked not specifically for your business, but for what your business can do for them.

Studies have borne out the value of search engines for business web sites:

  • Search engines create more awareness about web sites than all advertising combined including banner ads, newspapers, TV, and radio (source: http://www.IMTStrategies.com).
  • Users spend more time searching the internet and looking for product information than any other Internet activity besides email (source: http://www.sriresearch.com).
  • The most effective way to generate web site traffic is through search engines (source: http://www.webcmo.com).

You may not realize that the reason you’re not getting business from your web site is simply because people can’t find it. After spending all that time and money creating an attractive web site, that’s a real shame! Let’s explore that a little.

How Does a Typical Customer Use a Search Engine?

Suppose someone is looking for a criminal defense attorney. If they search for “”, Google returns 2¬Ω million web sites! (As overwhelming as that seems, it’s better than the 3¬Ω million hits returned if they had searched for “Lawyers”!) Either way, that’s too many to wade through, and it doesn’t take the user long to realize that. Not only that, but it’s chock full of lawyers from across the country and around the world, who would be too remote for this user’s needs.

Next, the user will probably narrow the search down geographically and search for “NJ attorneys”. That narrows the list down to “only” 135,000 sites. Still too many. And there are lots of divorce attorneys, real estate lawyers, patent attorneys, and business lawyers, all of which are no use to out hapless seeker.

Faced with this glut of useless results, the user is likely to narrow the search one step further and look for “criminal defense attorneys in NJ”. This reduces the list to about 15,000 hits, which is a much more manageable number. Now, if you’re a criminal defense attorney and your web site ranks #125 in this list, isn’t that great? You’re in the top 1% of the list!

Sorry! Close, but no cigar. Users generally quit after examining the first three pages, or about the top 30 sites in the list. Few have the patience or tenacity to keep drilling further down the list looking for your site. If you’re #125, most users stop looking before they get 1/4 of the way to your listing!

The trick is to configure your web site so that the search engines will rank you somewhere in the top 30 listings for your important keywords. A NJ criminal defense attorney for whom we’ve done search engine positioning currently ranks #3 on this list, which we consider a superb result.

Conduct A Simple Test

Every business that has a web site should conduct a simple test to see how users find them on the Internet. Think like a customer who wants your most important or most profitable product or service but doesn’t know the name of your business. Go into any of the major search engines and try to look up your own web site just like that customer would.

Does your web site show up in the first 30 listings? Is it in the first three pages of results? If not, customers aren’t finding you. People don’t have the patience to scroll through page after page of listings to find your business.

For potential customers to find your site, you need to get it into the top 30 listings on most of your important keywords in most of the important search engines. And the way to do that is with search engine positioning.

How Does Search Engine Positioning Work?

Search Engine Positioning involves making changes to your web site that will cause it to appear closer to the top of the listing when someone searches for your product or service. It’s a proven technology that makes a real difference in the number of visitors to a web site. And those visitors are pre-selected customers because they’re already looking for what your business offers.

There are many techniques that can be employed, most of which involve changing the visible text on your page as well as invisible text on your site. It used to be that you could improve your ranking by entering all of the important keyword search terms in an invisible “meta tag” that search engines would read. So many web sites have abused that through “over-redundant” repetitions of words that most major search engines ignore the keyword meta tag and rely on the actual content of your site to determine what key words and phrases are important.

You Can Do it Yourself

It’s possible to do your own search engine positioning. You’ll have some learning to do and you should be prepared to do continual research on the changing search engine algorithms. Each month, it seems, one or another of the major search engines changes the way it ranks sites and you need to watch for that to keep your site in the top rankings.

While it takes time and effort to do an effective job, the payoff is undeniable. There are several books available that can help you optimize your own site. A few examples are:

  • Search Engine Positioning by Marckini
  • Webmaster’s Secret Internet Marketing & Search Engine Positioning Strategies by Lary & Gregg
  • Internet Marketing and Search Engine Positioning – A “Do-It-Yourself” Guide by Sekhar
  • The Savvy Way to Website Promotion by Galon

If It Sounds Too Good To Be True . . .

If you decide to hire someone else to optimize your site, there are increasing numbers of organizations that will promise to bring targeted traffic to your web site. But examine their offers closely before you send them your money.

A client recently referred me to a web site he’d learned about from an email. Let’s examine their claims critically because you’ll see similar claims from many of these services.

Over 1500 Search Engines … $49

About 92% of all search engine activity occurs in the top dozen or so search engines. The rest are usually topic-specific or localized (like “Yahoo – France”). It probably doesn’t actually HURT you to be in 1500 search engines, but it really doesn’t help either. They only submit to 1500 so they can put a large number in their ads.
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Traffic Boost: GUARANTEED appearance in the TOP Search Engines in 10 days or less!

There are a couple of things to note about this claim. First, they guarantee “appearance”. If your site ranks #14,500 out of 15,000 listings, you “appear” in the listing. Does it drive any traffic to your web site? Not at all.
Second they guarantee your appearance in 10 days or less. There may be some search engines where that’s the case, but here’s how long some of the important search engines take to reflect your site after they know about it:

AltaVista 1 month

AOL Search 2-4 weeks

Direct Hit 8-10 weeks

Fast/All The Web 15-30 days

Google 4-6 weeks

HotBot 2-4 weeks

Lycos 2-4 weeks

MSN Search 2-4 weeks

Overture (GoTo) 2-4 weeks

Yahoo Web Pages 4-6 weeks

Perhaps this company means they will submit your site to these search engines within ten days. But you will seldom see any results within ten days. That’s just reality.

Site is Re-indexed every 48 hrs for 12 months (for an extra fee). They explain that this means any changes you make to your site will be sent to the search engines within two days. The term “re-indexed” is a misnomer, as the search engines re-index on their own schedules, and most re-index on a 2-4 week frequency. Further investigation reveals that this 48-hour “re-indexing” is really simply an automated resubmission of your site. Some search engines will spot this trend and consider it spamming. If they do, you’re likely to be dropped from that search engine, which you definitely don’t want to happen.

This organization really does nothing more than provide automated submission to search engines for your site. There are many similar services out there and they are universally inadequate to drive focused traffic to your site.

What to Look For If You Want Someone Else to Do It For You

If you decide to pay someone to market your web site, look for a number of features:

  • Do they work with you to identify the important and powerful keyword phrases to target for your site?
  • Do they report to you on how you rank on your important keywords in the different search engines before they suggest changes to your site?
  • Do they optimize your site (or show you how to do it yourself) so you rank highly on your important keywords in the important search engines?
  • Do they submit your site carefully so you won’t get penalized for spamming?
  • Do they submit effectively to directories like Yahoo?
  • Can they help you submit to “pay-per-click” sites and show you who is paying what for your important keywords?
  • After your site has been optimized and submitted to search engines, can they report on how you’re doing in terms of moving up or down and retaining your good positions over time?
  • Can they keep your site in the top listings for your essential keywords?

Summary

Effective web site marketing through search engine positioning can make a world of difference to your business. Results are not immediate, but we normally see dramatic differences within about three months. Search engine positioning is well worth the time and trouble if you do it properly. It translates into new customers and increased revenue for your business.
Bill is the President of Treloar Associates, located in East Hanover, NJ, a consulting firm specializing in making Internet marketing and search engine placement more efficient and cost effective. (973) 887-0778 orhttp://www.TreloarAssociates.com

© Copyright 2002, Bill Treloar. All rights reserved by the author.


Paid Search Engine Placements

Trying to figure out who you have to pay off to get your businesses’ web site listed on the search engines? By now you have probably received spam from vendors offering to submit your web site to the top four thousand free search engines at an “incredibly reduced” rate of $99 or some such tidy sum. While this may sound like a good deal, the reality is that a business web site manager will have to pay for the privilege of being listed with the top ranked search engines.

Since top ranked Yahoo switched to a system of paid inclusions for business listings (non-commercial sites can still submit free), the idea that well formed meta-tags, coherent use of html and a bit of persistence will take your commercial site to the first page of competitive listings has died. Listings for businesses don’t have to be free (some still are) and not all listings are created equal.

“The joke is that there aren’t thousands of relevant search engines. The majority of Web surfers around the world use only a handful of portals for all their searches,” writes Brian Livingston in late August, advising readers of not to pay search engine submission agents. “Nearly three-quarters of all search-engine referrals come from the top four services–Yahoo, Google, MSN and AOL Search–according to figures released in late May by StatMarket, a rating service.”

Based on where the “hits” are coming from, here are my personal recommendations for three “musts,” and two “should try’s” and a few “why not’s” of the paid search engine listings. You can decide how far to go along with these recommendations based on your own budget (see chart).

Musts
Can’t write an Internet “must” list without including Yahoo!, (www.yahoo.com) the premier directory listing service. First, click through the directory as a searcher and find the appropriate category where you believe your customers will come from. (Hint–look for your competitors.)

Look for the “suggest a site” link on the bottom of the page and click through. You will have to go through the Yahoo! Express program, which guarantees a review of your site (not guaranteed inclusion) within seven days for a $299 one time, non-refundable fee. If your profit margin is low and there’s no money to spend on directory inclusions that?s fine. But Yahoo! Is still the number one player amongst the search engines and a great place to be. I have one client who quadrupled the number of visitors to his site after being successfully listed in Yahoo!

The second on the must list is Inktomi (www.inktomi.com), which provides content to many search engines including AOL, iWon, MSN, HotBot and NBCi. Inktomi provides a subscription service called Search/Submit that is sold through resellers such as Position Technologies and Network Solutions.

With Search/Submit, Inktomi indexes your URL every 48 hours to insure that your content is indexed properly. Any changes you make to your site will show up on the new search pages. This means that all Inktomi’s partner sites will have the most current information about your site.

Resellers such as Position Technologies (http://www.positiontech.com) charge $30 for the first URL and $12 for each additional URL for Inktomi’s Search/Submit program. This pricing guarantees listing for one year. Pricing for Search Submit is going to increase in the near future, according to Danny Sullivan, editor of SearchEngineWatch.com. “I can’t say exactly how much, because Inktomi’s still determining this,” says Sullivan. “However, suffice to say, if you’ve been thinking about the program, it’s better to do it now rather than later.”

If you really can’t afford even the price of submitting your home page and a few pages of your web site, you can try to submit for free through www.hotbot.com, but Inktomi penalizes free url submissions in their rankings, blaming inaccurate submissions generated through the freebies.
According to the most recent Media Metrix (www.mediametrix.com) numbers, LookSmart (www.looksmart.com) reaches 77 percent of all Internet users. LookSmart provides results for MSN Search, along with Alta Vista and I-Won. The sheer amount of traffic MSN receives ranks LookSmart on my “must” list.
LookSmart’s “Express Submit” program promises to review any web site submitted and provide a yes or no answer within 2 days, as to whether it will be listed. The price is now $299. Or, if speed to market is not a major issue with your company, use “Basic Submit” and wait up to eight weeks for $149.

Should Try
After submitting your site’s home page to search engine leader Google (Google.com) for free, take a look at their Premium Sponsorships, where you are buying your site top placement on a users search result page. Essentially, you choose keywords and categories and when a user enters a search term such as “meat hooks,” your promotional tag line appears at the top of their results page, allowing the user to read a short text message and click through to your site if they desire. Pricing for this program is done on a case by case basis, with a host of variables deciding your pricing plan so you have to check their site and contact a rep to get exact pricing.

If the premium sponsorships seem too expensive, consider the AdWords program, modeled something after Goto.com. With AdWorks, you pay based on the position your ad shows in the users’ result page. Unfortunately AdWorks is only applicable to searches done on Google’s site and not on any of their affiliate sites, such as Yahoo! The position of your ad is based upon the amount of clickthroughs. So if your site receives many clickthroughs, Google will rank it first in placement within the set of ads.

AdWorks pricing plan is based upon the placement of your ad. Current rates are $15, $12, and $10 per thousand ads shown for the top three positions and $8 per thousand for positions 4 through 8. So 100,000 ad viewings will cost a maximum of $1,500. Since this reaches user searching for goods or services related exactly to company, this translates into quality leads.

An innovator in paid search placements, GoTo (www.goto.com) may reach up to 75% of Internet users by placing results on InfoSpace, Lycos, Netscape, HotBot and AOL. For a $20 minimum monthly spend on a minimum bid requirement of $0.05 per clickthrough, GoTo.com offers advertisers the opportunity to “bid” on rankings of requested search terms. Careful advertisers who pick the right search terms have reported good results because the Internet users who found them on GoTo.com were the look ones they wanted to reach.

For a few hundred dollars, a month or two of experimentation of pitting GoTo.com listings versus Google.com?s AdWords could pay off well for your web site’s performance.

Why Not?
If you still have a few dollars left in the online ad budget, consider buying into AltaVista?s (www.altavista.com) directory which is one of the largest search engines on the web and is selling six month entries into its directory at $39 for the first url, $24 for the next nine, and $19 for the next 89.

Find a specialty search engine that is industry specific from sites such as Search Engine Guide (www.searchengineguide.com). The one exception to the rule of working with the top ranked search engines is if your industry has a specific search engine that caters to members or customers, use that one. Find out about submission policies, paid placements and ad rates. Then find out about traffic and beware flat rate pricing for lesser known engines. If you are paying by impression or click through at least you know you listing is being seen or visited.

Budget
After clearing the inclusion barrier by buying into the primary search engine and directory listings, your business’ web site has a better chance at seeing a piece of the action. Buying paid placements linked to search results puts the site right into the line of potential customers’ view, just the place to capitalize on prime location.

Dedicate a percentage of your company’s marketing budget to online promotions through search engine submissions and paid placements. Considering the billions spent on print and Yellow Pages advertising, targeted web listings and paid placements can help your company reach the right customers and carve out your own piece of the action.

BUDGETING CHART
Musts Should Try Why Not
Yahoo ($299), Inktomi ($30 plus $12 per url), LookSmart ($299) Google (Ad Words), GoTo (Self Serve) AltaVista, Industry Specific
$750 for 11 page web site Budget $500 to bid on a set of terms Budget $250 for AltaVista and/or another $250 for something industry specific

Nat Bender is the Director of E-Business Services at the New Jersey Small Business Development Center (www.njsbdc.com), where he works with companies to integrate e-commerce into their business planning process.


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