AutoPower's average sales price for its software package was $80,000. The Frenzy Group, an Ad Ranch subsidiary, developed a target list of 2235 and personally contacted 815. Of those contacted, 94% were the final decision makers. In all, 231 active leads were added to AutoPower's sales database.  

Dell came to the Ad Ranch for a Frenzy launch of their PowerEdge Server. The target? Small and medium-sized business owners. My challenge? I needed to convince the owners that they were big enough to buy a server. I wrote the cover headline, "Big server power for your growing business." The campaign earned an astounding 20 percent response rate.

This small, elegant restaurant on the Duke campus opened to long waiting lists. During Magnolia's first year of operation, every night had a wait list 20 percent above capacity. My marketing staff produced the menu. We also invited "influencers" to a pre-opening seating, ran ads, and arranged for an article in the campus daily newspaper.