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Data mining pushes marketing to a new level

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Tess Vigeland: If you're enjoying an end-of-summer escape this weekend, here's some fodder for the trip home. Did you book this little getaway online? Did you post about it on Facebook? Did you use a credit card to buy gas or a hotel or maybe groceries for your campsite? Well, if you did, you left an ocean of data in your wake -- and corporate America is using it right now to figure out how to sell you something. It's called "data mining."

Marketplace's Stacey Vanek Smith explores the $10 billion industry -- and what, exactly, it knows about us.


Stacey Vanek Smith: I'm grocery shopping at Albertsons, and, when I check out, I hand over my member ID card.

Vanek Smith to cashier: Can I give you my card?

I get a discount on my groceries, and Albertsons gets information on everything I just bought. Along with my receipt, the computer spits out a coupon for a dollar off Skinny Cow ice cream sandwiches, which I buy all the time. And Us Weekly, which, well, I'm just trying to stay well-informed.

Vanek Smith: Thank you.

Those smart coupons are just the tip of the $100 billion data mining industry. Every time you search for something online, swipe your credit card or pull up directions on your cell phone, that action creates a little module of data about you. Data compilers collect that information and sell it -- usually millions of records at a time to marketers who use it to target consumers.

Robert Grossman heads the National Center for Data Mining.

Robert Grossman: This allows better targeting with less effort that can be more widely used by more companies and hopefully increase their margins.

Collecting data is just the beginning, then someone needs to make sense of it. Someone like data analyst Peter Harvey, CEO of Intellidyn. A travel company, which was looking to sell high-end vacation packages to Asia, recently came to Harvey with data on millions of potential customers.

Peter Harvey: We pass 5,000 data elements across them and figure out which of them are most likely to travel.

The attributes of the Asian traveler?

Sound Montage: Wedding march, farmers, soldiers shouting, man singing "When I'm 64"

Turns out, if you're married, a farmer, ex-military and over 65, you want to go to Asia! Harvey says data mining can double or triple the response to an ad. And companies will be able to hone in on potential customers even more precisely as data gets more individualized. Sites like Google, Facebook and Foursquare track what you're buying, what you're looking to buy and where you are.

Andreas Weigend teaches data mining at Stanford.

Andreas Weigend: Traditionally, companies knew transaction data. They knew how many latte macchiatos were sold at this location. They didn't really know who they were sold to.

And now?

Weigend: The company could very well know who the person is based, for instance on his mobile phone's ID, and could have the coffee ready before the customer even orders it.

Virtually every large companies mines its data -- it's how Amazon and Netflix come up with those recommendations that entice you to buy another book, another movie. It's how iTunes knows that if you like this song...

"Slow Life" by Grizzly Bear (with Victoria Legrand)

It should try to sell you this song?

"Gold digger" by Kanye West

Intellidyn's Peter Harvey says our data is pushing advertising to a whole new level.

Peter Harvey: Marketing will move from static to dynamic. And then within dynamic, it will be the rate of change in how fast you can do it.

More like how fast you can make sense of it. Demand is booming for analysts who build the computer models that can synthesize all this data for marketers. Eventually, most of the ads you see will be tailored to you. Which sounds great, but what about our privacy?

Andreas Weigend says we lost that the minute we logged on.

Weigend: Maybe privacy was just a blip in history. It started when people moved to cities, where they had places to hide, and it ended with the Internet, when basically, there was no place to hide left.

My privacy in exchange for a dollar off ice cream sandwiches... Well, I guess it's a fair trade.

Vigeland: But is it really a fair trade?

About the author

Stacey Vanek Smith is a senior reporter for Marketplace, where she covers banking, consumer finance, housing and advertising.
Hey Jude's picture
Hey Jude - Sep 13, 2010

Does anyone else wonder whether data mining leaves us somehow vulnerable to criminal activity? The rise in cybercrime in general has me worried!

Jodi Smith's picture
Jodi Smith - Sep 6, 2010

I'm happy for Stacey that she gets the coupons she will use, but I never get coupons for the things I actually buy. If the register would just spit out coupons for things I just bought, but it never does. I buy paper napkins, and get a coupon for diapers. All my children are grown. I just end up recycling those coupons.
Automated sales prediction may be accurate up to a point, but it just can't calculate the vagaries of the human psyche.
Netflix likes to recommend movies based on what I just watched; it rarely hits the mark. I'm afraid the advertisers are going to have a difficult time with people like me. The more ads thrown at me, the more I tune them out, avoid them.

Dorothy Kalaveras's picture
Dorothy Kalaveras - Sep 4, 2010

A caller today said that she is being bothered by a collection agency and has no debt. This happened to me and I actually talked to someone from that 'company'. She said that the person I needed to talk to was not there, but if I gave her my social security number she might be able to help me. I hung up. This could be a scam company. She should contact the authorities.

Gordon the ratbrainneurontissuepoweredRobot webmaster's picture
Gordon the ratb... - Sep 4, 2010

OBSERVATION...IF TECHIE REACHES THAT LEVEL..NOW GOT EVERYONE COMIN UP w/EVERYTHING...www.bluebrainproject.com to whutever...LET u decide..FAKE EACH OTHER OUT? CAN U IMAGINE FILTERING ALLLLLLLLLL THAT out...WHICH standards use..SERIOUSLY...got nano flexible film,nano chips,FLEXIBLE CLEAR chips,nanoradio,fake RNA&DNA.....TYPE IN ANYTHING on web...AMAZINGggg.......

russ webmaster@nanoradio.com's picture
russ webmaster@... - Sep 4, 2010

YES..IS A *$*@**X but BUuuut...ANYone can look UP ANYTHING to DO anything WITH anything...ASK any hardware store,etc.AMAZIN WHA FOLKS DO w/stuff N WHY...n IF THIS becomes more well known CAN pic folks DOIN *$*@&& TO MUCK w/trollbots or whutever call em....

Website...BE SHOCKED IF EXIST...LAST NAME..SUCH a thing DOES exist...Ifffffff reallly LOOK AT ALLL THAT IS OUT here..COULD create NEAR human...n pity poo thing..COULD U IMAGINE BEING ABLE TO DOWNLOAD NEAR ALLLLLL...

Stat Man's picture
Stat Man - Sep 4, 2010

MP is presenting only one side of this story. There are companies that use these data in an ethical and responsible manner without identifying each customer. Think of Tesco or Kroger's (ala dunnhumby). Why don't you report on that?

David Lentz's picture
David Lentz - Sep 4, 2010

While this all seems harmless enough -- the notion of you arriving at your favorite coffee emporium and having a cup of your desired brew waiting for you -- there IS a dark side to all this ... it doesn't take all that much imagination to conceive of a situation where the vendor's automation has, upon conducting a series of minor pricing changes across some period of time, has determined the limits that each and every regular customer is willing to pay for their fav blends. So that when your cellphone announces (via geotracking) that you are approaching your favorite coffee emporium, not only is a cuppa your fav ready and waiting for you, but the prices have been temporarily adjusted upward to maximize their profits across the set of all regular customers on their way in, with prices being altered hourly by a few cents.

Project this across every place of business, and you can see the dark side ...