Art Institute of Chicago

Abstract

The article discusses the effort of Terry Kane to overhaul the direct marketing campaign initiatives of the Art Institute of Chicago as the senior associate director of membership acquisition at the Institute's Department of Development. It says that her motivation for this overhaul was to maximize its profitability through increases of revenue from membership. It discusses the kind of measures that would help her to start successfully in tracking this profitability and how these could help the Institute to develop sustainable advantage over competing attractions in the Chicago area in Illinois. An overview of the Silk Road Campaign of the Institute in June 2006 is also provided.