FTC Releases Staff Perspectives on Lead Generation

by Jonathan Pompan and Ellen Berge on Oct 5, 2016 12:00:00 AM ERSP, Advocacy, FTC, Support Services

FTC_Releases_Staff_Perspectives_on_Lead_Generation-130369-edited.jpgFor many years, the Electronic Retailing Self-Regulation Program (ERSP) has been recognized as an effective means to self-regulation by industry members, regulators, and legislators. Now, the program that helps to build consumer confidence in advertising has gained recognition for its recent expansion into covering lead generation marketing by the staff of the FTC.

The staff of the FTC’s Bureau of Consumer Protection released a much-anticipated paper on lead generation on September 15, 2016. The 13-page report provides staff perspectives on the information covered at the FTC’s October 2015 workshop on lead generation, “Follow the Lead.”

Below are a few of the paper’s themes:

  • The paper describes the mechanics of lead generation and how it functions in the modern economy, including such topics as:
    • What is Lead Generation?
    • Who is Collecting Leads Online, and What happens to Them After Consumers Press “Submit”?, with descriptions of leads collected by a publisher or affiliate, leads transmitted to aggregators, leads sold to end-buyer merchants, and leads verified or supplemented with additional information.
    • A deep dive into the online lending sector’s “ping tree” model (an auction-style approach) that allows consumers to be quickly matched with lenders that can underwrite and fund loans.
    • Potential benefits to consumers and competition, including allowing interested consumers and merchants to maximally and efficiently connect with each other; and the ability to connect consumers quickly with multiple merchants, and their associated offers, that consumers may not find on their own.
  • The paper also covers potential concerns for consumers and competition, and shares a number of suggestions to lead buyers and sellers for avoiding consumer protection concerns—and, in some cases, potentially unlawful conduct:  
    • Disclose clearly to consumers who you are and how you will share information.
    • Monitor lead sources for deceptive claims and other warning signs like complaints.
    • Avoid selling remnant leads to buyers with no legitimate need for sensitive data.
    • Vet potential lead buyers and keep sensitive data secure.  
“As FTC staff has noted previously, for self-regulatory programs to be effective, industry participants should ensure that such programs include mechanisms for robust monitoring and enforcement, such as dismissal from the program and referral to the FTC for companies that fail to comply with the standards outlined in the code.”
Lead generation has become a key marketing technique used in a variety of industries, particularly lending (including credit cards, marketplace, small-dollar/short-term, and mortgage), postsecondary education, and insurance. Considering how common online lead generation is, because of its benefits for consumers and merchants, it is important to understand how it operates, the types of legal and regulatory requirements that potentially apply, and ways to avoid government scrutiny.

Jonathan Pompan and Ellen Berge are partners at Venable LLP.

The above originally appeared on Venable’s All About Advertising Law blog.
Jonathan Pompan and Ellen Berge's blog
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