The U.S. Dating Services Industry 

This is the ONLY in-depth business analysis that covers all segments of this industry, since the market has no trade association performing market research.

This newly updated 4th edition study is a fascinating analysis of one of the oldest professions—matchmaking.  The popularity of dating websites has taken a hit lately, as customer dissatisfaction with inaccurate profiles grows. Background and marital status checks may become mandatory and are a hotly contested issue, with more and more states proposing legislation. 

This market is a now a $1 billion business in the U.S., with online dating services soaring in popularity since 2001 and representing nearly 50% of the market’s value. The Web has revolutionized this business and has brought affordable and convenient matchmaking to the masses. But, dating website revenues grew only 4.5% last year as the U.S. market became saturated with 850+ sites. Europe is the next untapped market. Off-line chains and matchmakers are posting moderate growth, but radio datelines and print personals continue to slide. Speed dating continues to do well, along with certain niche markets.

The study examines: market size/forecasts and segments from 1994 to 2008 Forecast. Separate in-depth chapters cover: Dating Websites, Dating Service Chains with physical offices, Independent Matchmakers, Radio Datelines & Print Personal Ads, and Singles Publications. Study examines how dating services operate—typical revenues/fees/profits, negative image problems and sometimes unethical sales practices. New chapter on background checks. Includes detailed profiles of the top 10 matchmakers in the U.S., dater demographics, factors affecting demand, latest Census data/national & state operating ratios, industry conferences/trade groups in formation.  Competitor profiles for: Together/The Right One, Great Expectations, Match.com, eHarmony, It’s Just Lunch, Yahoo Personals, Lavalife, Meetic, The Matchmaking Institute, Spark Networks and more.

Table of Contents :

Introduction - Study Scope, Methodology, Sources Used 1-5

Executive Overview of Major Findings ($350) 6-35

Highlights of ALL study chapters: Discussion of industry status as of 2006, 2005 performance, major developments and trends since 2004, discussion of slowing market growth, customer dissatisfactions, factors affecting demand, how services operate/avg. receipts, customer demographics, industry $ size/growth, 1991-2008 F, main market segments (1994, 1997, 2002, 2004, 2005-tables), separate outlooks for online services, off-line chains, matchmakers, personal ads, radio datelines, speed dating, how services operate, past regulatory actions/image problems, background checks status, industry structure/latest Census operating ratios (national).

Nature of The Business - How Dating Services Operate ($150)

* Recommended ethics/precautions consumers should take before signing contracts,
screening procedures, entry of large corporations to the business (Advanta), why demand
is growing for dating services, singles demographics.
* Discussion of industry characteristics, evolution of “marriage market intermediaries”,
definition of types of providers (singles/personal ads, video dating services, singles events,
interactive voicemail systems, traditional matchmakers, computer dating - how each service
operates, estimated number in U.S., no. of clients, image, advantages/drawbacks of each).
* Success rates of and problems with “marriage market intermediaries”, review of
literature and past studies, the future of intermediaries.
* How dating services operate: typical methods used by Together, Matchmakers Intl.,
suggested techniques for launching/marketing a new dating service.
* Operating ratios of franchised dating services (avg. gross revenues for small, mid-
sized, large metro areas, amount spent on advertising, profit margins, $ allocated
for office staff, rent, overhead, etc.)
* Recommended industry code of ethics: guidelines developed by trade group,
questions consumers should ask of matchmaking, video and computer services
* Past regulatory actions taken against Together Dating Service by PA State Attorney General’s
office, Great Expectations vs. the Better Business Bureau, allegations of deceptive sales
practices used by former sales reps and counselors.

Demographics & Other Factors Affecting Demand ($150)

* Summary: Discussion of number of American singles, findings of survey by It’s Just
Lunch about typical $ amount spent on dates by men/women, avg. no. of dates, etc.
analysis of male/female make-up of dating services’ clients, singles by age group
* AOL/Opinion Research Survey findings: dating websites vs. other methods, AOL dating
index - 10 best/worst cities for dating singles
(baby boomers - key group of customers).
* Latest Census data: number and % of population representing single/divorced/widowed
males, females as of year 2000, 2010 projections.

Demographics (continued) Page

Tables:
- Marital status of adults: 1970-2010 F, age 18 and older (no. of adults in U.S.)
- States with highest number of unmarried men and women
- State ranking of % of unmarried men & women, 50 states
- Marital status of U.S. population, by sex and age: 2004 (no. and % distribution)
- Living arrangements of persons age 15+, by characteristics: 2004
- Percent of men age 15+ who were never married, by state: 2004
- Percent of women age 15+ who were never married, by state: 2004
- Households by type household: 1990-2004 (married, single, etc.)
- Households by age of householder and size of household: 1990-2004
- Unmarried partner households, by sex of partner: 2003
- Family households with kids under age 18, by type family: 1990-2004
- Nonfamily households, by sex and age of householder: 2004
- Persons living alone, by sex and age: 1990-2004
- Households, families, subfamilies, married couples: 1980-2004
- Married couples by race: 1980-2004
- Families by type, race, Hispanic origin: 2004

Market Size and Growth ($200)

* Estimated number of dating services in U.S.
* Discussion of lack of official industry data, past estimates by trade groups/rationale.
* Market status and summary: historical growth of the industry’s largest franchises & chains,
peak sales year, comparison of market conditions in 1994 vs. 1997, $ size of market (effects
of online dating services, growth of radio dateline systems, mismanagement, rise of the
personal ads, price resistance by customers, negative publicity).
* Past predictions – which came true, which were wrong - discussion.
* 2004-2005 Performance- key trends, deals expectations
$ size of market, off-line vs. online services’ growth
* 2006-2008 Outlook for independent matchmakers
* 2006-2008 Outlook for off-line dating service chains
* 2006-2008 Outlook for dating websites
* 2006-2008 Outlook for the personal ads and radio datelines market
* Niche Markets: companies specializing in… seniors, millionaires, religious groups, etc.
* Speed dating: discussion of concept, major competitors identified (Cupid.com/Pre-dating) ,
fees, income, list of speed dating websites, etc.

Tables:
- Historical & forecasted market size in $ (1991-2008 F)
- Major market segments: 1994, 1997, 2002, 2003, 2004, 2005, 2008 F, estimated revenues
of: independent matchmakers, franchises/chains, personal ads mkt., dating websites
- Value of industry market segments: 2002, 2003, 2004, 2005, 2008 F
- The major off-line chains (no. of offices, 2001, 2003, 2005: Great Expectations, Together,
Matchmakers Intl., It’s Just Lunch)

Online Dating Services ($595)

* Status report, results of recent user polls, customer dissatisfaction with accuracy of online
profiles, discussion of where future growth will come from (sponsoring events, Europe, niche
sites), member retention, cost of entry to the market rising.
* Spark networks management interview: industry outlook
* Evolution and past strong growth of online dating, advantages & disadvantages to
the user, reasons for growth, estimates of number of Americans using online dating
(ComScore, Nielson), who the leading competitors are, types of dating sites
* Market size & growth: online paid content spending on dating/personals by ComScore, for
2003-2005,  Estimates for 2006 to 2010, findings of phone interviews with top
competitors and industry experts
* Limitations of online dating - discussion
* Need for a trade association? - discussion, profiles of existing groups (Internet Dating
Executive Alliance/IdeaOasis, International Assn. of Dating Websites)
* Lack of uniform industry metrics/yardsticks - analysis (registered users, unique visitors,
members, paid subscribers)
* European Market for Online Dating: findings of Cross Asset report about Meetic (mkt.
leader), why Europe is growing faster than U.S. ranking of top dating sites’ market share,
growth projections
* Niche dating websites, type found, by religion, profile of Shaadi.com (Indian site)
* Adult sites – discussion of faster growth.

Tables:
- Rankings of top 15 U.S. dating sites, by: Hitwise, Nielson Netratings, ComScore Mediametrix
- Ranking of top European dating sites

Competitor Profiles (headquarters, website, how the service works, cost, no. of paid subscribers vs. registered users, profile of its customers, related services, recent mergers/acquisitions, recent company developments, estd. or actual company revenues to 2005, projections, mgmt. opinions, etc.). In-depth profiles for following companies…

- Match.com
- Yahoo! Personals
- Lavalife
- Spark Network
- eHarmony
- Meetic

BacKground Checks: Status Report ($100)

* Limitations of dating websites, why customers are not happy with accuracy of profiles
* Extent of usage of dating websites by Americans
* Status of legislation re mandatory background/criminal checks in various states: IL, FL, TX, VA
* Role of True.com as catalyst for move to background checks—unique selling proposition or
Publicity seeker?
* IMBRA – passage of International Marriage Broker Regulation Act of 2005
* How the major dating websites have reacted/what they’re doing to address the issue
* Name/address of background checking firms serving the dating services industry.

Dating Service Chains (off-line services) ($350)

* Summary & definition of “off-line” or “traditional” bricks & mortar dating services with
physical offices, the franchises and major chains. History of these competitors, operating model
used, competition vs. dating websites, troubles of Great Expectations and Together Dating
Service, comments/observations of former owners/employees, other experts.
* Costs per acquisition, marketing methods, profit margins, avg. receipts per office. interview with
GE & Matchmakers International management/owners.
* Market $ size & status report: 1997-2005,  growth estimate, 2008 forecasts
* Have companies changed their sales practices? – discussion, recent actions.
Table: The 4 major chains, by no. of offices and revenues, 2003 & 2005

Competitor Profiles (headquarters, website, how the service works, no. of offices, fees charged, no. of customers, profile of its customers, franchising, avg. gross sales potential per office, typical profit margins, expenses, marketing methods, recent mergers/acquisitions, recent company developments, estd. or actual company revenues, mgmt. opinions, etc). In-depth profiles for following companies…

- Great Expectations
- Together Dating Service /The Right One
- Matchmakers International
- It’s Just Lunch
- Other off-line companies

The Matchmakers Market ($395)

* How matchmakers operate: summary & discussion, why they’re doing well today.
* Market size & status report: estimated number of matchmakers in the U.S., 2005 estimate,
2008 forecast, average revenues per matchmaker
* The Matchmaking Institute: entry of new matchmakers into the profession
* Industry trade association: discussion of past efforts to form The National Association of
Ethical And Professional Matchmakers, other efforts.
* Major market trends: ease of entry, use of websites, impact of recessions, ancillary services
being offered.

Profiles of Some of the Top U.S. Independent Matchmakers
(For matchmakers profiled below… an in-depth discussion and description of how they operate, typical fees, clients served, specializations, address or phone and website. Findings of phone interviews, opinions on status of the market.)

* Orly Hadeda (Orly the Matchmaker)
* Leora Hoffman Associates
* Kailen Rosenberg (Global Love Mergers)
* Janis Spindel
* Zelda Fischer (Gentle People Ltd,)
* Barbie Adler (Selective Search Inc.)
* Irene Valenti (Valenti International)
* Lisa Ronis Personal Matchmaking
* Jill Kelleher (Kelleher & Associates)
* Dianne Bennett.

The Personal Ads & Radio Datelines Market ($200) 192-209

* Print personals - discussion of market characteristics, status report & relationship between
newspapers running the ads, the automated voicemail system providers they use, and long
distance phone companies, avg. cost per 900 number call, cost to responders to ad vs. those
placing them, why personals are popular vs. other methods.
* $ Size of the Personal Ads Market: discussion/analysis of decline of the market, past media
estimates, personal ads’ share of total 900/976 number call volume, Estimates & forecasts of personals mkt. size, 1997, 2001, 2003-2005 growth
outlook, based on phone interviews, inherent problems/limitations of personal ads.
* Singles publications market: discussion of reasons for decline, how they operate/make
money, avg. subscription price, cost to run personal ads, avg. cost of automated personals, etc.
* Singles publications: name/address list of the major U.S. singles publications, by state
* Radio Station Datelines: status report & discussion/analysis of popularity of radio automated
“datelines”, Status Report: The leading providers of Interactive Voicemail Systems today, effect
of online dating services as main contributor to decline in this market, comments by
management regarding withdrawal from market by competitors, profiles of two companies left:
Spark Network Services and Telepublishing International.


Industry Economic Structure & Operating Ratios ($200) 210-227

* Summary & analysis of 2002 Census survey (latest available): the dating services industry
NAICS code, no. of establishments & companies in the U.S., national receipts, payroll costs,
key ratios (avg. receipts per establishment, avg. receipts per company, avg. receipts/payroll per
employee).
* Analysis of legal form of organization of dating services (% of establishments & receipts by:
corporations, partnerships, sole proprietorships – 2002 vs. 1997
* Analysis by industry concentration levels: top 4, 8, 20, 50 firms – 2002 vs. 1997
* Analysis by single & multi-unit operations – 2002 vs. 1997
* Analysis & ratios, by receipts size of companies – 2002 vs. 1997
* Analysis & ratios, by receipts size of establishments – 2002 vs. 1997


Tables:
- Number of dating services, state’s total receipts, avg. receipts per service, by state: 2002
- Ratios, by legal form of organization – 2002, 1997 (no. of estabs., firms, payroll as % receipts,
receipts by type)
- Ratios, by industry concentration levels (market share): top 4, 8, 20, 50 firms – 2002, 1997
- Ratios, by single & multi-unit operations (ratios as above) – 2002, 1997
- Ratios, by receipts size of companies (as above, 11 classes-under $100K-$100 mill. – 2002,
1997)
- Ratios, by receipts size of establishments (as above, 11 classes-under $100K-$100 mill.) –
2002, 1997.

Reference Directory of Industry Trade Associations &
Information Sources 228-232

* List of dating service industry trade associations, conferences, consultants and experts,
research papers, analyst reports, etc. -- address & phones.