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Signs of the times  Apr 01, 2006 10:30 PM By Brian Santo

Retailers have any number of display and signage options available to them: digital signs, high-quality wall-size posters, danglers, power wings, gondolas,

HAVE YOU HEARD ABOUT WORD OF MOUTH?  Feb 01, 2006 10:30 PM By Brian Santo

As any author with a book plugged by Oprah can tell you, word of mouth (WOM) can be a wonderful thing. Not only does it cost virtually nothing, but it

Procure this  Jan 01, 2006 10:30 PM By Brian Santo

In the early days of e-procurement way back in the late 1990s only the largest companies could afford to implement the necessary systems. For business-to-business

You Better Shop Around  Feb 01, 2002 10:30 PM By Brian Santo

As with any catalog or retail shopping adventure, a customer’s experience on your Website can make or break your relationship with that buyer. So when

Eye on B-to-B: The Fundamentals of Selling to the Feds  Dec 01, 2001 10:30 PM By Brian Santo

There’s no question that selling to the federal government is more difficult than selling on the open market. Often you must document your absolute best

Hickory Farms’ new direct focus  Jul 01, 2000 9:30 PM By Brian Santo

A 20-year decline in store sales used to kill a company. But for Maumee, OH-based Hickory Farms, the retail downturn has had a revitalizing effect.The

BUSINESS-TO-BUSINESS: A better Connection  Mar 01, 2000 10:30 PM By Brian Santo

PC Connection keeps growing, with a new call center and service dealBetween mid-December and mid-January, PC Connection reorganized into a holding company,

extranet, extra sales  Nov 01, 1999 10:30 PM By Brian Santo

Giving select customers access to specialized sections of your site is true one-to-one marketing in actionAs customer demand for better, more targeted

Hopping into the bed market  Jun 01, 1999 9:30 PM By Brian Santo

It’s an obvious jump from selling a $599 down comforter to selling a $12,463 hand-built Tudor bed. At least it was for Freeport, ME-based Cuddledown of

Troubled marketer seeks salvation in catalog sales  Apr 01, 1999 10:30 PM By Brian Santo

Cosmetics and personal care products cataloger/retailer Garden Botanika got off to a rocky start this year. Following a 10% plummet in its annual sales,

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