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Post By Jim Coogan

Use Co-ops to Track Transferring Customers  Jan 22, 2007 10:14 PM By Jim Coogan

Chances are that a customer or household that used to shop a lot but has no transactions has moved. Look at these dormant households as a suppression opportunity. Sometimes when households move, they don

How New Prospecting Lists Survive A Merge Before You Mail  Jan 16, 2007 10:47 PM By Jim Coogan

How can you tell if a new prospecting list you are testing for the first time has a chance of success? Look carefully at the gross-to-net percentage of a new list. If the new list doesn

How Many Web Buyers Will You Have for Next Year’s Catalog Circulation?  Jan 08, 2007 10:39 PM By Jim Coogan

Web buyers represent an ever-increasing portion of a catalog

Resolving the Disconnect Between Catalogers and Web Merchants  Dec 21, 2006 1:17 AM By Jim Coogan

There seems to be a disconnect between traditional catalog circulation managers and Web marketers. Multichannel merchants need to understand the gap between the two disciplines to maximize the potential of traditional catalogs and of the web.

Profit From Your DMA Panders  Dec 12, 2006 12:17 AM By Jim Coogan

When conducting a merge/purge, names will hit against the Direct Marketing Association pander file, which consists of those people who write the DMA indicating they do not want unsolicited mail. Does that mean you should avoid mailing to all of these names?

Forecast Final Christmas Results Now  Dec 06, 2006 2:44 AM By Jim Coogan

Early holiday 2006 results are in

Leverage Your Bottom Line With Buyer Remails  Dec 04, 2006 10:56 PM By Jim Coogan

What can a high-profit buyer remail do to boost your bottom line? Compare a circulation plan before and after adding a buyer remail. When you take the financials all the way down to the bottom line, you can see the dramatic change in profitability you can achieve.

Stop Churning Your Multibuyers  Nov 27, 2006 9:42 PM By Jim Coogan

How can you profitably mail your multibuyers rather than losing them to mulitbuyer churn in your merge?

Keeping Your Circulation Healthy  Nov 06, 2006 10:19 PM By Jim Coogan

Are your Web buyers or your catalog requesters dragging down your response rates? Many catalogers face a problem of the flood of Web buyers, in that the number of buyers is going up but response to house buyer file mailings is going down.

Maximizing Profitability: How Frequently Should You Mail Your Buyer File?  Oct 23, 2006 10:33 PM By Jim Coogan

Mailers often struggle with calculating how frequently they can profitably mail their buyer file and what frequency optimizes profitability. The following calculation is based on comparing two mailing frequencies.

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