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Post By Jim Coogan

How to Determine Your Catalog’s Financial Objective  Oct 16, 2006 9:17 PM By Jim Coogan

Many managers don

Finding Geographic Hot Spots for Deeper Prospecting  Oct 09, 2006 5:31 PM By Jim Coogan

Have you looked for geographic hot spots where you have pockets of buyers? If you can find geographic hot spots you can prospect deeper to these states, sectional center facilities (SCFs), or zip codes because they will respond profitably to marginal prospecting lists.

Segmenting and Tracking by Source Code  Oct 02, 2006 7:38 PM By Jim Coogan

Source codes teach us almost everything we need to know about catalog circulation.

Making Catalog Requests Your Most Profitable Prospecting Method  Sep 25, 2006 6:53 PM By Jim Coogan

Using two-step catalog requests for customer prospecting is a long-established strategy. But the model is changing rapidly with the influx of Web catalog requests.

Calculating the Impact of Advanced Data Hygiene  Sep 18, 2006 7:40 PM By Jim Coogan

Using advanced data hygiene to correct bad addresses and suppress undeliverable ones isn

Rental List Selects Are Worth Their Weight in Gold  Sep 10, 2006 8:04 PM By Jim Coogan

Jim Coogan, president of Santa Fe, NM-based consultancy Catalog Marketing Economics, says that it is worthwhile to pay for those extra selection charges to get the most targeted names available from rental lists. After all, the incremental response from taking the best-of-the-best names from a rental list will pay the extra costs of the selects.

Is Your Direct Marketing Business Growing?  Aug 21, 2006 7:43 PM By Jim Coogan

The comparing number of 12-month new-to-file buyers now against a year ago tells if you are continuing to acquire new buyers economically or if any revenue growth you may be experiencing is resulting exclusively from your preexisting customers.

20 Tiny Tips and Techniques to Layer On More Sales  Aug 14, 2006 9:12 PM By Jim Coogan

The momentum of your direct marketing creates many small opportunities to increase your sales. That

Reasons to Rely On Your Daily Sales Flash  Aug 07, 2006 8:43 PM By Jim Coogan

The daily sales flash provides the most actionable, statistically significant data to circulation managers and top management. It tells how the catalog business

Understanding Catalog Circulation Post Mortems  Jul 31, 2006 8:20 PM By Jim Coogan

Catalog circulation post mortems allow top management to examine what went right and what went wrong with catalog campaigns so that you can improve future campaigns. Circulation drives your catalog, and preparing the post mortem is the responsibility of the circulation manager.

Here are the critical pieces of a circulation post mortem:

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