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‘Professional’ buyers  Jan 01, 1999 10:30 PM By Lynn Dougherty

Mailing to the office is a necessary tactic for business catalogs, but many consumer catalogers have also been finding that it pays off to reach prospects

Catalog creative redefines image  Jan 01, 1999 10:30 PM By Lynn Dougherty

Jewelry and tabletop gifts retailer Michael C. Fina has always been known as a discounter. But the family-owned business is changing its image, in part

The merits of multis  Dec 01, 1998 10:30 PM By Lynn Dougherty

Net-name arrangements, in which renters don’t pay for duplicate names eliminated during the merge/purge process, became popular in the 1980s. But today,

Customer’s wish is Xtras’ command  Dec 01, 1998 10:30 PM By Lynn Dougherty

A high-tech market requires high-tech customer communication strategies, or so business-to-business software cataloger Xtras has concluded. Responding

Not yet up to speed  Nov 01, 1998 10:30 PM By Lynn Dougherty

Fifteen years ago, the list delivery process was clunky, undependable, and slow, taking weeks rather than days. Today, some catalog mailers claim, despite

Bargains abroad  Nov 01, 1998 10:30 PM By Lynn Dougherty

Catalogers in the U.S. are enjoying at least one beneficial side effect from Asia’s economic ills: better prices on imports. But even as product costs

Determining the value of an online buyer  Oct 01, 1998 9:30 PM By Lynn Dougherty

It’s fundamental: A list’s source-essentially, how the names were obtained-affects that list’s performance. For catalogers, “direct mail-generated names

Fingerhut’s Hispanic push  Oct 01, 1998 9:30 PM By Lynn Dougherty

After trimming circulation of its general merchandise catalog last year to bolster flat profits, Fingerhut is in a heavy growth mode. The $1.5 billion

The art of the deal  Oct 01, 1998 9:30 PM By Lynn Dougherty

Over the years, catalogers shopping for mailing lists have learned that list data cards are just guidelines, and that increasingly, flexible pricing is

New Pig  Sep 01, 1998 9:30 PM By Lynn Dougherty

Industrial safety products cataloger New Pig regularly receives praise for its loyalty-engendering marketing. Nonetheless, the Tipton, PA-based mailer

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