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.
Saratoga Springs, NY
Saratoga Springs, NY–Sales promotions or no sales promotions? That was the question posed during a session at the
If at first you don’t succeed, try again. That’s what Collegiate Pacific intends to do by offering once again to acquire the remaining shares of Sport Supply Group it does not currently own
Four former Lands’ End executives have teamed together to create Fair Indigo, a multichannel apparel company with a socially conscious message.
Mount Horeb Mustard Museum doesn’t have the resources of a Lands’ End or a J.C. Penney. But what the purveyor of
According to the Abacus 2006 Multichannel Trend Report, the majority of direct sales captured in 2005 continued to take place via traditional “mail order” (phone/mail/fax), with 51% of households ordering through traditional channels.
To profitably grow a business, you need to invest the right amount in prospecting. But what is that right amount? It varies by company based on several factors including sales goals, profitability targets, short- and long-term strategic plans, and how customer lifetime value (LTV) compares with acquisition costs.
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.
Multititle mailer Delia’s, cataloger/retailer Jos. A. Bank Clothiers, and manufacturer/marketer Cutter & Buck all enjoyed year-over-year sales growth for the quarter
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