Marketing ARCHIVE

The art of the deal: Discounting for sales and profit  Nov 01, 1999 10:30 PM By Kim Hansen

The appeal of catalog marketing for many is the unique blend of art and science. Without question, cataloging offers an outlet for creativity – while

That’s our policy: Where do you fall on the customer service continuum?  Nov 01, 1999 10:30 PM By Liz Kislik

Every legitimate catalog company positions itself along a continuum of customer service, either by conscious effort or as a result of countless unplanned

CLOSE-UP: HENRY SCHEIN – Scheining Knight?  Nov 01, 1999 10:30 PM By Diane Cyr

The next challenge for b-to-ber’s CEOWhoever dusts the cluttered office of Stan Bergman, CEO of healthcare supplies cataloger Henry Schein, should probably

A fishy title  Oct 01, 1999 9:30 PM By MCM staff

Most catalogers strive for a catchy title, but “Bite Me?” A Catalog Age staff member picked up this offbeat gem from the Bite Me Live Bait Co. while on

the annual paper forecast: cautious Optimism  Oct 01, 1999 9:30 PM By Eric Edelmann

Though life has been good of late for catalog paper buyers, with ample supply and stable pricing, few are planning huge increases in paper consumption.What

The Black Dog, Holiday 1998  Sep 01, 1999 9:30 PM By Peter Girard

This catalog treats the buyer as a member of the Martha’s Vineyard community. It’s flattering,” assesses one judge. Indeed, The Black Dog, which originates

The Black Dog, Summer ’98  Sep 01, 1999 9:30 PM By Moira Pascale

Which is the front and which is the back?” asks one puzzled judge about The Black Dog catalog. The tabloid-size cover depicts a young woman and what appears

CUSTOMER RELATIONSHIP MARKETING: Building strong relationships  Sep 01, 1999 9:30 PM By Paul Miller

CRM moves b-to-b firms toward a customer-driven marketing dynamicEvery cataloger knows that the secret of long-term success is holding on to customers.

The 10 BEST Catalog Copy Headlines  Jun 01, 1999 9:30 PM By Herschell Gordon Lewis

As every reader of this publication knows, catalogs use one of four standard headings:1. Name the product.2. Describe the product “phylum.”3. Describe

The 10 BEST Cost-Cutting Ideas of All Time  Jun 01, 1999 9:30 PM By Mark Del Franco

In the catalog business, shrinking margins and increased competition can eat into profits, so every penny counts. Whether it’s shaving a few bucks off






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