August 9, 2011




Fahrney’s Pens Elevates Online Experience

Fahrney’s Pens, an 82-year-old cataloger, was late to the game when it entered cyberspace in 2005. But the upscale seller of pens, watches and collectibles hopes to make up for that with early adoption of mobile, tablet and social commerce.

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In Mobile Commerce

April 1, 2011




Is your contact strategy in crisis?

Being proactive is a big buzz phrase in our industry. But many direct marketers continue to engage in practices that seriously undermine the effectiveness of the contact strategies that, in large part, determine their performance and profitability.
Once these practices …

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In Catalog

November 16, 2010




Five Tips for Selling to Customers in Europe

You wouldn’t own a bricks-and-mortar store and turn away customers who living on your block. In ecommerce, every customer is local, and a captive European market just one click away from your website shop front is perhaps being denied …

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In Ecommerce, Postal Strategy

June 1, 2005




MediaBay goes digital

Trying to keep up with the changing technology and reverse a dozen years of operating losses, Cedar Knoll, NJ-based MediaBay is transitioning from selling spoken-word CDs and cassettes via catalogs to offering downloads of its products via Websites such as …

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In Uncategorized

August 1, 2004




Higher and Hire

Job growth in the U.S. this year has been inconsistent. Within the catalog industry, however, more and more companies are lifting hiring freezes and even creating jobs.
As of early July, Eda Zullo, an executive recruiter with Southport, CT-based …

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In News

April 1, 2003




DIRECT-TO-CUSTOMER FULFILLMENT SOFTWARE 2003 REVIEW

The direct-to-customer software marketplace is a mature industry whose current trends will mark its direction for the next few years. Though sales of DTC systems software slowed dramatically in 2001, the second half of 2002 saw more activity in terms of companies …

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In CRM, Opsandfulfillment_warehouse-20-03-2013

August 1, 2001




Kids Stuff’s Growth Strategy

It’s been rough going for North Canton, OH-based Kids Stuff. Annual sales for the children’s products mailer, which mails Perfectly Safe, The Natural Baby Catalog, and Jeannie’s Kids Club, decreased 5% last year, to $15.9 million from $16.8 million in 1999. What’s more, Kids …

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In News

February 1, 2001




Catalog Analysis: The Cost of Acquiring a Customer

Do you measure how much it costs you to acquire a customer? The number of catalogers who don’t constantly amazes me. Internet pure-play marketers tend to be even worse—they don’t realize that knowing what it costs to …

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In News

January 1, 2001




PROFITABLE PROSPECTING

Strategic prospecting can help you cut promotion costs, increase your response rates, and improve the future value of your customers
Postage is increasing! Paper prices are going up! Operating costs are rising fast! Margins are falling! And response rates are …

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In Lists & Data - Business-14-05-2013

August 1, 2000




From b-to-b supplier to partner, via the Web

In the business-to-business world, the World Wide Web is one of the most lucrative opportunities for growth to come along in years. According to Forrester Research, the surge in e-commerce is expected to reach $445 billion in 2000. Tradition catalog companies could …

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In News

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