February 27, 2006




Using Your Operational System as a Marketing Database: Just One of the Seven Deadly Sins

Companies fail at database marketing for a variety of reasons, says Jeff Hassemer, director of product strategy at the data management solutions division of marketing solutions provider Abacus.
During a Webinar held Feb. 23 by MULTICHANNEL MERCHANT and “Direct” magazines, Hassemer …

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In Lists & Data - Buisness

May 9, 2006




ACCM Show Daily: Q&A with Ramesh Ratan

Just prior to ACCM, MULTICHANNEL MERCHANT caught up with Ramesh Ratan, senior vice president of the New York-based Direct Marketing Association, which with MULTICHANNEL MERCHANT produces the conference. Ratan has worked under John A. Greco Jr., president/CEO of the …

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In News

May 8, 2006




Can You Believe Your Customer or Traditional Market Research?

One of the most common objectives of market research is to find the customers’ wants and wishes, or their hot buttons. But what if traditional market research identifies the wrong hot buttons? What if conventional market research singles out hot …

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In Channel Integration, Cross Channel

May 6, 2006




ACCM Show Daily: Who’s Here and Why

Why do attendees come to the Annual Conference for Catalog & Multichannel Merchants (ACCM)? Is it to listen to presentations from their peers and industry experts? To shop for goods and services in the Exhibit Hall? To catch up with colleagues …

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In News

May 2, 2006




Thinking Outside of the “Book”

As integration of multiple channels has become the norm rather than the exception, prospecting for customers has become more challenging. Today’s dynamic marketplace means you have more access to more potential buyers via the Web and stores and print—…

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In Channel Integration, Cross Channel

May 1, 2006




Magalog looks to the great outdoors

Two Colorado-based marketers are preparing a cooperative magalog designed to give merchants of outdoor gear access to buyers with active lifestyles and a propensity to buy from catalogs.
Outdoor Republic, a joint venture of Golden, CO-based database products and services …

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In Uncategorized

May 1, 2006




Battle of the brands

In 1971, 45 New York advertising agencies told Frank Perdue that he couldn’t brand a chicken. Chickens are commodities, they told him. Consumers don’t care whose chicken they buy. They buy chicken on price. Perdue disagreed. Profit margins in the poultry business …

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In Channel Integration, Cross Channel

May 1, 2006




The rule of specificity

Matching the offer to the prospect is a “given” in any professional sales situation…except for some catalogs. Why? Catalog marketing managers either have an awareness of the psychographic/demographic profile of their typical customers and prospects, or they don’t. …

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In Print Channel

April 26, 2006




Cross-Docking: Bypassing Storage

Customers expect products when they are ordered—on demand, with an unprecedented level of compliance. To be competitive, companies must focus on moving product in and out of the warehouse in the most cost-effective, efficient, and timely manner possible, while …

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In Uncategorized

February 7, 2006




Talbots, Not Liz Claiborne, Buys J. Jill

In a turn of events befitting a soap opera, Hingham, MA-based The Talbots, and not New York-based Liz Claiborne, purchased Quincy, MA-based cataloger/retailer J. Jill for $517 million or $24.05 per share.
The acquisition, subject to Hart-Scott-Rodino antitrust clearance, is expected …

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