Basic terminology
RFM analysis: Selecting panels of buyers or prospects for promotions based on permutations of historical recency, frequency, and monetary value, among
MCM staff
The Seinfeld curse?
As the industry awaits the fate of cataloger/retailer J. Peterman, which narrowly escaped bankruptcy liquidation in March (see story on p. 5), we have
Damark takes the long view
What better way to retain customers than to make them members of a buyers club. At least, that was Damark International’s philosophy when it began refocusing
Forecasters predict a blue year
In this era of increasing technology and cold impersonality, you might expect the hot colors of the next year to be cold metallics and steely grays. But
Listings
CHILDREN’S BOOK BUYERS The 22,903 buyers of children’s books from A Common Reader catalog are affluent and well-educated parents, grandparents, and gift-givers
PAGE DENSITY
Andrea Lawson Gray: If “authority” is integral to your positioning, you’ll need longer copy blocks and larger photographs, perhaps with insets, to show
Pardners in cataloging
Five years after launching a catalog to support its programs, the Texas Parks & Wildlife Department (TPWD) handed over operation of its Texas Parks &
Catalogers going to extremes
In 1996, the Winter Olympics featured snowboarding as a medal event for the first time-a sure sign that “extreme sports” have gone mainstream. Another
People
J. Michael Wolfe, the president of Longmont, CO-based Concepts Direct, was elected to the cataloger’s board of directors. The company also hired J. Benjamin
Who ya gonna call?
A telemarketing campaign can boost a business-to-business cataloger’s sales significantly, but calling individual customers isn’t cheap. Many business