Making Catalog Requests Your Most Profitable Prospecting Method
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.
Catalog
Live from NEMOA: Print Is Alive and Well
Saratoga Springs, NY
Collegiate Pacific to Purchase Remaining Sport Supply Shares…Again
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
Socially Conscious Fair Indigo Catalog Hits Mailboxes
Four former Lands’ End executives have teamed together to create Fair Indigo, a multichannel apparel company with a socially conscious message.
Abacus: Traditional Mail Order Still Rules
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.
Investing the Right Amount in Prospecting
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.
Rental List Selects Are Worth Their Weight in Gold
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.
Financial Reports: Delia’s, Jos. A. Bank, Cutter & Buck
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
Spiegel Brands Acquires Carabella, A.B. Lambdin
San Francisco-based private equity firm Golden Gate Capital Corp. has made no secret about its intention of building a billion-dollar family of apparel companies. On Sept. 6 it appeared to have reached its goal.
Essence by Mail Lives On in Ella Starr
New York-based apparel manufacturer Mink Marketing has launched its first catalog. But the new title, Ella Starr, is something of a direct descendant of the now-defunct Essence by Mail.