Upselling magazine subscriptions.
Training your order-takers to upsell customers is a basic sales technique. But some catalogers now have their customer service representatives (CSRs)
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CLOSE-UP: HENRY SCHEIN – Scheining Knight?
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
the promise of digital wallets
Will improved digital wallets win over shoppers and boost online sales?Getting customers to come to your Website is hard enough; getting them to complete
U.S. catalogers storm the desert
The Middle East might seem an unlikely market for general merchandiser Spiegel to test. But Scott Weiler, director of business development and promotion
CLOSURES: J. Jill bids Nicole farewell
Women’s apparel cataloger The J. Jill Group (formerly DM Management) announced it will fold its secondary title, Nicole, in response to what president/CEO
Battle of the band suppliers
Stan Werbin, owner of Lansing, MI-based Elderly Instruments, remembers when competition among retail and catalog marketers of musical instruments in regional
Is your copy trying too hard?
One man’s meat is another man’s poison. And as catalog copy becomes more and more hypertargeted, two circumstances become more and more apparent. The
The 10 most common creative mistakes
A detailed evaluation of your catalog creative will help you understand what you’re doing right – and what you may be doing wrong.Are you in a creative
CUSTOMER SERVICE: Breaking backorder news
How your reps can better deal with the inevitable out-of-stocksLet’s face it: You are most likely going to have backorders this holiday season. Because
the non predictive part of predictive modeling
The bulk of predictive modeling doesn’t involve statistics, but rather research, analysis, and implementationSome catalogers may be intimidated by the