Channel Integration

Show Me The Data: Two Aspects of Direct Marketing Frequency

| Bill Singleton

I recently gave a talk to a business group and described recency, frequency, and monetary (RFM) models. One of the questions I got at the end was to distinguish between the frequency of RFM and the frequency of business contacts and to say which was more important. I explained that there are two equally important dimensions to direct marketing frequency. There is one definition based on data of historical transactions and another depending on the amount of communications a business creates and sends out.

Hanesbrands’ Sales Slip, Profits Dive

| MCM staff

Winston Salem, NC-based Hanesbrands, which began operating as a publicly traded company on Sept. 5, 2006, reported financial results for its first quarter and six-month transition period ended Dec. 30, 2006.

Adding a persona touch

| Tim Parry

Ask anyone at women’s apparel cataloger/retailer Appleseed’s to describe Kate, and they will tell you that Kate is a baby boomer, a mother maybe even

Zero switching costs are here

| Love Goel

Why did Google pay $1.65 billion for YouTube? Why did Tom Freston lose the CEO job at MTV parent company Viacom? The same reason that Google outpaced

Review and Renew

| MCM staff

Multichannel merchants today face two fundamental challenges: Customer loyalty is declining, and competition is increasing. While these are forces that

Courting cross-channel Loyalty

| Jim Tierney

It’s no secret that the number of cross-channel customers has grown exponentially in recent years to more than 45 million in 2005 and that they tend to

Holiday highlights

| Sherry Chiger

According to the National Retail Federation (NRF), 2006 holiday sales were up 4.4% from 2005. Whether that’s good news or bad depends on what you’d been

Sizing up SaaS

| Jeff Morris

Software as a service, or SaaS, is arguably the most talked-about trend in IT. Bill McNee, CEO of Westport, CT-based research firm Saugatuck Technology,

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