Eye on B-to-B: Best-Buyer Plan Keys to Success
In addition to determining your best customers and calculating the sales increase needed to cover the cost of a best-buyer program, several other factors
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Catalog Branding: Everyone As Well As Everything
Scott Davis, in his book Brand Asset Management, views employee involvement as the most important element of managing your brand. Everyone must take part
Eye on B-to-B: Best Programs for Best Buyers
Drawing the line when assessing who should receive discounts The point of offering frequent-buyer discounts and other incentives to your best customers,
J. Peterman Co. Rides Again
The quirky catalog that put the duster coat on the map has risen from the dust By now John Peterman’s rise and fall in the catalog industry has been well
Getting Personal with…Daryle Scott
Daryle Scott is president/CEO/founder of Jacksonville, FL-based Venus Swimwear. Where did you grow up? All over the East Coast. I was an AT&T brat. What
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NEW LISTS IT PROFESSIONALS The IT Professional Database Masterfile has more than 300,000 names of online course and product buyers. These IT and MIS directors
Notes from a Layoff-phobe
Some people are terrified of dogs. Others are afraid of spiders or heights or enclosed spaces. I live in fear of layoffs. Doesn’t matter whether it’s
ask the experts
If you are responsible for online privacy issues in your company, your mantra should be Know, say, do. Know what your company is doing, say what your
Catalog Copy: A Tilley Hat Is a Tilley Hat. Or Is It?
The heading on a catalog description of the famous Tilley Hat: ELEPHANT EATS TILLEY HAT 3 TIMES! What follows is This is a true story. Michael Hackenberger,
On the Scene at NEMOA: Cautious Mood
Cambridge, MA