Monthly Archives: September 2008

Focus on the Relationship, Not Just the Transaction

I had the opportunity to visit a midsized B-to-B cataloger last week. As usual, the management gave me the tour with great pride and conviction that its solution and service were the best. After I left the business, however, I … Continue reading

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Maintaining Customer Focus During Turbulent Times

Our world is full of crisis. How can we stay focused on our customers? We’ve all seen the news go from bad to worse. Some of it, like the political rhetoric, we expected as the presidential election nears. Some of … Continue reading

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Are You Losing Customers in Your Warehouse?

A recent visit to a major B-to-B cataloger (sales in excess of $100 million) proved to be quite a revelation for me. During the course of my visit, it was revealed that the company was struggling to maintain its fill … Continue reading

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Increase Productivity and Effectiveness Via New Technology

As an industry, we’ve had to weather difficult market conditions before. Whether you want to call it a recession or not, there’s no doubt that times are tough. B-to-B customers are “cautious.” Not dead, but cautious. During such times, B-to-B … Continue reading

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Behind the B-to-B Online Video Explosion

In case you haven’t noticed, the use of amateur video to sell products online is exploding. YouTube has made amateur video perfectly acceptable, and B-to-B catalogers have realized the power of video to educate, inform, sell, demonstrate, serve and communicate. … Continue reading

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