Monthly Archives: October 2008

Retreat or Advance? What Should You Do in These Turbulent Times?

Warren Buffet recently said, “It’s wise to be greedy when others are fearful.” In recent conversations I’ve had with some B-to-B catalogers, I’ve found that some are aggressively planning to acquire faltering competitors and/or taking steps to grab market share. … Continue reading

Posted in Catalog Marketing | Tagged , , | Leave a comment

Use Returns to Cultivate Loyal Customers

Handling returns is often seen as a “necessary evil” for B-to-B marketers. But in fact, it can be a great source of loyal customers. Returns are a fact of life in any catalog business, so why not make the most … Continue reading

Posted in Catalog Marketing | Tagged | Leave a comment

The Value of Being Flexible in Tough Times

With the markets in turmoil, the economy slumping and our customers spending “nervously,” now is the time to remember the value of being flexible. Here are some ideas to help make your businesses as flexible as possible: * Continue mailing, … Continue reading

Posted in Catalog Marketing | Tagged , | Leave a comment

It’s About Selling Intelligence, Not Just Products

I’m always struck by B-to-B marketers’ focus on just selling products when, in fact, customers want to buy solutions. In B-to-B, most often, the products sold require knowledge to make them work. Computers need to be installed, networked, made secure, … Continue reading

Posted in Catalog Marketing | Tagged , | Leave a comment