Monthly Archives: March 2009

RFMPCP … What?

I recently met with an experienced B-to-B direct marketer to talk about what his company is doing to “get more with less.” It's a common theme these days. We discussed how many marketers, particularly new e-marketers, weren't paying enough attention … Continue reading

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Is 'Batch and Blast' Your E-Mail Strategy?

Lately I've heard a number of B-to-B catalogers complain about falling e-mail response rates and rising unsubscribe rates. It very quickly comes to light that, for the most part, they're following a “batch and blast” e-mail strategy. They form an … Continue reading

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One-to-One Marketing Is Here … and Has Been for Some Time

For years our industry has talked about true one-to-one marketing. It's the end result of all our database marketing expertise. Well, some B-to-B catalogers are still talking and not doing, making me wonder how they continue to survive. Here are … Continue reading

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Are Your Web Sales Growing Fast Enough?

Many people I talk to continue to enjoy great success with their B-to-B Web sites, even in this terrible economy. Visitors, orders, sales and customer satisfaction are all up. In most cases, it's the "bright spot" of the business that … Continue reading

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Retail's Struggles Are B-to-B Catalogers’ Gain

B-to-B catalogers always have had several advantages over retailers. They can maintain and offer wider and deeper product offerings as they're not limited to retail space. They can provide expert telephone sales and support, warranty and repair services, installation advice, … Continue reading

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