Category Archives: Catalog Marketing

2014 Trends for B2B Catalog Marketers.

2014 will be a big year for B2B Multi-Channel Marketers With the New Year off to a roaring start it’s helpful to pause and look at the road ahead. Much has happened in the last two years and the pace … Continue reading

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Is the B2B Catalog Dead or Dying?

Many of our clients ask us our opinion on the future of the B2B catalog.  Of course, the answer depends on many things like who your target customer is and what are you selling.  Legacy catalogers also generally have legacy … Continue reading

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B2B Catalogs versus “the local dealer/distributor”

I had a conversation with a client a week or so ago about the competition he was facing from “local dealers”.    He was complaining that his locally based competition had gained advantage over the years as they had immediate access … Continue reading

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Is there a Perfect Storm Approaching

I have been doing a lot of strategy work lately for several different companies and have come to believe that there may be a “perfect storm” approaching for B2B catalogers.   Here are three big picture issues that I believe should … Continue reading

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Online Video Boosts B2B Catalog Sales

The role of the catalog is changing.   It used to be the only customer communication and sales vehicle but today it is one element (albeit the main course!) in the customer communications mix. In the B2B world the cost of … Continue reading

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The USPS and B2B Catalogs – Will postal rates increase?

  If you run a B2B catalog company, chances are you have been following the continuing saga of the USPS wondering how future postage increases will affect your business.  The short answer is that the magnitude of postage increases in … Continue reading

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Measuring ROI on B2B Marketing Activity in a Multi-Channel Environment.

Measuring ROI on B2B marketing activity in a multi-channel environment.  Most B2B marketers today struggle to measure and allocate expense and return to various marketing efforts.   The interrelationships between sales and marketing activity like direct mail, email and telephone sales, … Continue reading

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Do you callback your web orders?

Most B2B Catalog marketers, including me, think the web is a very good thing. However, I am becoming increasingly convinced that sometimes the web, with all its benefits, shortchanges us.   This happens in a number of “customer experience” areas … Continue reading

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Canada is hotter!

Several months ago I blogged about expanding your marketing efforts to Canada. Since then I have helped two B2B catalog marketers refine and expand their Canadian marketing programs. All three have met with great success and I encourage you now … Continue reading

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UK catalogers entering the USA…..really?

I have just returned from ECMOD 2010 in London, the annual gathering of UK/European direct marketers.    While there, I gave a presentation on “Managing Multi-Channel Metrics” a hot topic these days.   Many struggle with how to do it effectively.   Email … Continue reading

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