Category Archives: Catalog Marketing

Are you becoming a virtual company?

As I look back over the last five years and forward to the next five I see a clear trend in our industry.  More and more companies are going virtual.    Now, become you assuming what that means let me share … Continue reading

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Lessons from a Thai street vendor

I recently had the pleasure of traveling to Thailand for some business and vacation.   They call it the “land of a thousand smiles” and for good reason.  Thai children are taught to smile and be very well mannered.  Bangkok is … Continue reading

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Measuring your multi-channel performance

Many catalog marketers today struggle with accurately measuring the return on their various marketing investments. With many more customer communication channels being used it is hard to decipher what activity really drives demand. Most marketers today are using some sort … Continue reading

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Amazon roars forward with same day shipping.

If you still think Amazon.com is a B2C marketer it is time to update your perspective.   Amazon sells, either directly or through their marketplace merchants, just about every B2B product category you can think of ….and is expanding their offering … Continue reading

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Changes, changes….life is all about changes!

After nearly two  years serving as President of Ability Commerce, I will shortly return to my consulting practice.  I will remain as Chairman of the Advisory Board of Ability Commerce (along with Don Libey, Reggie Brady and Katie Muldoon) and … 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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Tips for Managing Shifting Inbound Call Volumes and Staff Costs

Last week I provided several tactics your company can use to improve the performance of your inbound call-center reps. This week, I examine another key performance area in your inbound call center: how your call-center management team reacts to shifting … Continue reading

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How to Improve the Productivity of Your Inbound Call-Center Reps

It's no secret that there's no better time to sell to your customers than when they're already calling to order from you. When they call to place orders, they're open to you initiating a consultative selling conversation. It's also no … Continue reading

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Hope Isn't a Strategy

We're hearing a lot about hope these days. Barack Obama was elected on that word more than any other. While hope and a vision for the future are necessary parts of any business strategy, they're not a strategy in and … Continue reading

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Happy New Year?

Given the lackluster sales that most B-to-B catalogers are experiencing, many are wondering just how happy, or sad, 2009 will be. Clearly the marketplace has shifted in a way we've never seen before. But everyone knows one thing's for sure: … Continue reading

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