Tag 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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B2B multi-channel marketers take note: It’s about the site first!

It is surprising to me how many B2B multi-channel marketers do not yet have complete buyer analysis at the site level.   After all, it is the site where demand is generated.   Let me explain. For years we (B2B marketers) followed … 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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Can you process foreign credit cards?

My sister lives in France.  She has lots of friends and family in the USA.  I am reminded at this time of year how many catalog company websites can not process foreign credit cards when she calls me to ask me … 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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Managing Costs vs. Sales: Is Your Balance Out of Whack?

OK, I'm a merchant and a marketer. I believe that nothing good happens until somebody creates a quality product or service offer, then markets and sells it well. I confess, I have that bias. Having said that, I'm constantly astounded … Continue reading

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The More Things Change, the More They Stay the Same

The more I study online marketing, the more I'm struck by the parallels to direct mail. Take this example: The other day in a client meeting we were discussing the different clickthrough rates (response rates) to various online marketing activities … Continue reading

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The Shifting Landscape of B-to-B

In B-to-B marketing, there are essentially five promotional channels: inbound sales, outbound sales, outside sales, Web and catalog/mail.    Given today’s marketplace, I thought it might be useful to talk about some of the bigger changes I see happening in … Continue reading

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How to Survive a 20 Percent Drop in Sales: Time to Reset?

I met with an owner of a large multichannel B-to-B direct marketing company this week, and we discussed a common topic these days: How does one survive a 20 percent drop in sales? It's becoming clear to me and many … Continue reading

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Catalogs Go Back to the Future

I'm a longtime cataloger marketer, and I'm intrigued at how the new generation of e-commerce marketers are beginning to sound more and more like circulation managers. I took part in a meeting the other day where performance variables of a … Continue reading

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