Tag Archives: catalog marketing

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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How to Keep Your Job … and Your Business

1. Are you using RFM analysis to refine your circulation plan on a monthly basis? 2. Are you enhancing your RFM analysis with product purchased and order channel data? 3. Does your Web site work? (This question may sound silly, … Continue reading

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Ask Your Vendor Partners for Help

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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Is Your E-Commerce Site Up to Snuff?

In my column last week, I discussed how catalog/multichannel merchants can reduce their dependency on the USPS in the face of ever rising postal rates and the threat of a five-day delivery week. One of my suggestions was to improve … Continue reading

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What Would Reduced Mail Delivery Mean to You?

Postmaster General John Potter recently asked Congress to lift the requirement that the agency deliver mail six days a week. Dropping Saturday or Tuesday delivery seems to be the option. The obvious question then becomes: How will this affect my … 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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How to Survive a Recession

Someone asked me last week, "What are the best ways to survive a recession?" Without thinking much, I responded, “Love the customers you got!" As I began to reflect on my knee-jerk answer, I realized just how important it is … Continue reading

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