Monthly Archives: October 2008

Retreat or Advance? What Should You Do in These Turbulent Times?

Posted on October 28, 2008 by Terry jukes

Warren Buffet recently said, “It’s wise to be greedy when others are fearful.” In recent conversations I’ve had with some B-to-B catalogers, I’ve found that some are aggressively planning to acquire faltering competitors and/or taking steps to grab market share. … Continue reading →

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Use Returns to Cultivate Loyal Customers

Posted on October 21, 2008 by Terry jukes

Handling returns is often seen as a “necessary evil” for B-to-B marketers. But in fact, it can be a great source of loyal customers. Returns are a fact of life in any catalog business, so why not make the most … Continue reading →

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The Value of Being Flexible in Tough Times

Posted on October 14, 2008 by Terry jukes

With the markets in turmoil, the economy slumping and our customers spending “nervously,” now is the time to remember the value of being flexible. Here are some ideas to help make your businesses as flexible as possible: * Continue mailing, … Continue reading →

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It’s About Selling Intelligence, Not Just Products

Posted on October 7, 2008 by Terry jukes

I’m always struck by B-to-B marketers’ focus on just selling products when, in fact, customers want to buy solutions. In B-to-B, most often, the products sold require knowledge to make them work. Computers need to be installed, networked, made secure, … Continue reading →

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