All About ROI (formerly Catalog Success) Tips and Strategies

Mailers Urged to Influence Regulatory Commission to Approve, Finalize 'Summer Sale' Rates

Tue, 19 May 2009 00:00:00 EDT

"The USPS has demonstrated their willingness to be proactive and take advantage of flexible pricing through the recently proposed 'Summer Sale,'" said Neil O'Keefe, vice president of the Direct Marketing Association's catalog and...

ACCM Post-Mortem: A Last Hurrah?

Tue, 19 May 2009 00:00:00 EDT

Actually, that headline might have been more appropriate 12 months ago when the Annual Conference for Catalog & Multichannel Merchants had at least a little life left in it. This year’s ACCM, held two weeks ago in New Orleans, was the...

5 Ways to Make the Right E-Commerce Investment Decisions

Tue, 19 May 2009 00:00:00 EDT

A workshop session I co-led at the recent Annual Conference for Catalog & Multichannel Merchants in New Orleans provided specific and actionable advice on the full gamut of technology investment decisions — from knowing when it’s...

Myriad Ways to Drive ROI via Paid Search

Tue, 19 May 2009 00:00:00 EDT

As reports of April's retail sales attest, consumers are continuing to keep a firm grip on their pocketbooks. In this ultracompetitive environment where every dollar is fought for, customer acquisition takes on added importance. Paid search often...

Consumers Stick to the Basics

Tue, 19 May 2009 00:00:00 EDT

News of the economy's turnaround — albeit slow — may have proven to be premature, as April's retail sales (excluding automobiles, gas stations and restaurants) decreased 0.4 percent from March and 1.7 percent from last April,...

4 Tips to Better Understand and Retain New Buyers

Tue, 05 May 2009 00:00:00 EDT

You’ve sliced and diced lists, compiled search terms and analyzed affiliates. After all that time, effort and cost, you’ve finally converted that prospect to a new customer. Now what? Customer strategies tend to focus on acquiring...

Shoes, Spark Plugs and Satisfaction ... Online

Tue, 05 May 2009 00:00:00 EDT

If you’re like most consumers, buying online is more of a possibility today than it was yesterday, and you’ll probably think about it more tomorrow. Can big wins be made by optimizing your online shopping experience? Best Buy did and...

A Mailer's Take on the State of Postal Mailings, Part 2

Tue, 05 May 2009 00:00:00 EDT

In our April 21 edition, we caught up with Allen Abbott, EVP/COO at Paul Fredrick MenStyle, a Fleetwood, Pa.-based marketer of men’s apparel, who shared his views on where the U.S. Postal Service is headed and how catalog mailers fit into...

Modern Catalog/Multichannel Customer Acquisition

Tue, 05 May 2009 00:00:00 EDT

Regardless of the economy, many larger catalog brands are experiencing multiyear decreases in catalog customer acquisition after factoring in matchback results. Some businesses perform demographic overlays against the customer file. Not...

Techniques to Find and Cut Unprofitable Circ

Tue, 05 May 2009 00:00:00 EDT

The old saying is, “98 percent of your prospecting circulation won’t respond to your next catalog. So the trick is to find the 2 percent that will and just mail to them.” Another way of approaching this dilemma is to isolate as...