Catalog Doctor: The Doctor Is In to Help You ...

Prescription: Get channel teams to interact regularly. When team members interact more and understand the limitations and scope of the other channels, they can develop ideas to use channels more effectively.

Here are a few ideas I’ve seen succeed when teams work together.

1. Offer-hurdle tests. Where’s the best place to set the order-size hurdle for special offers? If the catalog’s average order is $75, is it better to set the hurdle above or below that average value? Should the hurdles end in $5, $9 or $0?