Track Down Multi-buyers
Both general market and niche catalogs can take advantage of multi-buyer strategies
Four Methods
A second trend that has occurred, says Lenser, is the growing importance of multi-buyers. “Today, catalogers must take a hard look at where their prospect names are coming from. People who’ve bought frequently by catalog are much more likely to buy again.”
Of course, catalogers still must test lists, use modeling and experiment with the cooperative databases, Lenser says. But zeroing in on multi-buyers is a practice that has grown in importance in this competitive market. There are four types of multi-buyers that catalogers can investigate, says Lenser:
- Companies:
- Lenser
Related Content
Comments
