Contributions to Profit Think Inside the Box

Some marketers ask why they should put the same catalog from which someone just ordered back in the person's hands. Because it works. Here's how you can use outbound packages strategically.

- Segment your offers. One company I worked with sold products for both men and women. We developed a powerful cross-selling program to take advantage of this company's appeal to both genders. The fulfillment staff inserted offers specific for each gender. We inventoried the inserts so items easily could be picked and packed. The 6-by-9-inch inserts included a coupon border order form.