Find and Target Multi-Buyers
For an added cost, an Abacus identifier can help flag the multis who are best mailed in the off-season. In the example of the holiday multi-buyers mailed again in spring, Abacus can flag the multis whose entire purchase history has been during the holiday season only. Such multi-buyer names would be suppressed from the spring mailing, reducing the number of multi-buyer names you mail, while increasing the revenue per catalog mailed—a win-win strategy.
- People:
- Stephen R. Lett
Steve Lett graduated from Indiana University in 1970 and immediately began his 50-year career in Direct Marketing; mainly catalogs.
Steve spent the first 25 years of his career in executive level positions at both consumer and business-to-business companies. The next 25 years have been with Lett Direct, Inc., the company Steve founded in early 1995. Lett Direct, Inc., is a catalog and internet consulting firm specializing in circulation planning, plan execution, analysis and digital marketing (Google Premier Partner).
Steve has served on the Ethics Committee of the Direct Marketing Association (DMA) and on a number of company boards, both public and private. He served on the Board of the ACMA. He has been the subject of two Harvard Business School case studies. He is the author of a book, Strategic Catalog Marketing. Steve is a past Chairman of both the Catalog Council and Business Mail Council of the DMA. He spent a few years teaching Direct Marketing at Indiana University in Bloomington, Indiana.
You can contact Steve at stevelett@lettdirect.com.
