Find and Target Multi-Buyers
If we segment the multi-buyers on the first drop from the individual lists where the names appeared, the performance of that list will be less than if the multi-buyers are included as part of that list key-code.
But some marketers prefer to mail all multis under a multi-buyer key-code, leaving only unique individuals to be mailed with the actual rented list key-codes. In this scenario, you measure the rented lists on unique names only.
- 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.
