How Plow & Hearth Uses Analytics to Determine Contact Strategies

There are pros and cons to each marketing channel. Catalogs are high cost but they offer a high branding opportunity. While on the other hand, email is a low-cost marketing vehicle but it doesn't have the staying power that a print catalog provides. For Plow & Hearth, it's about reorienting the conversation around customer vs. vehicle, Kwiatkowski said. Demand per customer and profit per customer over a period of time (12 months) are two metrics that Plow & Hearth closely tracks.