How Plow & Hearth Uses Analytics to Determine Contact Strategies

Determining whether Plow & Hearth's marketing efforts are driving incremental demand or just shifting sales from one channel and/or time to another is a continuous process for Kwiatkowski and her team. A marketing campaign (e.g., a catalog drop) is judged on whether it produces a net gain, net neutral or net loss to Plow & Hearth's balance sheet.