What catalogers can learn from direct response TV marketers.

By Shari Altman

While the customer is on the phone or in the online shopping cart, present upsells to increase your AOV while providing the customer a chance to get an unpublished great deal. When catalogers pay attention to upsells, they often can sell more merchandise to 15 percent of customers, according to my observations of working with direct marketing clients. Yet many catalogers offer no upsells at all.