HCI Direct, Inc.

Beyond death, taxes and postal rate hikes, most catalogers’ primary worry in life is retaining customers. Aside from continuously offering appealing products and services, there are a number of effective approaches you need to take to keep your customers happy and doing repeat business with you. Naturally, the question is, “What methods can I try that I haven’t already tried 10 times?” For a few possible answers and techniques for you to test in different departments, consider the strategies offered by several catalog experts. Customer Service Good customer service starts with the first interaction you have with customers. And if your call center

Which data models are worthwhile? What are the best predictors? Which metrics work? A panel of catalogers and list pros provided simple tactics to help mailers improve the quality of their databases at the “Trick Out Your Data and Kick Up Your Revenue” session held during the List Vision conference earlier this month in New York. Following are their tips: * Look for predictors within your customer data. For instance, Don Austin, director of client strategy for May Development Services, the nonprofit arm of list firm Direct Media, discussed a women’s apparel catalog for whom merchandise was a good predictor of lifetime value. Customers whose