Lenser

For my final column of 2008, I thought I’d examine the results of some recent reader polls we’ve run on CatalogSuccess.com, hoping a few positives might come through. Well, I tried, but found mixed results at best. After each discussion below, I give a little “mood” rating between one and 10, with 10 being highly optimistic and one being pessimistic. Holiday Sales Projections: Although the smallest percentage of readers (19 percent) were planning on a “decent size” increase, 26 percent were planning for a slight increase, 29 percent expected flat sales and 26 percent planned for a decrease. All things considered, these numbers

Tired of reading about what a tough year it’s been for so many businesses across the board? Frustrated with your own results? Scared about the economy? Whether or not you’re struggling as much as others, here’s a little tonic: our annual best-of feature, in which we’ve pulled what we believe to be the 50 best and most implementable tips of the year from Catalog Success magazine as well as our weekly e-newsletter, Tactics & Tips. There’s nothing fancy here. Each paragraph is taken from a particular story that’s referenced, so you can turn or click back to reread the full story or act on

Many retailers are finding catalogs to be an important adjunct to their retail businesses. They realize that once they’ve obtained customers, the catalog mailing is an effective way to bind those customers to their brands and expand awareness of their products. In the first of a two-part series targeted at multichannel merchants who have significant retail businesses, below are five of the 10 key principles to augment your retail/multichannel program with catalogs and the Web. 1. Exploit the phenomenon of multichannel lift. Mailing a catalog delivers sales in its own right while increasing the value of customers who originate in the store or on

What qualifies as a breakthrough in direct marketing this year, especially in light of today’s troubled economy? At the recent NEMOA Fall Conference in Burlington, Vt., I presented a session highlighting the direct marketing efforts that broke through the clutter this past year and proved to be highly effective, in spite of the difficult economy. I chose examples from a wide variety of media — direct mail, e-mail, catalog and Internet — and noticed a common theme across all of the campaigns: a boldness and compassion for the situation or life lived by the audience being approached. Getting Attention Isn’t Easy These Days Consumers

Dear Editor, RE: The special report “Sustainability & the Environment,” (June 2008 issue, pg. 14). I was very pleased to see your issue devoted to the catalog industry’s response to environmental issues. It’s critical that we educate the public and legislators regarding the green benefits of catalog/direct sales over traditional store retailing. In June, I attended the American Catalog Mailers Association’s (ACMA) National Catalog Advocacy & Strategy Forum in Washington, D.C., which proved to be one of the most valuable events I’ve ever attended. There was a consensus among those attending that we are locked in a battle, fighting “do-not-mail” legislation that could

While deterrents to mailing catalogs continue to mount (rising postage and paper costs, threats of do-not-mail legislation, environmental backlash, the Web’s rising popularity, etc.), the benefits of this marketing medium seem to have gotten lost in the shuffle. So it’s fair to ask the question: Are catalogs worth it anymore? We randomly surveyed a cross-section of multichannel merchants and found the following facts illustrating the catalog medium’s continued importance in most marketing budgets. • Shiffler, a B-to-B cataloger of school and facility furniture, supplies and equipment, this year launched its second catalog title, Facility Hardware. More than 90 percent of its revenue comes

As the number of channels through which catalogers promote their products increases, so, too, does the need for consistency among an organization’s marketing materials. If you want both existing customers and prospects to recognize your brand, the elements that are used in your catalog must appear on your Web site, in your e-mail campaigns and, if applicable, at the retail level. It sounds like common sense, but if your creative processes aren’t streamlined, consistency can be difficult to achieve. “Some companies, like Harry and David, are really good at keeping it all aligned: their Web sites, e-mails and stores,” notes Carol Worthington-Levy, partner

During a recent conference, I spent many an hour critiquing catalogs for managers hungry for ways to make their catalogs work smarter. I noticed one prevalent flaw: Most of the catalogs were written and designed for a customer who disappeared 10 years ago. As surely as our world is changing, so is the public, particularly catalog prospects and customers. Today’s customers are: • overloaded with information; • time-impoverished; • overstimulated by world events; and • feeling a financial pinch. What’s more, customers are jaded from being force-fed hyperbole. And while catalogers have little control over the four issues above, they're often

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“Our brand gets your shirts whiter!” “Our mouthwash keeps your breath fresh longer!” “Our battery lasts longer!” It’s no secret consumers are bombarded with generic comparative messaging. But while this is the norm in much of the advertising world, there’s no proof that it’s the right way to go. In fact, most consumers regard generalities as no more than opinion. Direct marketing tests have proven that the more specific a comparison is, the more valid the consumer considers it. This reveals a powerful tool for copywriters and marketers. And while it requires a little bit of homework, the payoff can be great. While many of us have