In my observation, the vast majority of volume parcel shippers have tried to mitigate the impact of the 2015 dimensional pricing changes through a number of strategies. They include the following: carrier contract negotiations; diverting freight to regional carriers and the U.S. Postal Service that might offer higher DIM divisors and thresholds than the national…
PATIENT: “Doc, we've recently experienced a sales drop and I don't understand why. What's the best way to track down why it happened and how to fix it?” CATALOG DOCTOR: “You're doing right to quickly dig into causes behind the sales drop. The quicker you know why, the faster you can fix things. Here's a…
One of the worst feelings a retailer can have is when a customer is ready to buy a product, but you don't have it in stock. Yes, they can be directed to a sister store or check online, but today's shoppers can easily take their dollars elsewhere. Another real problem is the overbuying of product,…
Having spent last week at the Internet Retailer Conference & Exhibition in Chicago, I came away with three key takeaways: One, if you're an online retailer not selling internationally, particularly in Australia, what are you waiting for? You're missing out on a potential growth opportunity for your brand. Two, brick-and mortar retailers must develop a strategy to deal with "showrooming," — i.e., consumers using stores as showrooms to check out products, then buying those products online at a lower price (with free shipping, of course). Three, online marketplaces are proliferating — it's not just Amazon.com and eBay anymore — and becoming another viable channel for retailers to engage consumers and sell their products.
I like this question. I also like the related question, “If you had to reduce your marketing spend by $100K, where would you cut?”
To answer either of these questions it’s necessary to have a good understanding of the incremental return on investment (ROI) on each of your marketing activities. I’m always surprised how often that starts with “I think … ” It makes me worry and, as a consultant, probe deeper to see what’s really known vs. what’s just “felt.”
The sad reality is that most B-to-B direct marketers today aren’t working from hard facts in this area. They’re operating from
Plain and simple, Canada is booming. If your year-to-year sales to Canada aren’t up more than 100 percent, you’re missing out.
A couple of months ago, I discussed the meteoric rise of the Canadian dollar and the opportunities this presented for U.S. catalogers. Having just returned from a trip to Canada, I’m pleased to report the Canadian market is showing even more potential than I’d previously thought. The strength of the loonie, the Canadian dollar, is a matter of national pride these days. Everyone in Canada is talking about cross-border shopping and travel. I’ve never known the focus on “what you can buy for