The 50 Best Tips
— Carol Worthington-Levy, LENSER, “Refine Your Multichannel Message,” April, Catalog Success
VALUATIONS & ACQUISITIONS
✱ Exercise an aggressive due diligence approach.
When catalogers exercise the due diligence approach, its disciplines and interpretations, they not only help their own EBITDA generation, but they also best position themselves to do their own deals — whether it’s to buy, sell or raise growth financing.
— Larry West, West Cos., Valuations & Acquisitions column, “What Acquisition Due Diligence Reviews Can Teach You,” February, Catalog Success
✱ Convert your catalog to letter-size.
If you can’t in good conscience (or business sense) convert your nonletter-size catalog to letter-size, then ensure your catalog can be processed on the FSM 100 (flat sorting machine). That means it must be less than 3/4-inch thick.
— Gene Del Polito, Association for Postal Commerce, Understanding Postal column, “Spare Your Bottom Line,” January, Catalog Success
✱ Don’t process NCOALink or ACS too often.
If your match rates start to fall, you may be processing too frequently and paying for the same information. In general, apply a change-of-address processing on every customer eligible for mailings once every three months and less active customers once a year. More frequent processing should be analyzed to see if it is providing enough new information to be cost-effective.
— Sharon Neuenfeldt, Decision Intelligence, “Seven Tips to Stem Losses from Unaccounted Movers,” April 10, Catalog Success Idea Factory
✱ Maximize presort savings.
If a shipper doesn’t mind adding about a day to shipping times, presorting will save money. If the volume is high enough, a shipper can qualify for five-digit discounted rates. If a company doesn’t ship enough to qualify for five-digit presorting, then perhaps it can find another company that ships similarly sized items to get the discount by shipping together.
— Alicia Berry, DVD Empire, “How the USPS Can Save Shippers Some Cabbage,” May 15, Catalog Success Idea Factory