The 2nd Catalog Success Latest Trends Report on Key Issues (January 2008)
B-to-B
We bring you our exclusive new Catalog Success Latest Trends Report, the second quarterly joint venture with multichannel ad agency Ovation Marketing. This one focuses on the key issues in the catalog/multichannel business. As with our inaugural report last October, this survey contains a statistical analysis of a questionnaire we sent to the Catalog Success e-mail list in November. The responses came from 80 B-to-C and 45 B-to-B catalogers. You can click on the separate B-to-C and B-to-B charts below, as well as the cumulative chart. Some percentages donโt quite add up to 100, due to rounding.
In the IndustryEye section of this issue on pgs. 12-13, youโll find our second quarterly Catalog Success Latest Trends Report, a benchmarking survey we conducted in late November in partnership with the multichannel ad agency Ovation Marketing. This one focuses on key catalog/multichannel issues, and weโve included most of the charts there, so I encourage you to take a look. Youโll be able to find some charts only on our Web site due to magazine space limitations. We also didnโt have the space to include the numerous comments that you โ our readers and survey respondents โ wrote in response to two of the questions.
Every August and September, there is a spike in federal spending. This is the annual โuse-it-or-lose-itโ period referred to as the โbusy season.โ Government agencies (federal, state and local) are allocated specific funds each year. If money is left at the end of the fiscal year, the agency doesnโt get to keep it; the money goes back to the Treasury Department. The federal fiscal year (FY) is Oct. 1 through Sept. 30, while most states are on a July 1 to June 30 fiscal year. The question then becomes, how does a company go after that end-of-FY โtreasure trove?โ Hereโs where B-to-B catalogers stand to benefit
Identifying technical buyers is only part of the equation; marketing to them is the tricky part. In a webinar presentation last week from Kellysearch.com and Enquiro Research, presenters Gord Hotchkiss, president and CEO of Enquiro, and Phil Manning, marketing development manager at Kellysearch.com, provided their thoughts on how to most effectively market and sell to the B-to-B community. Below are some of the top tips picked up during the session. 1. Segment the technical buyer. Manning referenced the technical buyer as an individual whoโs planning to make a purchase of $1,000 or more in the next year of one of the following: software, hardware,
Itโs only a matter of time before your CFO figures out that you have more influence over his financial plan than he does. But when that moment arrives, your CFO will ask you for a plan that projects sales for the next three years or so. Smart catalog companies handle financial planning as a partnership between the marketing and financial staffs. Mailing is your key revenue-generating activity. Mail quantity, frequency, response rate and average order value (AOV) are the essential numbers for projecting sales. Consider each factor: โ Your mail quantity determines marketing expense; โ Your sales level helps project the companyโs cost of goods; and โ Your
Reading retail sales, housing sales and consumer confidence reports the past couple of weeks while watching the stock market sink, Iโve become quite worried about the outlook for the holiday season for catalog/multichannel marketers. Retailers collectively reported their worst October in 12 years, and a Conference Board report last week said consumer confidence dropped in early November to its lowest level since Hurricane Katrina triggered soaring oil prices two years ago. Meanwhile, recent reports from the National Association of Realtors showed sales of existing homes had plunged to their lowest level in nearly a decade. None of this bodes well for catalogers. So
Say what you will about this wonderful trade we call the catalog/multichannel business, but whichever way you spin it, you canโt go very far if youโre unprofitable. Thatโs why above all else โ the marketing, the merchandising, the creative, the e-commerce, etc. โ weโre most interested in helping our readers make more money. So we bring you our annual binge of tactics and tips extracted from all of this yearโs issues of Catalog Success, our weekly e-newsletter Idea Factory and our biweekly idea exchange e-newsletter, The Corner View. Our editorial staff went through every article weโve produced this year to give you a nice,
Lately Iโve noticed Iโve been getting repeat mailings from large B-to-B office suppliers โ and they all look the same. It probably doesnโt help that Office Depot, Staples and OfficeMax have similar corporate colors. They all seem stuck in their โ10 percent or $10 offโ offer, or some version of it. To make matters even more boring, the mailings always seem to be in one of two or three standard formats. You know the ones: large postcards, #10 solo or folded flyer.
You look at them and say, โOh, that again,โ and toss it. It got me thinking about the opportunity we
I see a dilemma growing in our industry. It involves balancing which e-commerce functions should be kept in-house vs. those that should be outsourced.
Before we answer that question, a little historical perspective is in order. First, take note that five years ago, most of us thought e-commerce was a lot less complicated than itโs turned out to be. Right? That said, the next five years will bring increasing levels of complexity in e-commerce.
I also want to point out that most B-to-B companies I know have gone through several e-commerce employees/teams and/or organizational structures. As the function has evolved, weโve struggled to