A customerโs online and print product experiences can be summed up as the difference between two words, according to Bridget Fahrland, executive creative director at e-business consultancy Fry Multimedia. โThe Web provides proactive shopping, while a print catalog provides reactive shopping,โ she explains. โOn a Web site, youโre allowed to play more with what you see.โ But make sure to play by the rules; a balance of romantic (read: promotional) copy and helpful product information is key to keeping a userโs interest, and consequently, business. Petra Schindler Carter, director of consulting services at Fry, points out that consumers donโt have to make cognizant decisions
Creative
Mention the name Hello Direct, and undoubtedly almost everyone will say the same thing: โOh yes, the headset company.โ Like Harley-Davidson and motorcycles, Hello Direct usually is top of mind when it comes to telephone headsets. How the company nurtures and maintains โownershipโ of that product is instructive for other catalogers looking to dominate their own categories. Hello Direct executives use a combination of strategies, not the least of which are exceptional creative and print production capabilities that help the company stay connected with its customers. Then and Now Founded in 1987, the companyโs original mission was to eliminate distributors from
The Five Basics of Great Catalog Creative The Harry and David catalog tempts with tantalizing treats. Magellanโs speaks like a fellow traveler with an arm around your shoulders. Pottery Barn invites you into a warm home you want to make your own. For todayโs catalogers, being special in the minds of their customers is the competitive difference. And with 14,000-plus catalogs out there, thatโs an important realization. Following are the five basic components that can help your book stand out from the crowd. Branding and Emotion โThereโs a soul in a catalog, where the voice speaks to you on a personal level and
After the plane landed with the photo crew, stylists, art director and models aboard, I was the first one off. I spotted the client waiting at security, all smiles. โDid you get all the permits?โ I asked. The clientโs smile faded. โCan we shoot downtown?โ โNot quite yet,โ the client said. โThe national park location?โ I asked. โNot exactly.โ โThe heliport?โ โWell ...โ When shooting on location, assume youโll need a permit for everything, and each permit will take longer to get than you hoped. As a commercial venture, you have none of the freedom ordinary tourists have to take photos (especially
Focus On: Merchandising & Creative The year was 1943. World War II was raging across Europe. Norway was occupied by Germany. The Nazis needed access to open ocean and the deep-water fjords to shelter their great ships. Next door, Sweden remained neutral and relatively untouched by the conflict. In the town of Elmtaryd, Sweden, in the parish of Agunnaryd, an ambitious 17-year-old boy named Ingvar Kamprad traveled from farm to farm selling seeds from a box on the back of his bicycle. He had other items to sellโfountain pens, pencils and matchesโbut couldnโt inventory them all on a bicycle. So he hit on
Ensuring quality color reproduction in your catalog is not a black-and-white issue. To get the accurate, rich color you desire, procure the right combination of technology, equipment and skilled human labor. And not just on press: The color process starts the minute your photographer sets up and lights the shot. โColor is a dynamic issue. Every device from electronic to ink on paper, has a full range of color possibilities it can produce,โ says digital photographer Glenn Martin, of Digital Outback in Reno, NV. Today, digital technology has added a new set of challenges and opportunities to the color-quality issue. When it comes
Catalogers know the Web can be a valuable place to sell product. However, itโs likely that many are missing the chance to generate even more sales via the Web. To boost your chance at success, pay as much attention to closing the sale online as you would in your print catalogsโperhaps even more so due to the nature of the Web. Therefore, to convert more of your Web shoppers into buyers, consider three key points in your Web-shopping process: online customer service; shipping and handling; and order-taking and processing. Online Customer Service Here are two commonly held misconceptions about online customer service:
Photography is one of a catalogโs largest expenses, particularly for smaller startups that are still developing their product lines. While you want to save as much as you can on your shoot, the photography essentially is your store window. If it looks appealing, with beautiful detail and clarity, your product is more likely to sell for a fair price. When selecting photography services, itโs often difficult to know what youโre buying unless youโve worked with a specific photographer before. Of course, a referral may be able to give you more information, but it takes a high level of communication and detail to truly understand
โIโm embarrassed to be seen with my products.โ The catalog was filled with attractive young models playing in the snow. It looked very nice, except ... โYou sell camping gear, right?โ I asked. โAbsolutely,โ said the catalog manager. โWhich none of these models is using?โ The manager smiled. โOur products are so ugly and boring, we realized the only way to sell them was to show something else.โ โSo how are sales?โ โNot great.โ Iโm amazed by how many catalogers are embarrassed by the products they sell, and I see it in all product categories. It doesnโt correlate with the products themselves, either. Theyโre
Catalogers looking to improve their workflow and productivity have much to celebrate these days. With the introduction of Adobeยฎ InDesignยฎ 2.0 and the much-awaited upgrade from QuarkโQuarkXpressยฎ 5.0โyou now have significant improvements in page layout production applications. Both InDesign 2.0 and QuarkXpress 5.0 added upgrades that will save catalogers time and money. Both programs support tables, export to PDF, offer image and content libraries, produce pages for the Web, and support XML. Your design staffers will love the layers for versioning and the automatic table of contents creation and indexing. But after those similarities, itโs evident that Adobeโs InDesign, with its