Eileen Schlagenhaft

By Shari Altman Continuity programs can help catalogers reduce the number of customers who vanish after one or two purchases. Continuity mar-keting often isn't the domain of catalog marketers, but those who dismiss this marketing approach too quickly as "not for us" may want to reconsider. For the average cataloger or multichannel marketer, more than half of new customers never make a second purchase. Even if your stats are better than average, it's hard not to be intrigued by the fact that continuity customers buy three to six times per year. Continuities also can offer a valuable service, saving your customers time and

By Noelle Buoncristiano E-commerce continues to register strong growth metrics. Indeed, online holiday shoppers spent a record $18.5 billion this year, according to the eSpending Report from Goldman, Sachs & Co., Harris Interactive and Nielsen/NetRatings. This was a 35 percent increase over the $13.7 billion spent in 2002. Purchases made with Visa debit and credit cards registered a whopping $97.9 billion during the holiday season. And Visa reported that online purchases alone increased almost 50 percent, with a total dollar volume exceeding $7.6 billion. Shopping.com, an online comparison-shopping service, helped a record 76 million holiday shoppers, an 81 percent increase in traffic

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