Michael Dell Arciprete

Joe Keenan is the executive editor of Total Retail. Joe has more than 10 years experience covering the retail industry, and enjoys profiling innovative companies and people in the space.

As customer acquisition costs continue to rise, be it catalog mailings or other techniques, many marketers have turned to optimizing performance from existing customers as a way to limit costs while improving sales, namely through cross-selling and upselling. In a presentation at the eTail 2008 East conference in Washington, D.C., last week, Michael Dell’ Arciprete, vice president of marketing for Boca Java, an online coffee retailer, rattled off a number of best practices to help online marketers boost sales through cross-selling and upselling. (Note: This is part one of a two-part series on this presentation. Check back next week for Dell’ Arciprete’s tips on

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