How Important is Average Order Size?
Don't worry about average order size. It is what it is. Work on ways to increase your response rate for both your housefile and prospects. Focus on growing your 12-month buyer count. Your revenue will increase by approximately the same percent as the percentage increase of your 12-month buyer count. For example, if you increase your 12-month buyer count by 10 percent, your sales should increase by approximately 10 percent. If you focus on growing your 12-month buyer file, everything else will take care of itself.
Steve Lett graduated from Indiana University in 1970 and immediately began his 50-year career in Direct Marketing; mainly catalogs.
Steve spent the first 25 years of his career in executive level positions at both consumer and business-to-business companies. The next 25 years have been with Lett Direct, Inc., the company Steve founded in early 1995. Lett Direct, Inc., is a catalog and internet consulting firm specializing in circulation planning, plan execution, analysis and digital marketing (Google Premier Partner).
Steve has served on the Ethics Committee of the Direct Marketing Association (DMA) and on a number of company boards, both public and private. He served on the Board of the ACMA. He has been the subject of two Harvard Business School case studies. He is the author of a book, Strategic Catalog Marketing. Steve is a past Chairman of both the Catalog Council and Business Mail Council of the DMA. He spent a few years teaching Direct Marketing at Indiana University in Bloomington, Indiana.
You can contact Steve at firstname.lastname@example.org.