How to Survive a Recession
Someone asked me last week, "What are the best ways to survive a recession?" Without thinking much, I responded, “Love the customers you got!" As I began to reflect on my knee-jerk answer, I realized just how important it is for B-to-B catalogers to do just that.
B-to-B marketers, unlike their B-to-C counterparts, have many customers who provide them large sums of revenue each year. The range in average order values, average annual spend values and lifetime values by site is usually great.