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Why They Work: The pros of using B-to-B compiled lists far outweigh the cons

you’ve heard the complaint before. Perhaps you’ve voiced it yourself. Compiled business-to-business databases aren’t that great.Right?Wrong.Savvy business-to-business

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Don’t Be Lulled

At first glance, the numbers might lead one into complacency. But look a little further and some disturbing elements emerge. Revenue projections – while

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Investing in Data

financial service providers such as banks and insurance companies court small businesses with the focus and attention of a first love. But even giants

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Sample Patter

Cox Target Media, St. Petersburg, FL, formed a new consumer sampling division to develop targeted solo and co-op mailings and handle Internet and direct-mail

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TELEMARKETING: Tough Town for Talking

They sneer. They jeer. They say things like: “Why don’t you get a real job?” Hanging up can be the kindest thing New Yorkers do to telemarketers and pollsters.One

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Viking Gets It

viking Office Products, which has annual revenues of more than $1.8 billion, has built a large customer base of small companies by using a tried-and-true

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Wal H Mart: Drives the Decade

Perhaps the most telling image for consumer products marketers of the ’90s was captured the decade before, when a grass-skirted Sam Walton danced the

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New Focus for McCann-Erickson Unit

McCann-Erickson, a New York advertising agency with some $13 billion in billings, has revamped its media buying operation, which is now called Universal

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POLITICS: Donnelley Mulls Run

Shawn Donnelley, chairman of the Direct Marketing Association’s political action committee Direct Voice, is mulling a run for the U.S. House of Representatives

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AFP Names Brian Wolfe CEO

American Family Enterprises, parent company of beleaguered magazine stampsheet marketer American Family Publishers (AFP), has named Brian Wolfe president