Agencies

• Agencies

  The Panning of Peterman Panned

  YOU’VE GOT TO give John Peterman this much credit: While his catalog may have gone out in a blaze of glory, the flames have yet to die, judging from the

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  Agents of Change

  LONG-TERM loyal customers are more valuable than other customers. They generally buy more often, spend more, have a higher retention and referral rate,

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  THE NEW CREW

  To a casual visitor, the J. Crew office in the former Wanamaker building in New York probably doesn’t look any different than it did two summers ago.

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  Small Customers, High Margins

  AFTER FOUR YEARS of brokering equipment leases through the Internet, First Sierra Financial has decided it’s time to set up its own virtual bank.Later

• Agencies

  DMA STUDY: B-to-B Insurance DM Booming

  BUSINESS-TO-BUSINESS is the strongest growth area in the insurance and financial services sector, according to a recent Direct Marketing Association study.

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  Due North

  D L. RYAN COS., Westport, CT, has established a beachhead in Canada. Its new office, headed by Amey Harding in Toronto, will likely become full service

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  The Brand Plays On

  ONCE UPON A time, retail catalogs were about getting customers into the store to buy product. Each and every customer received a catalog for each and

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  An Owner’s Manual

  I OWNED ONE list management house or another for almost 25 years, and I have a special message for list owners: It’s arguable you haven’t the faintest

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  Divine Mission: A 1907 Direct Mail Letter

  THOUGH IT’S true that most early direct mail was junk, one does stumble from time to time upon a gem-a letter that casts light not only on the mailer’s

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  Strasbourg Snapshots

  FEDMA Elects New Chair Ivan Hodac was elected the new chairman of the Federation of European Direct Marketing last month. Hodac, who will serve for two