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Loyalty/ CRM

Selfie Value: The Loyalty Power of Must-Share Moments

By Barry Kirk When was the last time you truly had a “moment” with a brand that you love? I was recently in Panera Bread, a fast casual restaurant chain where I’m both a frequent customer

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Dec. 06 2004

The Case for Private Promotional Databases

Business-to-business marketers have used private promotional databases to improve response and better target their mailings since the early 1980s. Now, says Linda Huntoon, executive vice president, of Greenwich, CT-based list services firm Direct Media, consumer merchants are starting to take advantage of them as well.



Dec. 01 2004

Penzeys Cooks Up Magazine

The Penzeys Spices catalog has garnered a cult following, in large part because of the half-dozen or so recipes included in each issue. Now the Milwaukee-based



Nov. 09 2004

Marketing to Segments of Opportunity

Over the last few years, there has been a lot of buzz about CRM. Large, sophisticated marketers have spent millions of dollars to automate processes that help them to focus marketing efforts on customers.



Nov. 08 2004

Five Emerging Trends in Database Marketing

First came operational databases that ran order entry and fulfillment activities. From them evolved marketing databases, which have become central to overall business strategies. And from those marketing databases, trends are emerging that affect how we manage our relationships with customers and prospects



Oct. 25 2004

Better Sales by Segmentation

“How to Get the Most Profit from Your Housefile” is a surefire winner of a title for a conference session. During his session of the same name at the DMA 87th Annual Conference and Exhibition in New Orleans last week, John Lenser, president of San Francisco-based consultancy and list firm Lenser, offered plenty of suggestions



Oct. 01 2004

Freedom Files

Prospect databases give mailers the leeway to model, append…and save on list costs



Sep. 15 2004

The Next Generation

Marketers’ high-tech solutions achieve the kind of customer relationships mom-and-pop shops built on their own



Aug. 01 2004

This Year’s Model

Business-to-business marketers have been a bit slow in adopting the newest statistical modeling techniques to drive their marketing programs, and with



Jul. 13 2004

Live From AD:TECH Chicago: Consumer Attention is the New Currency

Cutting through the information clutter and facilitating customer relationships is vital to effectively marketing your brand in the new “attention economy.”



Jul. 01 2004

Data on DEMAND

The big picture approach to marketing has gone the way of rabbit ears on television sets. As Procter & Gamble global marketing officer Jim Stengel said