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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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Mar. 15 2003




BORN AGAIN

Is CRM dead? That was the first question on our minds when we contacted the participants in this year’s DIRECT roundtable. For months, we had been hearing

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Mar. 15 2003




Developing an Effective Segmentation Scheme 1

In our last article (Customer Segmentation: Problems, Solutions, DIRECT, March 1), we defined the objective of a survey-developed attitudinal segmentation

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Mar. 01 2003




Customer Segmentation: Problems, Solutions

Direct marketers have to understand the issues and choices involved in customer segmentation to be able to manage such a project effectively from conception

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Feb. 01 2003




Popular Tastes

The two initial incarnations of Banco Popular de Puerto Rico’s loyalty program might be characterized as a couple of successful shambles. Both Premia

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Jan. 01 2003




The Joys of Remailing

When PraiseBanners mailed 10,000 1999 catalogs last August, the religious pennants-and-flags company cut its storage fees and generated more than $25,000

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Jan. 01 2003




Database Brain Drain

Data analysts and direct marketing campaign developers will be in high demand when the economy turns around, according to DM executive recruiters. And

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Jan. 01 2003




Make It Your MISSION

Multichannel integration the combining of multiple selling channels and multiple marketing media is on everyone’s minds these days. And if it isn’t, it

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Jan. 01 2003




The Ring of Truth

Feature Films for Families has built an 18 million-name database, consisting of 7 million customers and 11 million prospects. These prospects come pre-qualified,

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Jan. 01 2003




Policy Change

THEY MAY BE ON THE OTHER SIDE OF THE WORLD, but Liberty Group, a South African financial services company, faces a problem all too familiar to U.S. firms

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Jan. 01 2003




Microsoft Builds Sales With Data Warehouse

Microsoft, which was data-challenged only a few years ago, has boosted its consumer sales and taken a tentative stab at real-time data turnaround with

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