Q&As

n a clear case of

You didn’t toss out the telephones when you went online, did you? Neither did your business prospects and customers. Indeed, Americans have more phones

Bah. Who wants to spend a Sunday afternoon going around to open houses? Wouldn’t it be great if there was a Second Life, where prospective home buyers

Cross-selling has become an important focus for many companies since it’s been shown to generate incremental profit and improve long-term customer retention. Marketers also recognize the CRM perspective that, after offering the best products, successful cross-selling depends largely on an offer’s relevance. But too often database marketers struggle to reach this difficult goal.

Here are some suggestions that might make things easier.

When it comes to choosing business-to-business media, it’s useful to separate acquisition and retention expenses. Defining acquisition is fairly straightforward.

WHAT Philadelphia Direct Marketing Association MEMBERSHIP More than 535 members, including ad agencies, marketing firms, vendors and end users. Roster

Last October Buy.com launched an extensively remodeled Web site. The avowed mission? To at least keep pace with

The Rockford Area Convention and Visitors Bureau has been working with consumer segmentation firm Cohorts since last fall to sort out its potential visitor base and get a better idea of the audiences to target with an integrated program of direct mail, radio, print and online promotions.

What’s in a name? Intrigue, if you ask the folks at Stormship. The Medford, MA-based agency which has a number of clients in the high-tech and education

Man, the bureaucratledygook coming out of the Direct Marketing Association was sure thick this summer.