Last month I attended a meeting of the American Catalog Mailers Association (ACMA) in Nashville, held in conjunction with the National Postal Forum. The good news of the past month or two was confirmed by many of the attendees—retail sales, particularly direct, were very strong in March and April. While retail sales in general in March increased 1.6%, many of LENSER’s clients and those I spoke with at the conference experienced double digit growth. One large multichannel retailer reported the most profitable month ever in their history! While there are still plenty of black clouds hanging over the economy, there seems real reason for optimism that direct marketers will have a stellar 2010. Read the rest of this entry »
President’s Corner
Get Ready for a Postage Increase in 2011
Thursday, May 27th, 2010 by John Lenser
Posted in Newsletter, Point of View | 1 Comment »
Feature Article
Shipping Charges in the Internet Era: Are You Competing?
Thursday, May 27th, 2010 by Bill Nicolai
Shipping charges are a critical element in the overall value proposition of today’s direct sellers. Too many companies are ignoring the importance of this to consumers and are losing both sales and profits as a consequence. This article will explain why shipping charges is an area where internet sellers must be competitive because there are now basic price/value standards that customers expect. I will give you suggestions on how to set your shipping charges to maximize sales and build average order value. Read the rest of this entry »
Posted in Feature Article, Newsletter | 1 Comment »
Case Study
The Future of Demand Allocation
Thursday, May 27th, 2010 by Jerrell Lewis
By now, the majority of multichannel retailers are familiar with the concept of a matchback. We all generally agree on the importance of accurately allocating unknown or unsourced demand based on source of origination. Read the rest of this entry »
Posted in Case Study, Newsletter | No Comments »
Circulation Tip
B-to-B Focus
Thursday, May 27th, 2010 by Todd Miller
LENSER’s B-to-B clients are keenly aware that the database marketing strategies and tactics employed by traditional consumer retailers won’t always “deliver the goods,” so to speak. Business-to-business marketers require quality leads and measurable sales, followed by long-term relationships. Reaching out to, and speaking specifically to, internal company decision-makers and influencers is a challenge that can’t be ignored. Read the rest of this entry »
Posted in Circulation Tip, Newsletter | No Comments »
Creative in Action
Permission Marketing? How about Participation Marketing?
Thursday, May 27th, 2010 by Carol Worthington-Levy
Email has become a part of nearly everyone’s marketing program. At LENSER we have clients who have us develop great, triggered email programs for them that will bring back old customers and generate new activity or simply get them to complete a purchase they started and then abandoned. Read the rest of this entry »
Posted in Creative in Action, Newsletter | No Comments »
Multichannel Tip
Cut Back on Space Advertising at Your Peril
Thursday, May 27th, 2010 by Matt Morton
I recently attended a focus group for one of my clients in the home décor space. Since they have both a business-to-consumer and business-to-business offer, there were two sessions. The first group consisted of B2C customers, and the second were from the trade. It was fascinating to sit behind a glass partition casually eating Indian food for dinner while eavesdropping on a lively conversation between very strong-willed and opinionated people. The moderator who ran the sessions did a great job keeping everyone on track, asking the right questions to steer the group into offering up relevant feedback to the retailer. Read the rest of this entry »
Posted in Multichannel Tip, Newsletter | No Comments »
Client Highlight—French Toast
Thursday, May 27th, 2010 by admin
When you hear the words ‘French toast’ what comes to mind? Hint: it’s not a delicious breakfast choice!
French Toast Official School Wear™ is the #1 brand of school uniforms in the country, and it stemmed from the recognition that uniforms in school would focus children on learning, not on what they were wearing. The brand was launched close to 25 years ago by their parent company, LT Apparel Group, to address the growing trend of public and private schools instituting uniform dress codes in their schools. According to French Toast’s president, Michael Arking, “Uniforms have a leveling effect in schools where there is economic diversity. Uniforms are cost-effective and they create a feeling of oneness and belonging.” Read the rest of this entry »
Posted in Client Highlight, Newsletter | No Comments »
Affiliate Focus—Escalate Retail
Thursday, May 27th, 2010 by admin
Escalate Retail was formed in 2006 by leading private equity firm Golden Gate Capital through the merger of Ecometry, Inc. and GERS Retail Systems, two of the industry’s most venerable multichannel commerce solution providers. The combined company leverages a legacy of almost 50 years serving the retail industry with a solution suite targeted to multiple vertical markets, including apparel, consumer electronics, department stores, direct marketing, furniture, luxury, and specialty hard lines and soft lines. Read the rest of this entry »
Posted in Affiliate Focus, Newsletter | No Comments »
Employee Spotlight—Sarah Brown
Thursday, May 27th, 2010 by admin
Just recently we celebrated the four-year anniversary of Sarah Brown, LENSER’s fun and capable accounting specialist. Read the rest of this entry »
Posted in Employee Spotlight, Newsletter | No Comments »
President’s Corner
Get Ready for a Postage Increase in 2011
Thursday, May 27th, 2010 by John Lenser
Posted in Newsletter, Point of View | 1 Comment »
Feature Article
Shipping Charges in the Internet Era: Are You Competing?
Thursday, May 27th, 2010 by Bill Nicolai
Shipping charges are a critical element in the overall value proposition of today’s direct sellers. Too many companies are ignoring the importance of this to consumers and are losing both sales and profits as a consequence. This article will explain why shipping charges is an area where internet sellers must be competitive because there are now basic price/value standards that customers expect. I will give you suggestions on how to set your shipping charges to maximize sales and build average order value. Read the rest of this entry »
Posted in Feature Article, Newsletter | 1 Comment »
Case Study
The Future of Demand Allocation
Thursday, May 27th, 2010 by Jerrell Lewis
By now, the majority of multichannel retailers are familiar with the concept of a matchback. We all generally agree on the importance of accurately allocating unknown or unsourced demand based on source of origination. Read the rest of this entry »
Posted in Case Study, Newsletter | No Comments »
Circulation Tip
B-to-B Focus
Thursday, May 27th, 2010 by Todd Miller
LENSER’s B-to-B clients are keenly aware that the database marketing strategies and tactics employed by traditional consumer retailers won’t always “deliver the goods,” so to speak. Business-to-business marketers require quality leads and measurable sales, followed by long-term relationships. Reaching out to, and speaking specifically to, internal company decision-makers and influencers is a challenge that can’t be ignored. Read the rest of this entry »
Posted in Circulation Tip, Newsletter | No Comments »
Creative in Action
Permission Marketing? How about Participation Marketing?
Thursday, May 27th, 2010 by Carol Worthington-Levy
Email has become a part of nearly everyone’s marketing program. At LENSER we have clients who have us develop great, triggered email programs for them that will bring back old customers and generate new activity or simply get them to complete a purchase they started and then abandoned. Read the rest of this entry »
Posted in Creative in Action, Newsletter | No Comments »
Multichannel Tip
Cut Back on Space Advertising at Your Peril
Thursday, May 27th, 2010 by Matt Morton
I recently attended a focus group for one of my clients in the home décor space. Since they have both a business-to-consumer and business-to-business offer, there were two sessions. The first group consisted of B2C customers, and the second were from the trade. It was fascinating to sit behind a glass partition casually eating Indian food for dinner while eavesdropping on a lively conversation between very strong-willed and opinionated people. The moderator who ran the sessions did a great job keeping everyone on track, asking the right questions to steer the group into offering up relevant feedback to the retailer. Read the rest of this entry »
Posted in Multichannel Tip, Newsletter | No Comments »
Client Highlight—French Toast
Thursday, May 27th, 2010 by adminWhen you hear the words ‘French toast’ what comes to mind? Hint: it’s not a delicious breakfast choice!
French Toast Official School Wear™ is the #1 brand of school uniforms in the country, and it stemmed from the recognition that uniforms in school would focus children on learning, not on what they were wearing. The brand was launched close to 25 years ago by their parent company, LT Apparel Group, to address the growing trend of public and private schools instituting uniform dress codes in their schools. According to French Toast’s president, Michael Arking, “Uniforms have a leveling effect in schools where there is economic diversity. Uniforms are cost-effective and they create a feeling of oneness and belonging.” Read the rest of this entry »
Posted in Client Highlight, Newsletter | No Comments »
Affiliate Focus—Escalate Retail
Thursday, May 27th, 2010 by adminEscalate Retail was formed in 2006 by leading private equity firm Golden Gate Capital through the merger of Ecometry, Inc. and GERS Retail Systems, two of the industry’s most venerable multichannel commerce solution providers. The combined company leverages a legacy of almost 50 years serving the retail industry with a solution suite targeted to multiple vertical markets, including apparel, consumer electronics, department stores, direct marketing, furniture, luxury, and specialty hard lines and soft lines. Read the rest of this entry »
Posted in Affiliate Focus, Newsletter | No Comments »
Employee Spotlight—Sarah Brown
Thursday, May 27th, 2010 by adminJust recently we celebrated the four-year anniversary of Sarah Brown, LENSER’s fun and capable accounting specialist. Read the rest of this entry »
Posted in Employee Spotlight, Newsletter | No Comments »
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