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R-F-M Analysis: The “Moneyball Metric” for Catalog Marketers

Posted on September 17, 2019 · Posted in Marketing, Uncategorized

Moneyball — made famous by author Michael Lewis, is of course the well-known baseball metric documented in both a book and movie. R-F-M Analysis — a legendary direct marketing metric,.. read more

Catalog and Costco Shoppers: Gatherers, Not Hunters

Posted on April 30, 2019 · Posted in Business, Catalog Marketing, Marketing

Retail merchants love gatherers. “Honey, I stopped at Costco to get paper towels, but they had a huge discount on big screen TVs. I hope you like it.” If you.. read more

Out of the Mouths of Marketing Babes

Posted on February 13, 2019 · Posted in Customer response, Marketing

Debunking myths about junk mail and CRM technology “How many of you have an absolute visceral reaction to getting what you might call ‘junk mail’?” This is the first question.. read more

How Wayne Gretzky Beats Waze Head-to-Head: Marketing Newbies Take Note!

How Wayne Gretzky Beats Waze Head-to-Head: Marketing Newbies Take Note!

Posted on April 3, 2017 · Posted in Business, Marketing

I love Waze! Like many of you, Waze has re-directed me and my vehicle around many traffic jams, which delights me to no end. It gives me the sensation that.. read more

Confused by Marketing Platforms? Insights from Guru David Raab

Confused by Marketing Platforms? Insights from Guru David Raab

Posted on March 14, 2017 · Posted in Customer Data Management, Marketing

An update on customer data management (CDM) and more from expert David Raab David Raab is a marketing technology pioneer, going back to the 1990s when “marketing” and “technology” were.. read more

CRM Simplified in 30 Seconds (For Marketing Newbies)

CRM Simplified in 30 Seconds (For Marketing Newbies)

Posted on November 22, 2016 · Posted in Business, CRM, Marketing

Back in the old, old days, before chain stores and supermarkets, the corner grocery store offered a simple model for customer relationship management (CRM): Your grocer had a 360° view.. read more

SQL Terminology for Marketing Newbies

SQL Terminology for Marketing Newbies

Posted on October 18, 2016 · Posted in Marketing, SQL

It’s a Database – No, It’s Hardware – No, It’s Software It is no secret that, until the recent advent of data-driven marketing, most marketers have had difficulty understanding database.. read more

Marketing Database Conversion: “There’s no app for that.”

Marketing Database Conversion: “There’s no app for that.”

Posted on September 7, 2016 · Posted in Business, Customer relationship management, Marketing

“Marketing database conversion projects are STILL more challenging than 3D chess.” We take you now to the news studios of CRM-TV: Moderator: BREAKING NEWS! Yet another marketing database implementation project has.. read more

Customer Scoring for Marketing Newbies: Introducing R-F-M

Customer Scoring for Marketing Newbies: Introducing R-F-M

Posted on August 3, 2016 · Posted in Business, Customer response, Marketing

While the axiom “all men are created equal” serves our country well, marketers know that not all customers are equal. R-F-M scoring of customers (Recency, Frequency, Monetary Value) offers a.. read more

Peanuts & Free Shipping: Are Your Loyalty Initiatives Working?

Peanuts & Free Shipping: Are Your Loyalty Initiatives Working?

Posted on June 15, 2016 · Posted in Catalog Marketing

The summer semester of my Johns Hopkins CRM (customer relationship management) class began anew this week. New students, new changes in the CRM marketplace, and a new curriculum that our.. read more