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Thought leadership and case studies covering data enhancement, database development and maintenance, modeling and analytics, and loyalty marketing strategies. And for a well-rounded perspective on data, stay up-to-date on privacy issues that include data stewardship, opt-in/opt-out practices, customer preference centers, do-not-call and do-not-mail regulations and Direct Marketing Association guidelines.


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4 Ways to Foster Post-Holiday Customer Loyalty

101812_BookCompanyHoliday April 25, 2014

Marketers competed fiercely for customers during the 2013 holidays, offering steep deals to the tune of 50 percent to 60 percent off to get them...

Woolley Out at DMA, Board Appoints Benton Interim CEO/COO, Berzan Interim President

DMA logo April 25, 2014

The Board of Directors of the Direct Marketing Association (DMA) today appointed Thomas Benton as Interim CEO/COO and Jane Berzan as Interim President. Benton and...

Telemarketing Best Practice for Brands: Don’t Hang Up

DNC telemarketing robocalls April 24, 2014

While unwanted cold calls … have hit the headlines, big brands continue to use direct marketing by phone. Why are these calls so popular when...

Denny's Daily Zinger: The New York Times - Grand Merchant & Cataloger

NYT store April 24, 2014

"Once I have a buying customer, it's my license to sell that person anything I've got," Folio: editor Chuck Tannen said to me over lunch...

Chicken or the Egg? Data or Analytics?

Stephen H. Yu April 23, 2014

I just saw an online discussion about the role of a chief data officer, whether it should be more about data or analytics. My initial...

McKinsey Thinks Bland, Generic Loyalty Programs Are Killing Business – And They May Be Right!

Michael Lowenstein April 23, 2014

A recent Forbes article by McKinsey, "Making Loyalty Pay: Six Lessons From the Innovators," showed loyalty program participation has steadily increased during the past five...

4 Lead-Tracking Tips

Customer example April 23, 2014

As professionals, we are often resistant to change. Sticking to a routine is often easier than relearning something, even if it makes you more effective....

General Mills Reverses 'Like' Legal Policy

Rice Chex General Mills April 22, 2014

It's rare that big business news breaks on a Saturday night before a holiday. But that's what happened at 10 p.m. on Saturday, when General...

5 Ways the Old Marketing Paradigms Have Changed

old book April 22, 2014

It is not business as usual. The Internet has provided consumers with unprecedented access to information and choice. The emergence of social platforms has meant...

Think You Know Churn? We’ll See About That.

Churn prevention graph April 21, 2014

Predictive analytics is a powerful tool for creating an efficient and effective customer success organization. However, predictive analytics developed from intuition and hunches without proper...