The B-to-B Lead Drain
Feb 1, 2006 12:00 PM, BY CHARLES H. GREEN
WHAT COMES TO MIND when you hear the term account qualification? You may think of qualified leads, or some way of weeding through potential customers ...

Sales Coupes
Feb 1, 2006 12:00 PM, BY RICHARD H. LEVEY
Last Veterans Day, four affluent drivers signed ownership papers for a brand-new Porsche largely due to a direct mail campaign. Not too shabby a day's ...

The Ethicist
Feb 1, 2006 12:00 PM, RAY SCHULTZ
Whatever happened to The New York Times? The once-great paper used to pride itself on not having comics, horoscopes, gossip columns and other such tabloid ...

Are Print Catalogs Extinct?
Feb 1, 2006 12:00 PM, KATIE MULDOON
THOSE OF US IN CATALOG LAND SEEM TO BE IN A TIME WARP that causes us to think that print catalogs can look and work just like they always have. But we ...

One No-Trump
Feb 1, 2006 12:00 PM, HERSCHELL GORDON LEWIS
AS WE SORT THROUGH THE DAY'S ENDLESS SUPPLY OF e-mails and blogs, most of which seem to have been scattered to the wind with no thought of aiming at a ...

HP's Hot Prospects
Feb 1, 2006 12:00 PM, BY RICHARD H. LEVEY
THERE ARE OBVIOUS PLACES ONE MIGHT LOOK FOR home electronics catalog prospects. Lists of electronics trade show attendees are a logical choice, as are ...

Oink, Oink
Feb 1, 2006 12:00 PM, BY KEN MAGILL
From the Piggy Lawyers Strike Again file comes a proposed settlement in a class-action suit against Time Warner. Anyone who subscribed to Time Warner ...

Search Engines Add DM Tools
Feb 1, 2006 12:00 PM, BY BRIAN QUINTON
Recently Google and Yahoo! moved to offer search advertisers sophisticated analytics tools that, the engines hope, will encourage advertisers to pour ...

TIMELINE
Feb 1, 2006 12:00 PM
Jan. 12, 2006 WILLIAMS-SONOMA INC. said it will close its Hold Everything unit by the end of the year and fold it into its other brands. The announcement ...

Hello, Delhi
Feb 1, 2006 12:00 PM, Jonathan Boorstein
Chetan Bhagat's One Night at the Call Center is India's biggest best seller. The comic adventures of six people working in an outsourced customer service ...

The Search Engine Boom
Feb 1, 2006 12:00 PM, Brian Quinton
Online marketers in North America spent $5.75 billion on search engine marketing of all types in 2005, compared with $4 billion the year before. And they're ...

Salvation Army Boosts Donations
Feb 1, 2006 12:00 PM, BY LARRY RIGGS
The Salvation Army of Metropolitan Chicago is on its way to a 10% rise in donations thanks to a multichannel direct marketing campaign in the area. Launched ...

U.S. DMers Lag in Some Data Tasks
Feb 1, 2006 12:00 PM, BY RAY SCHULTZ
Where do U.S. marketers stand in terms of data sophistication? They're ahead of their global counterparts in technical knowledge but trail in other areas, ...

Can We Shop Early?
Feb 1, 2006 12:00 PM, BETH NEGUS VIVEIROS
WELCOME BACK TO part two of the Pushing the Envelope 2005 holiday catalog postmortem, or How to Fill White Space and Shop at the Same Time. Last issue, ...

Remembrance of Things Goniff
Feb 1, 2006 12:00 PM, RICHARD H. LEVEY
THE COCKLES OF MANY A direct marketer's heart were warmed this winter by online shopping's reported fortunes. Doubtless some of the increase in business ...

An Obvious Concept for DMers Marketers
Feb 1, 2006 12:00 PM, BY ED NASH
I HAVE THE UTMOST RESPECT for Les Wunderman as well as for Don Peppers and Martha Rogers, but I am dismayed at the who invented LTV quarrel. Lifetime ...

LETTERS TO THE EDITOR
Feb 1, 2006 12:00 PM
ASK A PROFESSIONAL I had to laugh at December's Curmudgeon-at-Large column, Expedia Isn't All That Expedient. Herschell Gordon Lewis may be an expert ...

The Real Issue Isn't Who Invented LTV
Feb 1, 2006 12:00 PM, BY DAVID WILLIAMS
I CONTINUE TO READ WITH interest the exchange of opinions over Peppers and Rogers' Oct. 1 piece Return on Customer: Setting the Record Straight (Commentary, ...

PRESSING ISSUES
Feb 1, 2006 12:00 PM, By Larry Riggs
OFFSET PRINTERS ARE coping with business realities like the rising cost of oil and employee health care as they try to stay competitive in today's market. ...

Who's Calling, Please?
Feb 1, 2006 12:00 PM, By Dan McDade
WHEN IT COMES to sales and marketing executives' perception of business worth, telemarketing services too often are seen as relatively low on the value ...

LISTLINE
Feb 1, 2006 12:00 PM
NEW LISTS Quad Off-Road Time4Media is offering the 9,295-name subscriber list for Quad Off-Road, a magazine launched in July. The publication targets ...

I'll Be Watching
Feb 1, 2006 12:00 PM, BRIAN QUINTON
WHY SHOULD YOU, AN ONLINE marketer, care about companies like Google and Apple selling video downloads over the Internet? Because I do. I'm speaking of ...

E-mail Prospecting Can Still Hit Gold
Feb 1, 2006 12:00 PM, BY KEN MAGILL
Don't tell Robert Rosenthal the e-mail list rental market is dead. Conventional wisdom has held it for some time: That since the dot-com crash of 2000 ...

Who? What? Why?
Feb 1, 2006 12:00 PM, THOMAS L. COLLINS
FOR THIS ISSUE'S MAKEOVER WE ONCE AGAIN HAVE AN AD WITH a fairly decent message obscured by art direction that goes too far and copy that doesn't go quite far enough. I went about assessing its effectiveness in two ways: ...

What's Down the Road for Mailers?
Feb 1, 2006 12:00 PM, GENE A. DEL POLITO
WHAT CAN BUSINESS MAILERS expect this year? In a nutshell, a dollop of uncertainty and a heaping helping of change. On Jan. 8, postage rates rose 5.4%. ...