Spare Parts Central
HYUNDAI Motor America hopes to sell spare parts and build its $150-million-a-year North American business through an extranet system for dealers.The Korean
Articles by Chief Marketer Staff
Splinter Groups
SOME FOLKS can't leave well enough alone. When Nancy Miller, marketing analyst for Parkersburg, WV-based Woodcraft Supply, first started using a neural-network-based
The Renaissance in B-to-B Lists
JOB TITLE? Business class? Sales volume? Business-to-business mailers are no longer satisfied with those old-time list selects alone. Now they want to
Gluttony Could Spoil Postal Feast
YOU HAVE TO pity the U.S. Postal Service these days. Every time it turns around, there seems to be someone who wants to grab his share of the marbles.
Homework Assignment
IT'S FINE AND good that the market for selling office supplies to small home offices and businesses is growing by leaps and bounds. But how can direct
No Two Alike
PRINT TECHNOLOGY has allowed direct marketers to edge closer to the ideal of one-to-one marketing. Leading the charge is on-demand printing, which enables
RECRUIT THE A-TEAM
IT'S GENERALLY believed that after a certain amount of time spent working the phones, telephone representatives burn out. I maintain that reps are more
Long-Term Fix
WHAT IT COST to keep a customer, and what's it worth over the long haul? These are two of the most important questions DMers can ask themselves these
Cable TV Viewers
SINCE ITS June 1948 invention in Mahanoy City, PA, cable TV (then called community antenna television) has made it into 58.5% of all U.S. households,
B-to-B DMers Suffer from Market Woes
BUSINESS-TO-business DMers couldn't escape the stock market's downturns during the last three months.The 32 B-to-B direct marketers tracked by Gruppo,
