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Scoring Points: How Tesco Is Winning Customer Loyalty

Scoring Points is one of the seminal marketing books of the last decade. It tells the story of how British supermarket chain Tesco conceived, launched, and developed its hugely successful Clubcard program. Clive Humbly and Terry Hunt, two major influences behind Tesco’s spectacular transformation, and Tim Phillips, a leading business writer and broadcaster, bring us a compelling behind-the-scenes account of Clubcard — the successes, the … [ Read more ]

Content: Book | Authors: Clive Humby, Terry Hunt | Subjects: Customer Related, Marketing / Sales

Scoring Points (How Tesco is Winning Customer Loyalty)

Companies start loyalty programs to encourage additional purchases, but a new book by the brains behind one of the world’s most successful loyalty programs believe that that premise is the first step toward failure.

What companies really need to do, say Clive Humby and Terry Hunt, is establish loyalty programs that thank customers for previous purchases rather than encourage them to buy more.

Content: Related Content | Author: Nick Wreden | Source: MarketingProfs | Subjects: Customer Related, Marketing / Sales

An interview with Kent Monroe

Kent B. Monroe talks about guidelines and basic rules to follow for developing and maintaining an effective organizational approach to solving pricing problems.

Content: Article | Authors: James Nelson, Kent B. Monroe | Source: Emerald for Managers | Subjects: People, Pricing

Capitalizing on Customer Insights

To stimulate growth in today’s marketing environment, companies must identify and prioritize opportunities at points where proliferating segments, channels, and product categories intersect.

Content: Article | Authors: John E. Forsyth, Nicolo’ Galante, Todd Guild | Source: McKinsey Quarterly | Subjects: Customer Related, Marketing / Sales

ZipSkinny

At this useful site you can enter any U.S. ZIP code to get the following stats:
* Education levels
* Income
* Occupation
* Marital Status
* Age/Gender/Race Demographics
* Stability/Newcomer Appeal

You can also see how the zip code compares to neighboring zip codes or you can enter up to 20 other zip codes to do a custom comparison.

Editor’s Note: The data comes from … [ Read more ]

Content: Online Resource | Source: ZIPSkinny.com | Subjects: Demographics, Market Research

Digital Interactivity: Unanticipated Consequences for Markets, Marketing, and Consumers

The digital interactive transformation in marketing is not unfolding, as many thought it would, on the model of direct marketing. That model anticipated that digital media using rich profiling data would intrude marketing messaging more deeply and more precisely into consumer lives than broadcast media had been able to do. But the technology that threatened intrusion is delivering seclusion. The transformation is unfolding on a … [ Read more ]

Content: Article | Authors: John A. Deighton, Leora Kornfeld | Source: Harvard Business School (HBS) | Subject: Marketing / Sales

Sales Simulator Throws Curveballs to Students

Think sales managers are the only ones who worry about forecasting? A simulation tool helps students grasp the complexity of managing sales organizations.

Content: Article | Source: Stanford University | Subjects: Marketing / Sales, MBA Related

Decoding Personality: Why We Compete, Reward & Buy

Our whole lives are motivated by an internal sense of worth, measured by “rewards” – both internal and external. We’re each addicted to our own reward system. It stains every action we take. The same applies to the buying process, and to your website.

Content: Article | Author: Anthony Garcia aka “Shaq” | Source: GrokDotCom | Subjects: IT / Technology / E-Business, Marketing / Sales

Hearing the Voice of the Market: Competitive Advantage Through Creative Use of Market Information

Hearing the Voice of the Market provides a detailed plan that enables managers throughout the organization to make more frequent and better use of market information. The book shows managers how to develop the two capabilities that distinguish the successful, market-oriented firm–competent curiosity, and competent knowledge use. The two are closely linked: inadequate information cannot be used well, and sound information is wasted if it … [ Read more ]

Content: Book | Authors: Gerald Zaltman, Vincent P. Barabba | Subjects: Management, Market Research

Puppy Power

Using a new tool called a widget to boost your brand.

Content: Article | Author: Dan Briody | Source: Inc. Magazine | Subject: Marketing / Sales

Katya Andresen

If you focus on connecting your cause to your audience’s values-rather than telling people to value your cause-and reach people when they are in the best place, time, and state of mind to act, you will get more bang for your [marketing] buck.

My mantra is, “concentrate and inundate” rather than “spray and pray”!

Content: Quotation | Source: MarketingProfs | Subjects: Marketing / Sales, Nonprofit

Fixing the Fatal Flaws of Your Sales Force

Today, most consumer goods companies are trying to upgrade their sales forces to serve increasingly sophisticated customers and fight the war for visibility, shelf space, and promotions. But product pushers can’t become insight generators overnight. The authors discuss eight fatal flaws of sales forces and how companies can make detailed, thoughtful, nuts-and-bolts adjustments to remedy them.

Content: Article | Authors: Katrina Helmkamp, Michael Zinser, Simon Goodall | Source: Boston Consulting Group (BCG) | Subject: Marketing / Sales