Marketing Through Catalogs: Prime-Cut Names Mean Juicy Profits[/title]

Efforts to sell food by mail through catalogs are meeting with success. These successful marketers combine high-quality products with high-quality mailing lists. Specialty food marketers find individuals make purchases through food catalogs for gift giving as often as for personal consumption. They also report success when offering high-quality items that are not readily available in a specific locality. Demographically, the food marketers' mailing lists tend to contain names of people who: 1. make other mail-order purchases, 2. belong to upper-income groups, 3. like home life, and 4. entertain a lot. Lists are obtained in a number of ways. Some companies compile their own. Others trade or purchase lists, especially with other food catalog houses. Among the firms reviewed are: 1. Alamo Fruit (Alamo, Texas), 2. Callaway Garden Country Store (Pine Mountain, Georgia), 3. Dakin Farms (Ferrisburg, Vermont), and 4. Latta's Oregon Delicacies (Newport, Oregon).

Full text: Zip Target Marketing, Jul 1984Internet Marketing Tools

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