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According to Poirier, "If a distributor works within a certain market, then he or she should be qualified to understand the target market. However, most companies are pretty savvy and know their market and where they fit in."
While it isn't the norm for distributors to research a customer's previous direct mail pieces and what the customer's competition is sending out, she added that it couldn't hurt. "Obviously, to know what the competition is doing is always helpful. If distributors want to endear themselves to customers, the more they do to ensure the mailings' success and the easier they make it to do business with them, the greater the chances are for repeat business."
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