Digital ascends but print still rules catalog business

Share this content:
Slade Kobran
Slade Kobran

Marketers in the publishing and catalog industries predict digital will serve a greater role in their campaigns over the next three years, but it will not completely replace print.  

At Infogroup, we surveyed a small group of influential clients in the publishing and catalog industries about how they see the industry evolving over the next three years and the trends that will emerge. Interviews were conducted between December 2010 and March 2011.

Our catalog clients see a very tough and competitive environment that will require a multichannel approach as well as better targeting methods to stabilize their businesses. They also feel that direct mail is at a crossroads in the digital era. Catalog marketers are using more sophisticated targeting methods to be more efficient in their house file mailings in order to transfer those advertising dollars to acquisition. However, those dollars are not all going to direct mail. Many are executing combinations of direct mail and email or online messaging to reinforce their brands.

Co-op databases are playing a greater role in prospecting in the catalog industry. All the catalog marketers we surveyed said co-op databases are and will continue to be part of their circulation plans due to the modeling and analytical capabilities of databases.       

Half the publishers we spoke with do not feel co-op databases will play a major role for their businesses. For publishers and catalog businesses, brokers can play an important role in understanding co-ops and facilitating the relationship, but not a critical one.  

Co-ops will continue to be a strong component of catalog acquisition plans, especially in a marketplace working to drive down costs and improve ROI.  

The anticipated industry evolution impacts needs in the publishing and catalog industries in very different ways. With the emergence of digital, publishers anticipate the need for more email addresses versus physical addresses. Catalog businesses see the need for their consultants to help the business perform better year over year.

Marketers from both industries described their needs for list management with some seeking lists for specialty businesses and others mentioning their preference for list rentals.

One publishing marketer described the ongoing need to work with a partner “to positively influence the digital transformation of the data and publishing industry in general.”

Despite the emergence of online resources changing the industry, some things stay the same. Every marketer surveyed described the need for effective communication and a deep understanding of their business.


Next Article in Data/Analytics

Sign up to our newsletters

Company of the Week

We recently were named B2B Magazine's Direct Marketing Agency of the Year, and with good reason: We make real, measureable, positive change happen for our clients. A full-service agency founded in 1974, Bader Rutter expertly helps you get the right message to the right audience at the right time through the right channels. As we engage our clients' audiences along their journey, direct marketing (email, direct mail, phone, SMS) and behavioral marketing (SEM, retargeting, contextual) channels deliver information relevant to the needs of each stage. We are experts at implementing and leveraging marketing technologies such as CRM and marketing automation in order to synchronize sales and marketing communications. Our team of architects and activators plan, execute, measure and adjust in real time to ensure the strategy is working as needed and change things if it's not.

Find out more here »

Career Center

Check out hundreds of exciting professional opportunities available on DMN's Career Center.  
Explore careers in digital marketing, sales, eCommerce, marketing communications, IT, data strategies, and much more. And don't forget to update your resume so employers can contact you privately about job opportunities.

>>Click Here

Relive the 2017 Marketing Hall of Femme

Click the image above