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Package tracking system, 250
Packaged goods, xv, 85
Panduit, 208–209, 209
Parts-ordering system, 261, 264–266
Payless Auto Rental, 56
PCs, xiii, 40
Peapod, 39, 43
Penetration analysis, 295–296
Peppers, Don, 43
Performance, measuring multibuyer, 276
Personal greetings, 147
Personal profiles, 5
Personalized catalogs, 272
Personalized communications, 275
Personalized Web sites, 256
Phone matching, reverse, 167–173
Photographs (in marketing), 200
Pools & Patios, 13
Postcard Direct, 200–203
Potential lifetime value, 78–79
Premier Pages, 256–258
Premiums, 45–47
PreVision Marketing, 130–132
Price, focus on, 16–17
Priceline.com, 39
PriceWaterhouseCoopers, 80
Pricing, straddle, 224
Processing function, 301
Procter & Gamble, 84
Product, focus on, 25
Product analysis, 313, 315
Product information, 289
Product managers, 25–26
Profiles, 286–288, 294, 322–336
customer-generated, 328–336
identification of, 313
identifying marketing segments with, 323
information derived from, 322–325
and modeling, 325–328
plan for, 314–315
Profitability, xvii
Promotion:
of B2B catalog with email, 288
of loyalty programs, 227
Promotion plans, 223
Promotions, 96–97
Prospect lifetime value, 79, 308–310
Prospects:
building relationship with, 302–305
identifying, 188–190, 193–195, 297–299
scoring system for, 304–305
Purchases, past, 259, 260
Purchasing officers, 260–261
Pure-play merchants, 39, 48
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