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Great Minds in Retailing Online--Complete Archive

Going back to 2003, here are four years of interviews with online retail executives, concisely formatted to glean important insights and tips meant to help other retailers achieve success in online and multichannel retailing. Shop.org's Great Minds in Retailing Online was produced by special arrangement with MarketingSherpa.

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Conversion

4 Steps to Raise Conversions 56% — Jay Shaffer, VP Marketing, DirectlyHome.com

4 Tactics That Increased Holiday 2005 Revenues — Catherine Paschkewitz, Consumer Marketing Director, hpshopping.com

4 Ways Dell Quadrupled Site Conversion Rates — Sam Decker Reveals, Senior Manager of CRM & Loyalty, Dell Inc.

5 Tactics in Using Web Analytics — Rachel Pendon, Director of Internet, OneStepAhead.com

7 Tests Raise Conversions 200% — Nicholas Rozdilsky, Ecommerce Director, World Wrestling Entertainment

Adding Quick-Shop Functionality to the Site — Chris Todd, eMedia Marketing Manager, Patagonia

Beyond Increasing Conversions — Richard Last, VP Merchandise, JCPenney.com

Build Sales, Awareness, and Brand Through Word of Mouth — Moshe Krasnanski, COO, ICE.com

Email & Site Conversion Test Results — Jennifer Clark, Ecommerce Marketing Manager, Brooks Brothers

Home Page & Category Page Design Test Results — Allan Dick, General Manager, Vintage Tub & Bath

How Overstock.com Quadrupled Affiliate Revenues — Shawn Schwegman, CTO & VP Marketing, Overstock.com

How to Use Visitor Satisfaction Surveys to Gain Double-Digit Revenue Growth — Maryssa Miller, Senior Ecommerce Manager, Scholastic

Improving Conversion — John Howard, Founder and CEO, Carrot Ink

Interaction Drives Success — Risa Meyer, Co-founder, Plum Party

Replacing Paid Backorder and Preorder Offers with Shopper Email Alerts — Seth Greenberg, Co-CEO, eHobbies

Superior Product Innovation — Larry Becker, VP E-commerce, Crutchfield Corporation

Customer Service

Beyond Increasing Conversions — Richard Last, VP Merchandise, JCPenney.com

Focus on the Customer Experience — Nick Swinmurn, Founder & Chairman, Zappos.com

Home Page & Category Page Design Test Results — Allan Dick, General Manager, Vintage Tub & Bath

Online Pioneer — Monica Luechtefeld, EVP Global E-Commerce, Office Depot, Inc.

Superior Product Innovation — Larry Becker, VP E-commerce, Crutchfield Corporation

Top Search Tips — Allan Dick, Vintage Tub & Bath, General Manager

Marketing

3 Tips to Build Community, Raise Retention Rates — Ben Fischman, SmartBargains.com

4 Steps to Raise Conversions 56% — Jay Shaffer, VP Marketing, DirectlyHome.com

4 Tactics That Increased Holiday 2005 Revenues — Catherine Paschkewitz, Consumer Marketing Director, hpshopping.com

5 Tactics in Using Web Analytics — Rachel Pendon, Director of Internet , OneStepAhead.com

Adding & Managing Customer Reviews -- Four Steps & Five Lessons — John Lazarchic, VP Ecommerce, PETCO

Beyond Increasing Conversions — Richard Last, VP Merchandise, JCPenney.com

Build Sales, Awareness, and Brand Through Word of Mouth — Moshe Krasnanski, COO, ICE.com

Duplicate the Disciplined Principles of Direct Marketing to Be a Success Online — Todd Simon, SVP, Omaha Steaks

Effective Loyalty Programs — Scott Key, VP of Relationship Marketing & Business Development , Gap Inc.

Email & Site Conversion Test Results — Jennifer Clark, Ecommerce Marketing Manager, Brooks Brothers

Email Deliverability — David Rosen, VP Marketing, MyPoints.com, Inc.

Email Strategy — Terry Mulhern, Director of Marketing, Things Remembered

Email Test Results — Andrea Gulli, VP, J. Jill

European Expansion Online — Hannes Blum, President & CEO, Abebooks

Getting ‘Easy' Virtual Button Downloads — Catherine Cusack, Staples

How to Build Site Traffic Virally — Dustin Robertson, VP Marketing, Backcountry.com

How to Raise Revenues 50% in One Year — Linsly Donnelly, COO, Joann.com

How to Reach the Top Search Slot — Shane Wagg, Rugman.com

How to Use Visitor Satisfaction Surveys to Gain Double-Digit Revenue Growth — Maryssa Miller, Senior Ecommerce Manager, Scholastic

Internet Retail Forecasts — Steve Kahn, Director New Media Marketing, Victoria's Secret Direct

Launching a Content-Only Sister Site to Build Relations With Potential Shoppers — Mike Morford, CEO, Altrec.com

Marketing Innovation — Craig Wilson, Director E-Commerce, Patagonia

Marketing via RSS Feeds — Ethan Holland, Director of Ecommerce, Burpee

Maximizing Revenues in Short Average Account Lifetimes — David Liu, CEO, The Knot

Multichannel Innovation — Bill Bass, SVP, E-Commerce, Lands' End / VP and GM, Customer Direct, Sears

New Retail Success Metrics: Customer Satisfaction — Ken Seiff, CEO and Founder, Bluefly, Inc.

Online Pioneer — Monica Luechtefeld, EVP Global E-Commerce, Office Depot, Inc.

Paid Search Tips — Chris Seahorn, Search Marketing Expert, eBags

Pleasing Busy Moms Shopping Online — Susan Neal, VP Business Development, Gymboree

Replacing Paid Backorder and Preorder Offers with Shopper Email Alerts — Seth Greenberg, Co-CEO, eHobbies

Search Campaigns — Brian Elliott, COO, Alibris

Strong Brand, Strong Multichannel Integration — Pattiann McAdams, Executive Director, eCommerce, Avon Products

Superior Product Innovation — Larry Becker, VP E-commerce, Crutchfield Corporation

Testing Video Spokespeople on Your Home Page — Kathy Greif, Online Merchandising Producer, DiscoveryStore.com

Top 5 Competitive Tactics — Gary Lindsey, VP Marketing, eToys

Top 8 Search Tips — Allan Dick, Vintage Tub & Bath, General Manager

Using Customer Data in a New Channel — Bob Myers, VP, Interactive Merchandise, Marketing, Content & Architecture, QVC, Inc

Web Adoption — Jonathan Shapiro, President, Lillian Vernon Corporation

Merchandising

3 Tips to Clean Up Product Pages, Checkout Process — Nancy Miller , Woodcraft

4 Steps to Raise Conversions 56% — Jay Shaffer, VP Marketing, DirectlyHome.com

7 Tests Raise Conversions 200% — Nicholas Rozdilsky, Ecommerce Director, World Wrestling Entertainment

Adding Quick-Shop Functionality to the Site — Chris Todd, eMedia Marketing Manager, Patagonia

Battling Shopping Cart Abandonment — Maheesh Jain, VP Sales & Marketing, CafePress.com

Beyond Increasing Conversions — Richard Last, VP Merchandise, JCPenney.com

Duplicate the Disciplined Principles of Direct Marketing to Be a Success Online — Todd Simon, SVP, Omaha Steaks

Familiarize Customers with your features — Jessica Scheibach, Senior Manager, Consumer Ordering and Self-Service Group, Amazon.com

Home Page & Category Page Design Test Results — Allan Dick, General Manager, Vintage Tub & Bath

How to Raise Revenues 50% in One Year — Linsly Donnelly, COO, Joann.com

Improving Conversion — John Howard, Founder and CEO, Carrot Ink

Initial Site Revamp Test Results — Richard Calentine, Internet Analyst, Baseball Express

Multichannel Innovation — Bill Bass, SVP, E-Commerce, Lands' End / VP and GM, Customer Direct, Sears

Online Pioneer — Monica Luechtefeld, EVP Global E-Commerce, Office Depot, Inc.

Superior Product Innovation — Larry Becker, VP E-commerce, Crutchfield Corporation

Multichannel Integration

How to Coordinate a Multichannel Campaign — Connie Young, Sephora

Internet Retail Forecasts — Steve Kahn, Director New Media Marketing, Victoria's Secret Direct

Kiosks That Work — Dennis Swanson, President & Owner, LAMPS PLUS

Multichannel Innovation — Bill Bass, SVP, E-Commerce, Lands' End / VP and GM, Customer Direct, Sears

Multichannel Integration is a Journey — Katrina Lane, VP Channel Marketing, Harrah's Entertainment, Inc.

The Multichannel, Multibrand Challenge — So Young Park, Director of e-Commerce, A&E Television Networks

Online Pioneer — Monica Luechtefeld, EVP Global E-Commerce, Office Depot, Inc.

Reducing Channel Conflict with Retailers — Carol Hochman, CEO, Danskin Inc.

Strong Brand, Strong Multichannel Integration — Pattiann McAdams, Executive Director, eCommerce, Avon Products

Successful Multichannel Integration — Eric Nadler, VP Sales Administration, Danskin

Taking Integration to a Different Level — Steve Woodward (Sr. Manager Internet Ops) and Phil Schneider (EVP Marketing), Pier 1 Imports

Using Customer Data in a New Channel — Bob Myers, VP, Interactive Merchandise, Marketing, Content & Architecture, QVC, Inc

Web Adoption — Jonathan Shapiro, President, Lillian Vernon Corporation

Your Multichannel Brand — Paul Miller, VP eCommerce, Williams-Sonoma

Profitability

7 Tests Raise Conversions 200% — Nicholas Rozdilsky, Ecommerce Director, World Wrestling Entertainment

Battling Shopping Cart Abandonment — Maheesh Jain, VP Sales & Marketing, CafePress.com

Build Sales, Awareness, and Brand Through Word of Mouth — Moshe Krasnanski, COO, ICE.com

Familiarize Customers with your features — Jessica Scheibach, Senior Manager, Consumer Ordering and Self-Service Group, Amazon.com

How Overstock.com Quadrupled Affiliate Revenues — Shawn Schwegman , CTO & VP Marketing, Overstock.com

Interaction Drives Success — Risa Meyer, Plum Party

Maximizing Revenues in Short Average Account Lifetimes — David Liu, CEO, The Knot

Successful Multichannel Integration — Eric Nadler, VP Sales Administration, Danskin

Web 2.0

3 Tips to Build Community, Raise Retention Rates — Ben Fischman, SmartBargains.com

Adding 'Voice of the Customer' to an Ecommerce Site — Steve Fernandez, Analytics & Business Development Manager, CompUSA

Adding & Managing Customer Reviews -- Four Steps & Five Lessons — John Lazarchic, VP Ecommerce, PETCO

How to Use Visitor Satisfaction Surveys to Gain Double-Digit Revenue Growth — Maryssa Miller, Senior Ecommerce Manager, Scholastic

Interaction Drives Success — Risa Meyer, Plum Party

Marketing Innovation — Craig Wilson, Director E-Commerce, Patagonia

Marketing via RSS Feeds — Ethan Holland, Director of Ecommerce, Burpee

Maximizing Revenues in Short Average Account Lifetimes — David Liu, CEO, The Knot

Testing Video Spokespeople on Your Home Page — Kathy Greif, Online Merchandising Producer, DiscoveryStore.com