White Papers

• Driving Dynamic Content With Advanced Analytics [PDF] - This whitepaper shows how analytics and dynamic content can be married to create and deliver powerful, relevant marketing to customers.
• Fulcrum Turnaround Concepts for Retail: Forecasting [PDF] - Developing customer-based forecasting capabilities can instill confidence in revenue-related forecasts, and inform marketing decisions aimed at driving revenue growth, especially in a slumping sales environment. Here are some ways to improve intelligence and gain deeper insights into future customer behavior.
• Fulcrum Turnaround Concepts for Retail: Store Marketing [PDF] - How can customer-level data help turn around the “markdown” mentality that seems to be driving virtually every marketing effort to lure customers into stores? The key is applying a multi-tiered analytical approach, based on a foundation of customer data which supports higher-level aggregations of category, store and corporate data.
• Fulcrum Turnaround Concepts for Retail: Cross-Selling [PDF] - Fulcrum recommends building a new foundation for developing your cross-selling strategy, based on the following cornerstone concepts: In-marketing timing, repeat purchaser focus, cross-channel offer affinity, and marketing agility.
• Transforming the Warranty Sector Through Analytics [PDF] - We provide a comprehensive assessment of the warranty sector on business model and processes, marketing paradigms, focusing on risk management issues from a practitioner’s stand point. We argue that although this sector has enjoyed steady growth and profit, in many aspects of the business process, the standards and best practices are still evolving with many opportunities for significant improvements.