William H. Russell was looking to grow. His stagecoach company was making him money, but he was limited mostly to passengers and their belongings. This made the westward crossing from St. Louis to San Francisco 3-weeks in length. But there were also important documents and communication being carried as well. Remember, this was before the telegraph had wide distribution and use in the west. This is when Russell wen to CA …

Read more


I’m cheating a little… I must admit, this isn’t a “brand” new item. In fact we stocked it as recently as two years ago. However, our manufacturer discontinued the item a few months later. I hated that they did, I thought this piece was outstanding and was working its way up our “Best-Seller” chart. I suggest you click here and read the sample letter and then come back here for the analysis …

Read more


A few months ago, I received a great note from a relatively new client. It happens quite often, but it’s never surprises, this stuff really works! Just wanted to drop a note to tell you that I just got my first new client using your crazy program! I expect to get many more as the response that I am getting from the follow up phone calls seems to be very positive. The …

Read more


Let’s talk Big Game hunting; going after those accounts that, when you land, would dramatically increase your sales and profits. This month’s example is a great case study in Big Game Hunting in the business-to-business (B2B) space. The owner, Michael Nguyen, recently bought the company, Produce Results. They are a marketing agency in north Texas. Immediately upon taking ownership, he decided to move all his marketing efforts to small banks …

Read more


This new item of the month was inspired by a piece of direct mail I received last spring. Here’s a picture of the entire package: The box had a hand-written address label, and inside a pair of drum sticks, how clever! Also included was a small sheet on card stock with the message: I love the use of the personal URL (PURL), and the drum theme and personalization carried over …

Read more