Just because a customer qualifies for a promotional offer, says HTK’s Pete Thompson, doesn’t necessarily mean it’s a good idea to send them one. “Sometimes it’s not good for a retailer’s bottom line,” says Thompson, HTK’s chief product officer who is tasked with delivering the vision and strategy for the HTK product suite. He has seen too many times where a ‘blanket discount’ is sent to customers — or as HTK says, “scattered like confetti” — when in....

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