"How Does Store-Building Software Work?," 12/15/97. Survey of features to look for in store software.
"How to Sell Products Directly on the Web," 7/27/96. Basics of selling on the Web, an early article describing the process and approach.
"Getting Customers to Plunk Down their Credit Card"
"Making People Want to Buy in Your Retail Webstore," 5/29/97. How do you create motivation to make a purchase? This article discusses various techniques to drive shoppers to the checkout stand.
"Where Is Retail E-Commerce Going? Part 1: 10 E-Commerce Trends That Affect Your Business," 4/15/99. Identifies and analyzes 10 important retail e-commerce trends in 1998. A look at the big picture as the basis of planning future strategy.
"Where Is Retail E-Commerce Going? Part 2: 10 Essential Small Businesses Strategies," 4/15/99. Outline of 10 e-commerce strategies that respond to current e-commerce trends. These are especially designed for small to medium size businesses.
"What Web Merchants Should Know about Transaction Security," 9/21/96. A basic primer on SSL (secure sockets layer) security. Also explains encryption systems, including public and private keys.
"12 Ways to Boost Your Conversion Rate," 8/15/98. A serious problem can be a low conversion rate, the percentage of customers who actually make a purchase on their visit to your store. Outlines 12 different strategies to increase the purchase rate.
"Should You Accept Checks over the Internet?," 7/15/98. Primer to online checks for payment of goods in your webstore. Considers legal and practical aspects. Estimates that about 10% of customers will prefer this payment method if available.
"US Laws and Regulations Governing Demand Drafts," 7/15/98. Collection of laws and regulations which relate to accepting checks for online or faxed sales.
"Setting Prices for Web Sales," 11/15/97. Discusses the value of careful writing of product description copy at Lands' End that adds value to the products, and allows higher pricing than would otherwise be possible.
"A Merchant's Primer on Affiliate Programs," 3/15/98. Explains the whys and wherefores of setting up an affiliate or associate program from the merchant's perspective. Includes selection criteria.
"How ViaWeb and ShopSite Pro Incorporate Affiliate Program Software," 3/15/98. Review of affiliate program software built into ViaWeb (now Yahoo! Store) and ShopSite Pro software. Suggests that while the software is functional, it isn't really adequate to manage a large program easily.
NEW "The Waning and Waxing of Affiliate Marketing," Web Commerce Today, Issue 24, 7/15/99. Argues that a number of factors are now inhibiting the growth of affiliate program marketing, such as competition for programs and many "dud" affiliates. Points out Ken Evoy's Five Pillar Program (http://sales.sitesell.com) as a modelof treating affiliates as valued partners and rewarding them appropriately.
"How to Retain Your Affiliates," 5/15/98. It's one thing to develop affiliates; it is quite another to have a team of motivated, active supporters of your businesses. Explains how to attract and keep affiliate loyalty.
"Selling Online to Wholesale Customers," 11/15/97. A general overview of business-to-business (B2B) sales via the Web. Explains the place of EDI in the process, and special features of websites catering to B2B sales.
"Review: Business-to-Business Internet Marketing," 1/1/99. Business-to-Business Internet Marketing Barry Silverstein. Primer on B2B Internet marketing. Lots of good information.
"Unraveling the Mystery of Merchant Credit Card Accounts," 8/15/97.
"Shopping Guide to Real-Time Credit Card Authorization for Internet Websites," 8/15/97. An early survey of credit card payment gateways for merchants on the Web. Now outdated.
"International Payment Issues," 9/15/97. In the US credit cards are a standard medium of exchange. But this is not true for merchants outside North America. Discusses various approaches, as well as incorporating and paying taxes in the US in order to qualify for a US bank merchant credit cardaccount.
"A Short List of Internet Credit Card Gateways," 12/15/98. Annotated list of web-based credit card payment gateways systems, such as CyberCash, PaymentNet, and AuthorizeNet.
"Do You Need Real-Time Credit Card Authorization?," 12/15/98. Contends that automating the credit card authorization function can make online sales more efficient, and therefore, less costly. Examines other alternatives for smaller stores.
"Non-US Credit Card Gateways," 2/15/99. Suggests credit card payment gateway systems for non-US companies, such as WorldPay, CyberSource, CyberCash, etc. Suggestions for appealing to a global international market.
"How Does a Foreign Business Obtain a US Merchant Credit Card Account for Web Commerce?," 8/15/97. Explains how a non-US business must incorporate in the US (usually in Nevada or Delaware), open a US bank account -- and pay US taxes -- in order to open a US merchant credit card account.
"How to Decide Whether You Need Real-Time Credit Card Authorization for Your Site," 8/15/97. For some businesses real-time credit card authorization is not necessary, even though it is more efficient.
"Guidelines for Obtaining a Merchant Credit Card Account for Web Sales," 12/15/98. Obtaining a merchant credit card account is a major hurdle for small businesses seeking to do business on the Web. Describes the process, explains the costs, warns of the sharks that populate these waters.
"Why You Need to Take Credit Cards on Your Website," 12/15/98. Contends that an inability to accept credit cards dooms most merchants seeking US sales to a small fraction of what they could enjoy.
"Instant Person-to-Person Sales Support," 3/15/99. Overview of various approaches to instant customer services through online chat, phone back buttons, and knowledge base bots that answer simple questions.
"Services to Support the Online Sale," 3/15/99. Outlines a variety of ways to provide pre-sale customer service that answers important questions and removes customer concerns. Methods include online chat, models, bots, FAQs, streaming audio and video clips, etc.
"Manufacturers' Dilemma: To Sell or Not to Sell Directly," 5/15/98. Outlines the difficulties faced by manufacturers in selling products on the Web, threatening to distrupt their carefully-built distribution chain. Options include no online sales, full price sales, discount sales, and commissions to areas where productssell online.
"Internet Business Plan Checklist for Online Start-Ups," 5/15/99. Recommends a written business plan to make sure that your online start-up covers the main obstacles that stand between you an success. Outlines points to include in your business plan.
"EDI Glossary," 11/15/97. Defines the terminology used with EDI (electronic data interchange), a data format commonly used in electronic business-to-business (B2B) transactions.
"Why Business-to-Business Commerce Prefers EDI," 11/15/97. An overview of how EDI (electronic data interchange) format allows businesses to easily exchange financial data through standard forms, such as purchase orders, etc. Looks at both traditional EDI networks and newer web-based EDI.
"Review of ShopSite Manager 3.1," 9/15/97. Review of Open Market ShopSite Manager 3.1. Quite positive review describes the products main features, and critiques a couple of clunky elements.
"Review: iCat Commerce Online," 7/15/90. A review somewhat critical of iCat Commerce Online, an inexpensive online shopping cart option for small merchants.
"Review: Miva Merchant 1.22," 4/15/99. Miva Merchant v1.22 by Miva Corporation. Mixed review. While Miva can handle records into the 100,000s, and is programmable, it has some flaws, such as no secure way to download a batch of orders. Plugins available for UPS shipping calculations.
"Store-Building Software Evaluation Guide," 12/15/97. An paper-based form you can print out and make copies of to take notes on as you look at various store software options.
"Outgrowing a Simple Order Form, or How to Know Whether You Need a Shopping Cart Program," 3/19/96.
"How Does Store-Building Software Work?," 12/15/97. Describes the basic operations of shopping cart or store-building software products. Some guidance as to selection features you need to look for.
"Simple Form Demo," . Novices often try to make a simple HTML form function for ordering where a shopping cart program is really needed. This page demonstrates where the simple form falls short.
"How Much Infrastructure Does Your Store Need," 4/15/98. Discusses the various systems needed in e-commerce businesses, such as shopping cart, inventory, accounting and fullfillment, shipping, tax calculation, etc. How to determine which are important for your business.
"What I Look for in Store-Building Software," 2/15/99. Guidelines for selecting a shopping cart program. Tips on selection criteria, warnings about future support, etc.
"From Print Catalog to Web Catalog," 6/15/99. A key problem for those with existing print catalogs is developing a database that becomes the updated product information source for both print and web catalogs. Looks at the obstacles and some of the (partial) solutions for companies using Quark orAdobe PageMaker.
"Review: Building Database-Driven Web Catalogs," 10/15/98. Building Database-Driven Web Catalogs by Sherif Danish and Patrick Gannon. Describes the need for a single database that flows information to both a company's print catalog as well as its web catalog.
"Why Freeware Shopping Cart Programs Are Expensive," 12/15/97. Identifies some of the free shopping cart programs available on the Web. Contends that they are actually expensive since they have poor documentation, no support, and require a programmer to customize them to meet particular business needs.
"Shopping Carts for Small Sites," 1/15/98. Highlights several simple shopping cart programs suitable for very small product lines.
"Dydacomp's Mail Order Manager Integrated Order and Fulfillment Software," 2/15/98. Overview of the integration of Dydacomp's Mail Order Manager (M.O.M.) order fulfillment software with an online SiteLink store.
"Review: IBM HomePage Creator," 3/15/99. While this is an option for a very small business, do not recommend for stores with many products. The wizard is too limiting and slow to develop pages.
"Low Cost Fraud Protection Methods," 6/15/98. Outlines some of the problems with credit card fraud against merchants, and some low-cost ways to protect yourself, such as not accepting orders from persons with e-mail addresses from free domains, orders from Eastern Europe, etc.
"Fraud and Chargebacks Challenge Online Merchants," 6/15/98. Overview of the vulnerability of web merchants to credit card fraud against them by unscrupulous persons. Explains what protections the processors provide, and what they do not. How chargebacks can be handled.
Integrating Web Ordering with Accounting Packages, 9/15/99. Brief description of Peachtree Software's PeachLink 2.0 and Dydacomp Mail Order Manager (M.O.M.) and its web product SiteLINK. Both products need greater maturity.
Accounting Software Comparison Resources, 9/15/99. Provides links to online comparisons of accounting programs that cater to order fulfillment applications.
Importing Online Order Data into QuickBooks, 9/15/99. Describes QuickBooks IIF (Intuit Import Format) files and how to create these from order data downloaded from your Web ordering program or shopping cart. Also links to other information on importing IIF files into QuickBooks.
Shipping via the US Postal Service, 9/15/99. Reviews some of the US Postal Service (USPS) offerings attractive for Web merchant order fulfillment, including Priority Mail, Delivery Confirmation, Global Priority Mail, Merchandise Return Service, and the USPS Web Developer's ToolKit.
"Exploring Your Shipping Options," 10/15/98. Examines various ways to set up shipping cost calculations in your shopping cart program. Notes UPS available software, and suggests how to group and simplify shipping zones using a map graphic.
"Amazon.com's Inventory Strategies," 11/15/98. Discusses Amazon.com's competitive strategies to keep fulfillment and shipping costs to a minimum.
"Analyzing the Drop-Shipping Model for Online Stores," 11/15/98. Examines the pros and cons of the drop-shipping method of shipping product without needing to warehouse inventory. Suggests resources for finding manufactures and distributors willing to do this for merchants.
"Example of the Online UPS Shipping Calculator," 1/15/98. Describes and demonstrates the features of the USP (United Parcel Service) shipping calculator, designed to calculate shipping from the US to US and some other destinations. Can be built into some shopping cart software.
"How to Select Products to Sell on Your Website. What is the 'Ideal' Internet Product?," 2/15/98. Outlines that features found in the most "apt" products sold via mail order (and on the Internet). Helps you determine whether certain products and product lines are suitable for online sales.
"What Motivates Established Companies to Get into E-Commerce?," 9/15/98. Developers can benefit from knowing what motivates existing companies to set up on the Web. Here are some of the reasons.
"E-Commerce Basics: The 10 Rock Bottom Essentials for Online Stores," 9/15/98. Having a successful online store depends upon doing many things right. Article helps sort out the vital from the incidental tasks and priorities.
"Jumping All 12 Hurdles: Store Elements You Must Have Right," 5/15/99. Small businesses on and off the web face serious challenges in order to survive more than a few years. Article identifies the 12 essentle elements of an online business that must be right in order to achieve success.
"Sidebar: Why Not Set Up Your Own Online Store?," 6/15/99. Contends that an experienced developer is needed to help your business succeed. But for do-it-yourselfers recommends in favor of Yahoo! Store and against web page editor designed online stores.
NEW "Lessons from Giftstore Marketing," Web Commerce Today, Issue 24, 7/15/99. Analyzes the difficulties with marketing a giftstore, and surveys various external and internal marketing approaches used by some major online giftstores.
"Marketing Single-Product Websites vs. Multi-Product Stores," 2/15/98. Explains some of the differences between marketing websites promoting a single product compared to an online store with many products. Single products require high mark-up since they get few return customers.
"E-Commerce Readiness Assessment Tool," 6/15/99. Assessment tool helps companies -- and their developers -- determine their degree of readiness to sell products online. Covers top management commitment, product database preparation, etc.
"Review: Make Your Site Sell," 5/15/99. Review of Make Your Site Sell by Ken Evoy, M.D. Book explains how to design a site to increase the conversion rate to the maximum. http://sales.sitesell.com
"Review: StrikingItRich.com," 12/1/98. StrikingItRich.com by Jaclyn Easton. Excellent profiles of 23 business that have been successful on the Web through late 1998. Gives sales information not often disclosed elsewhere for comparison purposes.
"Review: Webonomics: Nine Essential Principles for Growing Your Business on the World Wide Web," 4/1/98. Webonomics: Nine Essential Principles for Growing Your Business on the World Wide Web by Evan I. Schwartz. Excellent analysis of the principles that explain what is working on the Web and why. A deserving bestseller.
NEW "Malls and Niches," Web Commerce Today, 7/15/99. Describes why the physical mall model works so that a specialty shop can flourish in the shadow of a giant anchor store. Explains where the mall model has applications to online stores, and where it doesn't.
"Should You Locate Your Store in a Mall?," 3/19/96. Recommends against being in a mall -- especially if you have to pay for it. Contends that Yahoo is the biggest and free-est mall. Malls usually offer little advantage.
"How Valuable Is a Mall to the Merchant?," 6/25/97. Update to 1996 article. Recommends against being in a mall -- especially if you have to pay for it. Contends that Yahoo is the biggest and free-est mall. Malls usually offer little advantage.
"Shopping Agents for the Christmas Season," 11/15/98. Suggests that merchants sign up with shopping agents in order to increase site traffic for Christmas shopping.
"Getting Customers from the Front Page to the Center of Your Store," 9/15/97. One of the key tasks is to pull site visitors quickly into your site so they get past your front page quickly. Suggests several techniques to accomplish this.
"Sidebar: Building a Dynamic Left Side Menu," 9/15/97. Describes several ways to build a left side menu that can change as the site develops.
"Moving Shoppers toward the Checkout Stand," 8/15/98. Webstore owners find a lot of deserted shopping carts in the aisles at the end of the day. Explains how to encourage shoppers to complete and finalize their orders.
"How the Disney Store Online Drives Sales," 8/15/98. Survey of the Disney Store, examining various techniques used to encourage sales and final checkout.
"Examining the Goods: Flashpix Imaging Technology," 1/15/99. Overview of Flashpix imaging technology that allows the shopper to click on an image and zoom in on features, texture, etc. Describes the process and some of the costs.
"Best Practices: Ideal Front Page Size," 1/15/99. Research on the total file sizes of the first page of popular and successful e-commerce sites. Many novices make the mistake of too many graphics, discouraging shoppers from going further.
"Real People Build Trust," 2/15/99. Recommends using photos and a personal tone in order to build trust in a small business online store. Based on the premise that shoppers prefer to purchase from "real people" rather than faceless institutions.
"How Will It Look on Me?," 3/15/99. Examines the use of customer-configured manikins that model online clothing and apparel. Systems use sophisticated 3D modeling techniques.
"How to Assess an E-Commerce Developer," 6/15/99. Guidelines for determining an e-commerce developer knows the field and is the right person or firm to help your company set up an online store.
"Tips for Preparing Product Photos," 5/15/98. Breif tips for preparing product pictures for the Web in GIF or JPEG format.
"Review: Creating the Virtual Store: Taking your Web Site from Browsing to Buying," 10/15/97. Good discussion of online store design.
Data Mining Your Website, 9/15/99. Review of Jesus Mena's Data Mining Your Website, applying the established practices of commercial database datamining to identifying customer preferences and predicting customer purchases online.
"Securing a Digital Certificate," 10/15/97. A digital certificate on the merchant's e-commerce website assures the shopper's browser that credit card info cannot be stolen by hackers. A digital certificate, purchased by the merchant from VeriSign or Thawte provides the identify and works with theSSL system of the web server.
"Is It Really Safe to Order Online?," 10/15/97. Assures shoppers that shopping online is actually quite safe. But warns of insecure methods of order pick-up by the merchant.
"A Primer on Retail Transaction Security," 10/15/97. A thorough discussion of how an e-commerce site is secured by means of a Digital Certificate and SSL (secure socket layer) security.