A lot can happen in less than three seconds. In the crowded craft beer aisle, that’s all the time a packaged beer has to catch a shopper’s eye. A study from Accelerated Marketing Insights by Quad used Tobii 3 eye-tracking technology to explore exactly what drives purchase behavior — and how design plays a starring role. Conducted last fall at Ray’s Wine & Spirits in Wauwatosa, WI, the study tracked 61 participants as they browsed 474 beers across 124 brands. The choice of location was intentional — just outside Milwaukee, a city steeped in brewing history and still deeply tied to beer culture. The study found that packaging design was the third most important consideration for choosing a beer, after flavor and price. In fact, 72% of participants said the packaging made them more likely to buy a beer. That’s not surprising to Shannon Anderson, director of research, Accelerated Marketing Insights by Quad. “Craft beer buyers come in to browse. They’re curious and open to trying something new. That makes visibility and shelf presence critical. If your can doesn’t get noticed, it doesn’t get purchased.”

In brief: Mailers got some good news this month when the Postal Regulatory Commission limited the USPS to a once-a-year rate increase for Market Dominant products through 2030. The freight market is keeping a close eye on how the U.S. Supreme Court will rule about the legality of some Trump administration tariffs. Producers of uncoated freesheet paper are citing reduced capacity and increased demand as the basis for price increases that are set to take effect in February and March.

More often than not, we engage with seasoned ecommerce professionals tasked with running print programs while simultaneously holding some measure of responsibility for Profit & Loss statements. And as such, they tend to look at performance metrics with a ROAS (Return on Ad Spend) lens instead of a more critical metric – Contribution Per Order (CPO). Why is that important, and why does ROAS lack adequate insight as a key metric? Let me explain. While ROAS is an efficient measuring metric, it cannot assign health to a channel, making it a relatively useless tool. The reality is it could be hurting your business as a primary form of indicator. ROAS can't tell you how much money you are making for every order received. As an example, a ROAS of 6x is more efficient than a ROAS of 5x, but that doesn't mean you made more money (or any money). A ROAS of 6x on $10 did not make you more money than a ROAS of 5x on $10,000,000. The volume grew top-line demand, but it did not increase profits. In contrast to ROAS, Contribution Per Order (CPO) brings in the magnitude of the campaign segment targeted (marketing cost and cost of goods). This metric will help with your payroll and to keep the lights on – in other words -- adding top-line demand and bottom-line profits.