A Chat with John Economaki, Founder and President, Bridge City Tool Works

CS: You've said you don't think of your books as traditional catalogs, but how many mailings are you doing per year?

JE: We do about six of those "sneak preview" books every year. I don't know how familiar you are with the math in direct marketing, but we look at the economies of scale on a modern printing press, with eight-page signatures. It only take two pages for us to sell a dead-blow mallet, but when you look at what it costs us to send two pages versus 12 pages or 32 pages, you realize you need the longer book. We still have a product line we like to keep in production. So, while we don't have a big book in production any more, we created this 24 or 32 page book, 80 percent of which is proprietary products, and the rest at the back is just cool stuff that I like. And my customers over the years have come to find out that I don't recommend junky stuff.