A Chat with June’s Profile, David Lorsch, founder, president and CEO, DBL Distributing Inc.

CS: How did you overcome that challenge?
Lorsch: The first thing I did was look for product lines, create a catalog, which I didn’t know how to do and then buy a mailing list. I sent it (the catalog) out to somebody and waited for somebody to call.

CS: You’ve said you started with a 12-page catalog. How many mailings did you do initially?
Lorsch: The first year we put out about four mailings of 6,000 to 8,000 each. We grew a little bit each time. We just built it one customer at a time. We just kept building it. We had about 125 customers in about 90 days and then we had about 750 customers after the following year and then it was just consistent progression and building of customers.