A Chat With Harvey Dean, president/CEO, Pitsco

CS: If a new cataloger asked you to name the keys to success, what would you say?
Dean: I think first, and this may not be the model that most catalogers think of, I think the key is to have some unique selling proposition. Unique and innovative products you can build the rest of your product line around are important. In our catalogs we have several kinds of kits for building a CO2 powered dragster. We started that with one little kit, and now we have 10 or 12 different kits that are versions of that kit. On top of that, we have about 40 pages in our big book of support items for that model dragster activity. Track systems, smoke tunnels, wind tunnels, decals, different kinds of axles, wheels, it goes on and on. We have 40 pages of products that are line extensions of that one good idea.