A-Listers

Help for Smaller Catalogers

Take, for example, Garrett Wade Co. The seller of high-end woodworking tools and accessories signed on with Millard Group last fall, and its senior vice president, Pete Segal, notes that Millard offers a more hands-on approach than other services he's used before. "It's as much of a consultative role as it is in just the mechanics of supplying lists," he says. "The list business has changed quite a bit, and database companies like Abacus have come in. That is where a lot of companies, including ourselves, are getting the bulk of their prospecting names."