Profile of Success: Booting It Up

CS: What’s the toughest challenge you’ve faced at ComputerGear, and what did you do to overcome it?

TP: We used to be able to prospect a lot more heavily. With the cost of postage and paper going up, we have to do less prospecting by mail. But on the flip side, to overcome that and fine-tune that a little bit, we work more economically by buying our own paper and co-mailing a letter-automated, digest-size catalog. I’d like to be prospecting a little bit more, but I think everybody’s pulled back on their prospecting
and circulation.