The Team Approach

It’s no secret that catalogers tend to keep their business practices close to the cuff. So what do they think about developing these partnerships? “Catalogers were resistant at first,” Goldstein confides. “They were solely concerned with making their own sale, not making a sale for some other company. And they were a bit reluctant about renting files. In most cases, it requires approval from key executives and sometimes that’s difficult to nail down.”