An ageless practice, square-inch analysis remains a necessary evil for virtually all catalogers

By Mary Ann Kleinfelter

L-com, my company, is a B-to-B multichannel marketer of a wide range of connectivity and wireless products, based in North Andover, Mass. Our catalogs and Web sites are packed with highly technical business products; therefore, we pay very close attention to sales and profits by product, page, category and channel.