Profile of Success: An Established Institution
Arnie Zaslow uses astute marketing and a playful attitude to keep his 76-year-old family business running smoothly
• Securing better margins: For about the first 25 years the company existed, it secured business through competitive bids. “Those were so competitive, the product markups were infinitesimally small,” Zaslow recalls.
• Dealing with 50 years of rising postal costs: When the company first launched its catalog, ATD often drove more business by mailing more catalogs. “We operated on the premise that the more dung you threw at the wall, the more would stick,” Zaslow says. But that strategy became unsustainable as postal costs rose.
- People:
- Arnie Zaslow
- Matt Griffin
- Places:
- America
Related Content
Comments
