IndustryEye

Letter to the Editor
Dear Editor,
RE: The Editor’s Take “A Take on Acqui-sitions of All Kinds,” March 2008 issue (pg. 10). I disagree with your conclusion that B-to-B catalogers are following suit with consumer catalogs and becoming very reliant on membership co-op databases.
There are only two B-to-B membership co-ops, b2bBase, which is our partnership with Experian, and Abacus. Of our approximately 150 B-to-B catalog clients, I know of less than a handful for whom membership co-ops approach even half of their acquisition circulation. The average is 10 percent to 15 percent.
Our business grew over 20 percent in 2007 and the outlook is bright. Indeed, the “glory days” need not be bygone when you focus on your clients’ acquisition and retention needs with list selection objectivity, good analytics and passionate, value-added service.