Catalogers’ Profits Are Being Squeezed, Part 2 of 2

* Web buyers are flooding into catalogers’ buyer files, and Web buyers typically are less responsive to frequent follow-up catalogs.

While catalogers are confronted with the challenges of cutting circ and sheltering profitability during a downturn, the industry doesn’t seem to have reacted to the hidden challenges of higher prospecting break-even costs and the dilution of their housefiles from the influx of Web buyers. Therefore, profits will almost inevitably decay.