Developing a Turnaround Plan
If the proper balance between mailings to the house file and mailings to prospects is lost, there could be a devastating impact on the bottom line. The decision to invest in prospecting requires careful planning. The proper financing should be in place before undertaking such a venture, since prospecting usually results in an intial incremental loss for the company. Trying to grow too fast can be very dangerous for your business. However, an investment in growing your catalog should always be part of a well-conceived strategy. Remember: it costs money to grow.
- Companies:
- Lett Direct Inc.
Steve Lett graduated from Indiana University in 1970 and immediately began his 50-year career in Direct Marketing; mainly catalogs.
Steve spent the first 25 years of his career in executive level positions at both consumer and business-to-business companies. The next 25 years have been with Lett Direct, Inc., the company Steve founded in early 1995. Lett Direct, Inc., is a catalog and internet consulting firm specializing in circulation planning, plan execution, analysis and digital marketing (Google Premier Partner).
Steve has served on the Ethics Committee of the Direct Marketing Association (DMA) and on a number of company boards, both public and private. He served on the Board of the ACMA.  He has been the subject of two Harvard Business School case studies. He is the author of a book, Strategic Catalog Marketing. Steve is a past Chairman of both the Catalog Council and Business Mail Council of the DMA. He spent a few years teaching Direct Marketing at Indiana University in Bloomington, Indiana.
You can contact Steve at stevelett@lettdirect.com.
