Five Ways to Make List Selects Work Harder for You

2. Participate in the cooperative databases, recommends Mike Hayden, senior vice president, brokerage, at list company Millard Group. “It doesn’t take a lot to get access to good, quality names, and there’s only a 5,000 to 15,000 minimum to get in.”

Co-ops are where Design Toscano catalog finds its bread-and-butter names these days; the cataloger’s use of co-ops is up from 40 percent of its prospecting a couple of years ago to about 60 percent this year. Erik Martinez, vice president of marketing and information technology at Design Toscano, says he has found success working with Abacus and NextAction, for example.