Focus on: Business Strategies Twenty years of steady growth and smart acquisitions have propelled Doctors Foster & Smith to the top spot among pet-supply catalogers.

By Reported Donna Loyle

That casual culture also helps the cataloger remain flexible and able to make quick decisions based on changing business and economic conditions. When asked how many catalog campaigns DFS was set to mail this year, Smith says, “We understand that some catalogers know how many campaigns they’ll mail in any given year, but we don’t. We wait to see how sales from certain catalogs are doing, what products are selling. Then we’ll decide what steps to take from there. For example, we were working on our January catalog in November.”