Foodservice equipment supplier Edward Don & Co. employs a targeted marketing strategy that helps it deliver the right message to the right person at the right time.

By Alicia Orr Suman

So Don’s 11 business-to-business (b-to-b) catalog titles always will be an integral part of the company’s overall sales and marketing efforts. Don also has a team of national and regional/local account reps who call on not only the large chains but also mom-and-pop restaurateurs, cruise lines, universities and hotels.