Formulating a B-to-B Catalog Mailing Plan, Part 1

Calculating customer acquisition costs and devising a profitable mailing plan are forever a challenge, regardless of the economic conditions or changing consumer buying habits. During last week’s MeritDirect Co-op in White Plains, N.Y., the list firm’s vice president of database strategy Dan Harding helped to provide some of that strategy. Included below are some of his tips.