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

1. Avoid acquisition costs as a lone decision-maker. Figure out your future profitability costs in relation to your overall costs and the various categories of cost, Harding said. Knowing your future profit overall won’t help much, but you can divide your costs into 10 categories (such as company size, acquisition cost, etc.) to help rid yourself of certain categories of cost — or to try to fix them. The goal is to have future profit exceed acquisition costs.