Formulating a B-to-B Catalog Mailing Plan, Part 2

9. Improve reorder frequency & AOV. The average order frequency for B-to-B is 12 months, Harding said. To help improve upon this, offer an incentive to reorder within four months. Renotify customers with this offer every 30 days or less. Also add relationship products with natural high usage and reorder rates (at least 100 different items), increase customer mailing frequency and send special e-mail offers based on previous orders. To increase AOV, Harding suggested putting impulse items and consumables near the order form and getting larger companies as customers.