Here are six circulation tactics meant to help you attract a greater amount of qualified buyers for your business-to-business (b-to-b) catalog.

By Mindy Allen and Steve Trollinger

For example, say you’ve been targeting 25 percent of your circulation to computer analysts; this is based on the people you thought would make the best customers for your products. But a new job-title study reveals that computer analysts make up only 10 percent of your total customer file. That is, computer analysts may have comprised 25 percent of your file a few years ago but not today.