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

This scenario is relatively common. New test lists, shifts in your merchandise mix or even creative changes can alter your buyer profile over time. Circulation quantities, percentage of prospecting and frequency of merchandise mix adjustments will determine how often you should gather this information. Look at the data again, especially if you’ve recently made any major changes.