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

However, 60 percent of b-to-b catalogers already use compiled lists, according to a recent industry benchmark report, so the odds are good that your competition is mailing the same compiled files as you. If there are compiled-list sources you haven’t tested, you may be missing easily accessible prospects who are perfect for your offer.