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

Not all compilers are considered equal. Two of the largest-volume national compilers for b-to-b lists are InfoUSA and Dun & Bradstreet (D&B). The methods and procedures they use to collect the names they rent are similar, but the data they can provide is quite different.

InfoUSA claims to have more names available than any of its competitors combined and offers phone numbers on 100 percent of its business lists. D&B’s b-to-b compiled files offer many targeted job titles to help you reach a specific person at the company. D&B tends to have more information on larger companies, because it collects credit data and most of that is submitted on larger companies. InfoUSA tends to have more information on smaller companies.