How the cataloger uses creative print and production strategies to stay connected to customers.

By Reported Donna Loyle

Says Faville: “The results are largely attributable to housefile segmentation. These cover versions were sent to a very targeted set of customers. People who already own headsets don’t have to be educated on the value of these products. They already are believers and either buy a new one for themselves, or their colleagues, or they’ll pass the catalog along to someone else with a recommendation to buy.”