Ideas for Small or Start-up Catalogers (1,131 words)

Idea #3—Track Your Orders

Strive to track 90 percent of your orders using a source code. This information helps you handle response from your next mailing. Teach your TSRs effective ways of capturing source codes, and make sure they understand the reasons for doing this. The more they know about how the information is used, the harder they will try. Letting 20 percent to 30 percent (very common) of your orders be untied to a source code can cause you to make bad decisions or miss important opportunities.