Grow Sales and Your Bottom Line

Measure results: In an ideal test, you’d include the special merchandise section with regular pricing in the control catalog, and test an insert with the special pricing. You want to measure gain in unit, page and overall section sales vs. the control.

* Test a new special offer. Many b-to-b catalogers want to test variable offers to their control catalog. You can do this, too, with a cover change, cover dot whack or a special multi-page insert in the book’s opening pages.