Industry Eye: Prospecting - The Container Store, Talbots, Crazy 8

Talbots eliminated unproductive catalogs last year and is focusing prospecting efforts on its 12-month to 18-month buyer file. Last year it went as deep as its 24-month file. “The result in the 12- to 18-month [file] was two times better than the deeper file,” Sullivan said, “so we have prioritized our spend there.”