Safely Ahead of the Game

Longo and Fostini won't reveal how many names TeleGreet adds to the Northern Safety housefile. But Sexton notes that his company makes at least 9,000 calls per month on Northern Safety's behalf. Recently, TeleGreet has started adding e-mails to the information its reps collect as part of Northern Safety's burgeoning e-mail marketing program. With 20 percent of Northern Safety's sales coming in via the Web, Longo's team plans on growing that segment of the business with more e-mail marketing and a retooling of the catalog's Web site.