Sound Circulation Tactics for B-to-B Catalogers

- Cooperative databases. Excellent b-to-b co-ops to test include Abacus, MeritDirect and Experian's b2bBase.

Limit Number of Catalogs to Any One Location

Many b-to-b and b-to-i catalogers set a limit on how many books they mail to any one company. If they're mailing to previous customers by recency, frequency or monetary (RFM) values, there are no limits. Often catalogers have their service bureaus generate reports similar to the one shown in the chart "Number of Catalogs Per Location."