Sound Circulation Tactics for B-to-B Catalogers

The Income Statement

One of the significant differences between a consumer and a b-to-b catalog company is the income statement. The EBIT (earnings before interest and taxes) of a typical b-to-b company ranges from 10 to 12 percent. Consumer catalogs tend to be less profitable at 3 to 6 percent. Direct selling expenses account for a large part of this difference. There can be as much as 10 or 12 percentage points between them.