Sound Circulation Tactics for B-to-B Catalogers

Before:
Mr. Stephen Lett
President
Lett Direct
123 Main St.
Anytown, IN 12345

After:
Marketing Director
Lett Direct
123 Main St.
Anytown, IN 12345

Start by testing the practice of title slugging your previous buyers who haven’t bought for awhile (e.g., 18+ month, 24+ month). Note: You may not want to title slug your zero-to-12-month buyers. You already own the customer’s company name and address; therefore, there’s no list-rental expense. With proper instructions, your service bureau easily can implement this idea.