Success Depends on the Growth of Your 12-month Housefile

* Target one-time buyers. Catalogers often treat one-time buyers like they do all buyers. Yet a large percentage of the file includes those who’ve purchased only once. Segment and target this group by offering an incentive to encourage one-time buyers to become multibuyers. Again, the goal is to bring these one-time buyers into a more recent zero-to-12-month segment.