Techniques to Find and Cut Unprofitable Circ
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Jim Coogan
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The old saying is, “98 percent of your prospecting circulation won’t respond to your next catalog. So the trick is to find the 2 percent that will and just mail to them.” Another way of approaching this dilemma is to isolate as many as possible of those 98 percent who won’t respond and stop mailing them.
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Jim Coogan
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