The B-to-B Mailer’s Rules of the Road

Put another way, if a mailing costs $500/M, of which the list cost is $100, the broker’s standard commission is $20. Many Young Turks like to show off to their employers that they are on top of the job by squeezing the broker to agree to cut the commission in half—$10/M rather than $20/M. That $10/M represents 2 percent of the total cost of the mailing. Is it smart to screw the most important player on the team for a lousy 2-percent savings?