Web Exclusive: Three B-to-B E-mail Communication Strategies

Coffin says that 75 percent of the e-mails he sends are product announcements, with just 25 percent featuring discounts or other offers.

Carolina Biological Supply

A few years ago, this educational lab science supplies cataloger stopped mailing the print newsletter it established in 1927. In its place, the company segmented the content from the newsletter and began e-mailing it to different customer groups, says Dan James, vice president of business development.