Netting New Names in Lean Times

CS: How would you recommend catalogers approach prospecting now?

Brown: Push everything off their desks — all their reports. Get together all the catalogs even remotely similar to the field they’re selling merchandise in. Look through them and figure out why these books would have names that would work for your book. Don’t just talk to the list broker; do your own homework. And speak to other catalogers — speak to the owners.