Three catalogers share opinions on prospecting strategies

I’m a big fan of exchanges. We’re not in the list business, we’re in the catalog business. The list is the by-product. I think people really have to get back to the basics of what made them successful and learn from other people. That’s the best way to prospect.

Allan Share
president, New Life Systems catalog
Market: business-to-business
Type of products: spa equipment and proprietary products