Netting New Names in Lean Times

CS: Do you think catalogers are prospecting less and mailing more to their customers right now?
Share: As a small cataloger, we’re still deep into prospecting. Our first mailing of 90,000 this year was 78-percent prospects.

CS: What do you think is a healthy percentage of catalogs per year to mail to prospects?
Share: I don’t know the correct percentage; we’re mailing right into the teeth of a bad business environment, yet [prospecting] is the major way we make the phone ring at our size level.