Netting New Names in Lean Times

Beyond prospecting, we’re increasingly moving to having second and third editions that go to different segments of the database with different creative.

CS: How do you think catalogers should approach prospecting now?
Thalberg: There isn’t a one-size-fits-all solution. The answer best lies in the maturation/penetration of the business. Our model works for us, and though it entails a heavy investment, spending on a national level reaps national-size leads and orders, while simultaneously building our brand.