Netting New Names in Lean Times

CS: Do you think catalogers are prospecting less and mailing more to their customers at this point?
Brown: Unquestionably, yes. At the top of it, it’s economics. Here are people I own for nothing, so of course I’ll mail to them, and my cost will be lower. It works, but in essence it’s shortsighted. You’re going deeper, but you’re not going wider. It has to be a deal between the two.