Netting New Names in Lean Times

In the old days, when we saw an interesting list we called the catalog itself. I still call list managers. Generally speaking, most catalogers will help other catalogers.

CS: What do you think is a healthy percentage of catalogs per year to mail to prospects?
Brown: There’s no percentage. The time to prospect is when you’re doing well, when you can afford to risk. When the business is lousy, you’re going to get nothing because everyone’s in the same boat. To put a number on it, I think, is a mistake.