Tips for B-to-B Catalogers

Marketing Tips for B-to-B Catalogers

Michael Grant, a direct marketing consultant, offered numerous pieces of sage advice applicable to catalogers. Following are four of his tips for business-to-business (b-to-b) catalogers:

1. Use titles instead of names (e.g., marketing manager, purchasing manager) for inactive b-to-b buyers. The contact person whose name you have on your housefile may have left the company, and you can never be certain his or her mail is being forwarded to replacements.