Top brokers describe today’s challenging catalog list market

Catalog Success: What’s been the trend in pricing of lists? Are owners willing to negotiate?

Belardi: Base list prices have not gone up that much in the past year or two. But the overall amount mailers are paying has increased due to the select charges they’re paying. Mailers now are using more selects to make those lists work for them. With most list owners, there’s some room to negotiate on select charges.