Top brokers describe today’s challenging catalog list market

List owners seem to take a pragmatic approach to making deals. If you present a well-reasoned, rational argument and find something in the deal for both sides to gain from, it’s usually no problem.

Papalia: Consumer lists have not experienced dramatic price increases. Most list owners are willing to negotiate somewhat, as they are mailers, too. ... As in any sales situation, a fair price is one on which both the buyer and seller agree.