Who You Calling a Person?

In B-to-B, a customer is a site first; a person second. When you send multiple catalogs to multiple employees at the same company, make sure the catalogs actually are reaching their intended destination. There are many companies that don't distribute bulk mail to employees. Ask customers if their companies distribute bulk mail catalogs internally.

—Terry Jukes, CEO, B2B Direct Marketing Intelligence,

at the MeritDirect Business Mailer's Co-op Conference