B-to-B Cataloging: ACCM Panel Explores Ways to Maximize Housefile Customers
In an exhaustive intensive session on May 21, during the ACCM Conference in Boston, a panel of B-to-B catalogers shared numerous tips on myriad ways to build, activate, reactivate and maximize sales from customers within your housefile.
Led by Terry Jukes, president of his consulting firm Business-to-Business Direct Marketing Intelligence, the panel also included Dave Giroux, GM of the Personnel Concepts unit of Brady Corp.; Rich Harney, VP of Conney Safety; and Mike O’Connor, president of Abbott Cards. Below are selected tips from their session. The individual speaker’s attribution is included in each tip. And at the bottom of this story are each of their e-mail addresses so you can contact them if you have any further questions or would like them to elaborate on any of their points.