All Circuits are Busy

CDW produces nearly 20 different catalogs, each catering to the specific market segment it targets. A book mailed to small business customers is completely different from one that reaches health care customers. For instance, the small business catalog contains smaller-size servers specific to that market, whereas the health care catalog offers machinery and equipment specific to hospitals. As a general rule, Garlow says about 50 percent of the product line carries over each book, with the other 50 percent being unique to that book.