Maximize the Power of B-to-G Segmentation — Like CDW Did

I focused on this premise during a session I presented at last week’s MeritDirect Business Mailer’s Co-op in White Plains, N.Y. The first demonstration of this was in 1990 when National Audio-Visual put out the first “government edition” catalog. It also included the old government credit card logo — the IMPAC logo. And the perceived difference led to increased market share, even though the interior of the catalog remained the same.