Lessons Learned From a Lifetime in the Catalog Business

I began my catalog career over 40 years ago. I've learned several lessons over the years about the dos and don'ts of catalog marketing. I'd like to pass along some of what I've learned and the principles we follow today as we advise our customers. I've seen companies with the best of intentions make decisions opposite of what they should have done. Often these decisions have been an attempt to save money (or at least they thought). In many cases, adding rather than reducing is the better choice.

1. Slash-and-burn theory: You cannot "slash and burn" your way to prosperity. By this I mean you can't cut circulation and direct selling expenses as a way to improve profitability. Yes, you need to mail "smart," but cutting circulation simply to reduce your printing and postage bill will often result in a downward spiral and the loss of contribution dollars to your bottom line. What's important is how you go about trying to reduce direct selling expenses. For example, when was the last time you went to the marketplace to obtain print bids? Or looked into purchasing your own paper? There are many ways to save money other than the slash-and-burn approach.

2. Seasonality factors: You need to go fishing when the fish are biting. Seasonal factors play a huge role in determining your level of circulation, both housefile and prospecting. You can't make consumers buy. Therefore, it's important that you maintain the right level of circulation depending on the time of the year. Typically, holiday is the best season for most consumer catalogs. Fall performance represents 70 percent to 75 percent of your holiday results. Spring is 60 percent to 70 percent of the response you'll get during holiday. Summer is the least responsive period, generating response rates 55 percent to 60 percent of holiday. Maximize your results when response rates will be at the highest level and don't force the issue.