Mini-catalogs can be an effective prospecting tool
THIS WINTER, United States Plastic Corp. tested a new type of prospecting. The manufacturer and distributor of plastic products for businesses began including 24-page, 5-inch-by-7-inch mini-catalogs in card decks and in shipments to Industrial Safety Co., a division of U.S. Plastic.
Wes Lytle, president of the Lima, OH company, expects only half the response and orders he would get from prospecting with the firm’s full-size, 250-page catalog. But
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