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B-to-B Firm Gets a Few Good Leads

B-to-B Firm Gets a Few Good Leads

Posted on July 1, 2005 by Chief Marketer Staff

Carter & VerPlanck Inc. clearly is seeking quality, not quantity.

The company generated three qualified leads for multimillion-dollar water treatment facilities through five monthly 3,000-piece mailings, each costing $7,000. And it’s pleased with the result.

Starting last January, the drops went to a list of 3,000 prospects, including directors of public works and utilities in communities in Florida and Georgia. They also were sent to construction contractors, the real

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