When it comes to selling a product, are you properly taking advantage of the expanding mail-order catalog market to help reach new customers? Here is advice from an expert detailing what catalogs can do for your business.
Sell to a large market
U.S. catalog sales are now over $100 billion a year. Approximately two-thirds of all consumers
have bought something through mail order in the last 12 months. With the right product a
company can go from zero to several million in sales -- just through catalogs.
Compete more easily
Catalogs offer a level playing field for the big corporation and the smallest start-up. With
few exceptions, products are judged and sell on their merits, not on the reputation of the
manufacturer.
All you need is one
Unlike store distribution, manufacturers don't need a "line" of products. Catalogs evaluate one
product at a time. So the one-product company is not at a disadvantage as they are when trying
to get shelf space in a large store chain.
Save on packaging
Unlike point-of-purchase sales where the package helps sell the product on the store shelf, the
package has no bearing on the sales of an item in a catalog. So you don't need an expensive
4-color box. In fact, the simpler the packaging the better. A plastic bag is often sufficient.
Keep your risk low
A few catalogs now require a nominal "advertising allowance" to sell your product. However,
many catalogs still charge nothing to advertise your product.
Get national exposure
Catalogs offer start-ups and small companies exposure to millions of potential customers. When
your product appears in a recognized catalog, your product and your company enjoy instant
credibility.
Test the market
Catalogs provide an ideal opportunity to find out how well your product sells. In addition,
when you place your product in specific niche catalogs, you can test different segments of the
marketplace. Naturally success in catalogs can lead to success in other marketing avenues.
Veteran mail-order catalog consultant Jim Tilberry is an expert in helping
clients get their products strategically placed in catalogs nationwide. Mr. Tilberry has more
than 20 years of experience in the mail-order catalog sales field and has worked with hundreds
of catalogs in multiple industries. He is President of Tilberry Direct Marketing. His business
specializes in helping inventors and small companies sell their consumer products through mail
order catalogs.
www.catalogrep.com / tilberrydm@aol.com / 630-837-1915
