Survey: B-to-b direct marketing sales up for majority of companies

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White Plains, N.Y.—Nearly three-quarters of b-to-b direct marketers saw sales increase in the first four months of this year, according to a joint study from list manager MeritDirect and DMinSite, an e-commerce services company.

Seventy-three percent of respondents said sales were up, 11% said sales were down and 16% said sales were flat. The survey was conducted by mail in April and included responses from 37 b-to-b direct marketers.

Seventy percent said the sales forecast overall for this year is up from 2005; 22% said sales would be flat, and 8% predicted a decline.

The biggest concern among respondents is acquiring enough new customers cost-effectively in order to grow. Almost half (49%) said they are highly concerned about that.

—Carol Krol

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