by Mail Order
This publication provides basic information
on how to run a successful mail
order business. It includes information on product selection,
testing, writing effective advertisements, etc. It also provides
a list of
other publications and trade associations for persons interested
learning more about mail order selling.
Mail Order Successes
Almost a hundred years ago Richard Sears
and Julius Rosenwald got together
to build Sears, Roebuck and Company into what would eventually
became a $10
billion corporation. Meanwhile Aaron Montgomery Ward started his
company, which would become a multimillion dollar operation. These
entrepreneurs became the world's first mail order millionaires.
Since that time, countless part-time and
full-time entrepreneurs have been
attracted to the mail order business. Many have failed. However,
surprising number of businesses have succeeded in both good times
Today, you can buy everything from clothes to insurance to live
from Maine, all through the mail.
What Qualities are Required?
For marketing wizards, mail order can be
highly profitable. Melvin Powers,
a famous mail order publisher, started with a single book. Today,
more than 400 books in print and has sold millions of copies.
marketing genius, Richard Thalheimer, built a multimillion dollar
The Sharper Image, starting with a chronograph watch and an ad
World. He now sells not only by mail but also through major retail
across the country. Although everyone cannot expect to achieve
level of success as these exceptional entrepreneurs, your chances
building a profitable mail order business are increased if you
following essential qualities: imagination, persistence, honesty,
Imagination. Imagination is needed to visualize
the special appeal that
will compel a potential customer to buy your product. One mail
with imagination is Joe Cossman. In his book How I Made $1 Million
Order, Cossman described how someone once brought an unsuccessful
order product to him with an offer to sell the rights. The product
consisted of earrings with little bells attached. Cossman managed
this mail order loser into a mail order winner simply by renaming
product "mother-in-law earrings" and selling them to
Persistence. Persistence is required because
success is rarely
instantaneous. There are always obstacles and setbacks. Cossman
over a year before making his first success. While holding down
job, he worked at his kitchen table, tackling false leads, problems,
failures. He did nothing but lose money. Less persistent entrepreneurs
would have quit much sooner. But when he finally was successful,
product made him $30,000 in less than one month.
Honesty. Absolute honesty is necessary because
a successful mail order
business is built on trust, satisfied customers, and repeat sales.
your customers even a little, and you've lost them forever. Without
customers, you might just as well invest your money in a dry oil
potential for a successful enterprise is gone.
In addition, Federal, state, and local government
agencies, as well as the
Better Business Bureaus and consumer groups constantly watch advertising
and are quick to take action against unsubstantiated claims or
of any laws.
Knowledge. Without knowledge--the how-to's
and the why's--your chances for
success are small. Success stories like Ward's, Sears', and Cossmam's,
built around that individual's constant search for knowledge--knowledge
that answers two critically important questions:--What works?
You must continue increasing your knowledge
if you are to succeed. You cam
increase it through both reading and experience. Experience is
but it is also the most expensive way to learn. Because you can
and money through the experiences of others, extensive reading
recommended. Joe Cossman says that he spends at least one full
day a month
at the public library.
You can also learn from successful competitors.
Make a thorough study of
magazines and newspapers, and review the ads appearing there over
of time. Note ads that run consistently month after month or several
a year. Answer ads that are particularly interesting. Careful
catalogs, sales letters, brochures, and sales literature received.
particularly all follow-up mailings. You should know what the
It may appear that you can sell almost anything
through the mail, but this
just isn't true. To develop ideas for products, you may want to
publications, attend product shows, contact manufacturers, and
To increase your chances of picking a winner, look for a product
light weight; nearly unbreakable; has a broad appeal to a large,
segment of the population; and has a large margin for profit.
This last requirement means you have to be
able to buy low and sell high.
You should select a product that allows you to sell it for three
times the cost. This is a much higher margin than for goods sold
merchants, who usually sell at about twice their cost. But you
margin to make a profit because of the high cost of advertising.
you can't get this kind of mark-up with all products, you can
more for many products. If customers won't pay the price that
you need to
make a profit, find a different product to sell. However, many
advertisers are willing to lose money on initial sales to obtain
customer's name. They hope to more than make up for the loss by
satisfied customer many additional products in the future. Without
cost of advertising, direct mail repeat sales can be made at much
margins. Again, this is one of the reasons that honesty and efficiency
mail order operations is so important.
How you structure your offer is also important.
You may have the right
product and the right price but still lose simply by the way you
For example, you want to sell a product called
a widget at two for $1.00.
You could advertise your offer just like that, or you could advertise
widget for $1.00 and a second widget free. Or you could sell one
$.99 and offer a second one for $.01.
All of these offers are exactly the same.
However, they are perceived
differently by your customers. Tests have shown that there can
be a 600
percent difference in response by presenting an offer in different
Unfortunately, because every situation is different, no one can
which is the best offer without knowing the product and project
intimately--and without doing extensive testing.
Always be on the cautious side in forecasting
sales. Your breakeven point
(the number of units sold at which a project stops losing money
to make money) should be set very low at least while you are testing
probable level of response. For example, if your break-even point
percent of the names on a mailing list up to five percent of the
respond to your offer and you are still not making a profit. Keep
expectations reasonable. For many businesses, one quarter of one
an excellent response.
The same idea is true in forecasting orders
from magazine advertisements.
One famous advertiser is happy if he gets 1.25 times the cost
advertisements in sales. This means that if the advertisement
cost $100, he
is delighted if the resulting sales amount to $125. For one publication,
this means 1/10 of one percent of the readership responded. However,
advertisements don't even bring in 1/100 of one percent of their
Testing--Mail Order's Secret Weapon
Successful mail order operators test almost
everything. They test the
results of offers...copy appeals...mailing lists...formats...prices...
advertising media...and any other variable that has a direct influence
the response to an ad or mailing. Testing is a scientific approach
order selling. It is an effective secret weapon that permits a
entrepreneur to fail with four out of five products and still
with big profits on the fifth product.
How is it done? Spend a small amount of money
for a test ad or mailing
list. A complete failure tells you to drop the whole project.
results tell you to experiment and rework some aspect of the project.
major success gives you the green light for a larger investment.
In this way, you can afford to lose money
on several dismal failures. But
when your testing indicates a clear success, you can move immediately
capitalize on what you know to be a winner. The idea is not to
risk a lot
of money until you are more certain of success.
Nothing determines the success of a mail
order enterprise so much as its
advertising, whether it be magazine, newspaper, radio, TV, direct
some other form of promotion. Writing advertising copy, preparing
selecting media, determining price, and other factors usually
expert skills. If you decide to work with an advertising agency,
primarily on the basis of its successful experience in producing
mail order advertising.
Whether you decide to use an agency or go
it alone, below are some
important concepts to remember.
Where to Advertise
It is important to recognize that everyone
is not a good prospect for your
product or service. Concentrate your efforts on the segments of
that are more likely to buy than others. For example, if you have
type of cooking pot, you may think everybody would be a prospect
everybody cooks. Wrong! Many individuals are not interested in
do not want to try something new. Some people may think your price
high (or too low), and some won't buy anything through the mail.
A good strategy is to advertise in the same
place where similar items are
advertised. This is true whether the media you are considering
magazine or a list of names for a direct mail campaign.
When You Should Advertise
The month in which you advertise a product
or service can have a great
effect on the results. For general guidelines, the following is
Although most products can be advertised
some usually should be advertised and sold only during
certain seasons. For example, you probably should not
try to sell garden hoses in December.
Major events can affect the results of your
For example, November is usually a good month for
most products; however, depending on what you are
selling, November sales may be better or worse in an
election year. Similarly, a war, the death of an
important person, or other major events will affect the
results of a mail order promotion.
Whatever your product, some months are better
sales than others. You can only find out the best
months for your product by testing. Generally, as
compiled from various sources, the best to worst months
for mail order sales are the following: January,
February, October, November, March, September, August,
April, December, July, May, and June.
When starting off a new product or service,
advertise during the logical
months, considering your product and the season of the year. Then
your response. If you test in a good month, the results may be
than you can expect in an average or poor mail order sales month.
same way, if your test ad appears in a bad month and the results
marginal, you may get better sales in other months.
Depending on the strength of the response,
you can estimate the most
effective frequency for advertising. For example, if the response
strong, you may decide to advertise your product frequently. If
response was only moderate, you should probably advertise less
frequently--perhaps every other month or once a quarter or only
certain peak months. Finally, if the response was profitable but
during a good mail order month, possibly you should advertise
particular product infrequently.
What To Put In Your Advertisements
The words (or copy) in your advertisements
are critical. They should not be
just a casual consideration. In his book Tested Advertising Methods,
Caples described two ads that were the same size, that used the
illustrations, and that were in identical publications. Only the
differed. One ad sold 19 1/2 times as many goods as the other.
This is not
just the difference between failure and success; it can be the
between failure and a small fortune.
There are many different formulas for developing
copy. Initially, you
should write your advertisement according to a definite copy structure.
Once you know that you can write good mail order copy, you can
with less structured forms of communicating. The Copyright Checklist
included in this pamphlet lists several important considerations.
basic structure to begin with is described below:
Show the benefits and advantages of your product or service.
Build up and maintain credibility.
Deliver a call to action.
Get Attention. The most important element
of your ad and copy is the
headline. This is how you gain attention. Yet, many copywriters,
hours writing the words in the body of the ad, will spend just
minutes on the headline. The weekly magazine Advertising Age once
that Maxwell Sackheim sold 500,000 copies of a book by changing
and therefore the headline, from Five Acres to Five Acres and
All good headlines have certain things in
common. First, a good headline
appeals to the reader's self-interest and stresses the most important
benefit of the product or service. If the copywriter can arouse
curiosity of the reader or present startling news or suggest a
easy way that the reader might obtain an important benefit, the
power of the headline is enhanced.
The second characteristic that good headlines
have in common is the use of
key words that are psychologically powerful in attracting potential
readers. In Confessions of an Advertising Man, David Ogilvy, says
most important of these key words are free and new, but there
other powerful words. Here is a list of some words psychologists
discovered to be powerful in stopping readers and getting their
amazing announcing at last
bargain challenge easy
how to hurry important
just arrived last chance miracle
power remarkable revolutionary
secret sensational success
wanted who else why
Develop Interest and Demonstrate Benefits.
Once you have gained the
reader's attention, demonstrate the benefits of buying. The benefits
override the cost of the product and the trouble involved in finding
stamp and envelope, writing a check, and mailing the order. Don't
product descriptions. Sell benefits. A customer at a restaurant
taste, smell, and sizzle, not a piece of meat. It is your job
your product in terms of taste, smell, and sizzle.
Build Credibility. Credibility is very important
in making your copy
effective. Regardless of what you say about the benefits or advantages
product, if your potential customer does not believe what you
say, he or
she will not place an order.
Testimonials can be very helpful, particularly
if you have permission to
use the name of an individual whose testimonial is on file. An
is to omit the name or use only initials.
Other means of achieving credibility are
identifying a bank, accountant, or
attorney who is willing to be a reference. Even showing a picture
building that houses your business can add credibility, especially
if it is
an imposing structure.
Call to Action. A basic law of sales is that
a face-to-face salesperson
must ask for an order. As a salesperson selling through an advertisement,
you should also call your customer to immediate action. You don't
customers to cut out the coupon and put it away for another day.
your customers to order immediately. Research has demonstrated
regardless of initial intent, in most instances, if your prospects
order immediately, they don't order at all. Include incentives,
such as a
statement on limited quantities or a limited time offer.
Does the headline appeal to self-interest,
offer exciting news,
or arouse interest?
Is the headline positive, rather than negative?
Does the headline suggest that the reader can obtain something
easily and quickly?
Does the headline make use of the powerful words of mail order
Does the headline stress the most important benefit of the product?
Does the headline stop the reader and cause him or her to read
Is the headline believable?
Does the headline tie in with the copy?
Are all the elements of the offer present
in the copy?
to buy Places
Do you gain interest at once by use of a
story, a startling or unusual
statement, a quote, or news?
Do you show benefits and advantages that
appeal to emotional needs so that
your offer is irresistible?
Do you establish credibility with your reader
through the use of
testimonials, statements by your accountant, or some other means?
Do you encourage immediate action by listing
a reason to order now (limited
quantities, time limit on offer, etc.)?
Is the copy written in a conversational tone?
Does your copy move right along?
Do you use short words, short sentences, and short paragraphs?
Do you use lots of subheads throughout your copy?
Top quality advertising costs more, but it
usually brings the best results.
However, don't overspend on advertising, direct mail, and other
Don't invest in full color printing when one or two colors will
do the job.
There is no need to use the costliest papers, elaborate art, or
extravagances to sell profitably.
Keep Good Records
A word of caution: to succeed in mail order
pay close attention to details.
But don't get bogged down in them. Keeping accurate records, results
ads, advertising costs, printing, postage, cost-per-order, and
figures are important to the success of the business. However,
do it in the
simplest, easiest, least time-consuming way possible.
Repeat Business--Key to Maximum Profits
Continuous profits come from continuous sales.
As already suggested, rarely
is a profitable mail order business established on a one-time
sale. In a
previous version of this publication, Paul Muchnik, president
Muchnick Company in Los Angeles, offered the following as methods
stimulate repeat orders at minimal cost:
Never Forget the Customer. The list of customers
built up is a most
valuable asset. Use it to send offers of merchandise at frequent
Use Package Stuffers. A regular catalog or
a special offer rides "free" in
outgoing orders. Since postage and packing costs already are being
ship the merchandise, package enclosures can bring in new sales
Offer Quantity Discounts. Get larger orders
by offering savings on quantity
purchases. Everyone loves a bargain. A discount or a special price,
premium for an order over a given amount, and singular incentives
larger orders. Furthermore, gift certificates are often used profitably
too, especially during Christmas and other holiday seasons.
Advertise on Envelopes. If you are enclosing
advertising in the envelope,
consider using the envelope itself to feature one or more special
The additional printing cost could prove insignificant compared
extra sales produced.
Mail order can be a profitable and interesting
full or part-time business.
But remember, you will probably lose money before you start making
don't make major investments until you have gained experience
and until you
have found the right product at the right price and the best means
communicating it to the most receptive market.
U.S. Government Publications
The following selected titles of publications
are listed under the names of
issuing agencies. Some are free; others are for sale. Request
publications from the issuing agency, giving the publication's
series number (if shown). Request many of the for sale publications
the U.S. Government Printing Office (GPO) as described below.
local libraries for further listings of Federal publications and
copies of some of the titles. Many public libraries keep selected
publications provided through the Federal Depository Library System.
Superintendent of Documents
U.S. Government Printing Office
Washington, D.C. 20402
Many for sale publications can be ordered
through GPO. For a current price
list write to the above address. Give the publication's title,
number (if shown), and the name of the issuing agency.
U.S. Small Business Administration
Washington, DC 20416
SBA issues several series of management and
technical publications designed
for owner-managers and prospective owners of small businesses.
publications may be requested from SBA, P.O. Box 15434, Ft. Worth,
Ask for SBA 115A Business Development Pamphlets
and SBA 115B Business
Development Booklets. The lists are free and may be used for ordering
pamphlets from SBA or the booklets from the Superintendent of
Library of Congress
Washington, DC 20540
A mail order operator, one who prepares materials
to sell by mail,
frequently needs to copyright printed materials. A list of copyright
publications is available upon request from the Copyright Office,
of Congress, Washington, DC 20450.
The Copyright Law of the United States of
America. Request price from the
Superintendent of Documents.
Federal Trade Commission
Washington, DC 20580
List of Publications. Free. Includes listings
of publications such as trade
practice rules for many industries.
U.S. Postal Service
Washington, DC 20260
The following booklets supply general information
on post office services,
rates, and various office sizes. Some of them are available in
offices and local libraries.
International Mail. Request price from Superintendent
Contains detailed information about postage rates, services available,
prohibitions, import restrictions, and other conditions governing
other countries. The countries are listed alphabetically, with
requirements applicable to mail addressed to each of them. Sold
subscription basis only, which includes the basic book in loose-leaf
and changes issued as required for an indefinite period.
Directory of Post Offices. Request price
from Superintendent of Documents.
List of post offices, branches, and postal stations by States,
and alphabetically by name.
Postal Bulletin. Issued weekly with supplementary
issues. Request price
from Superintendent of Documents. Covers such topics as: changes
regulations, new developments in postal service, and handling
Intended primarily for postal employees; also of value to larger
mail advertisers and mail-order dealers.
Postal Service Manual. Subscription basis.
Basic book and changes service
for an indefinite period. Contains regulations and procedures
use; explains the services available; stipulates rates and fees;
prescribes conditions under which postal services are available
public. From Superintendent of Documents.
National Zip Code Directory. Request price
from Superintendent of
Documents. List ZIP Code for every mailing address in the United
Arranged alphabetically by State, within each State, complete
given of ail post offices. Appendix after each State gives ZIP
each address in larger cities, and other pertinent ZIP Code data.
Department of the Treasury
Internal Revenue Service
Washington, DC 20220
Tax Guide for Small Business. Designed to
assist business people in
preparation of Federal tax returns for the calendar year. Annually
December. Request price from Superintendent of Documents or local
of Internal Revenue.
Following is a list of books, directories,
magazines, and trade
associations that may be helpful in obtaining information about
mail order. Many of the books may be purchased from book stores
from the publishers, but most are available at local libraries.
publisher, address, and price are given for direct ordering although
availability and prices are subject to change. The fact that a
firm is listed in this Small Business Bibliography does not indicate
the U.S. Small Business Administration endorses any such firm.
For additional listings, consult the Cumulative
Book Index, Subject Guide
to Books in Print, and the Publishers Trade List Annual at local
500 Fifth Ave.
New York, NY 10110
Mail Order. 1982. Schwartz, Eugene M. $50.00
How to get the hidden profits
that exist in your business. 269 pages.
740 Rush St.
Chicago, IL 60611
Successful Direct Marketing Methods. 3rd
ed. Stone, Bob. 1985. $29.95.
Widely regarded as the "Bible" of direct response advertising
reveals how successful professionals use direct mail, space broadcast,
other media to sell all kinds of products. 370 pages.
Profitable Direct Marketing. Kobs, Jim. 1979.
$24.95. How to start and
improve any direct marketing operation. Includes 11 detailed case
Charles E. Merrill Publishing Co.
Columbus, Ohio 43216
Direct Marketing. Katzenstein, H. and Sachs,
W. 1986. $34.95. An up-to-date
academic textbook in direct marketing. 466 pages.
John Wiley and Sons, Inc.
605 Third Ave.
New York, NY 10158
Building a Mail Order Business. 2nd ed. Cohen,
William A. 1985. $19.95.
Step-by-step everything you need to know to be successful from
including development of a marketing plan. 565 pages.
Direct Response Marketing, An Entrepreneurial
Approach. Cohen, William A.
1984. $34.95. A textbook version of Building a Mail Order Business
of chapter questions and 19 case studies. 496 pages.
Direct Marketing Success. Gosden, F. Jr.
1985. $19.95. The first direct
marketing book that emphasizes what works and why. 233 pages.
Crown Publishers, Inc.
One Park Avenue
New York, NY 10016
Or Your Money Back. Elcoff Albin. 1982. $14.95.
All about mail order
broadcast advertising by the guru who pioneered radio and TV techniques.
Dartnell Corporation, The
660 Ravenswood Ave.
Chicago, IL 60640
Direct Mail, & Mail Order Handbook. 3rd
ed. Richard S. $60.50.
Comprehensive guide to every phase of mail advertising and selling.
used by top professionals described in detail, enabling you to
ideas to your own needs to get results you seek. 1,555 pages.
Frederick Fell Publishers, Inc.
386 Park Avenue South
New York, NY 10016
The Dynamics of Making a Fortune in Mail
Order. Brandell, R.J. in
collaboration with Brandell, R.E. 1981. $19.95. A 21 chapter mail
success formula by a father-son team with actual experience. 358
Harper and Row Publishers, Inc.
10 East 53rd St.
New York, NY 10022
How You Can Make At Least $1 Million (But
Probably Much More) in the Mail
Order Business. Joffe, G. 1978 $24.95. By an entrepreneur who
multimillion dollar catalog houses: Haverhill's and Henniker's.
The Marketers Bookshelf
402 Bethlehem Pike
Philadelphia, PA 19118
The Do-It-Yourself Direct Mail Handbook.
Raphel, M. and Erdman, K. 1986.
$19.95. Step-by-step how to use direct mail effectively--a complete
do it source. 218 pages.
McGraw-Hill Book Company
1221 Avenue of the Americas
New York, NY 10020
How to Start and Operate a Mail Order Business.
3rd Ed. Simon, J. 1981.
$29.95. This up-dated text clarifies techniques of earning maximum
and provides mail order operators with sound guidance for improving
efficiency. 536 pages.
The Direct Marketing Handbook. Nash, Edward
L. $54.95. Sixty chapters
covering all aspects of direct marketing. 946 pages.
Elements of Direct Marketing. Baier, M. 1983.
$41.95. Basic textbook on
direct marketing with case studies. Considered the definitive
work. 389 pages.
Direct Marketing: Strategy/Planning/Execution.
Nash, Edward L. 1985.
$32.50. A professional approach which emphasizes strategy development.
The Direct Marketers Legal Advisor. Posh,
R.J. 1983. $29.95. A to-the-point
legal guide for direct marketing practitioners. 242 pages.
Mail Order Magic. Holtz, Herman. $15.95.
Techniques to expand your business
by direct mail by someone who has done it. 208 pages.
Ten Speed Press
PO Box 7123
Berkeley, CA 94707
Mail Order Know-How. Hoge, Cecil C. Sr. 1982.
$24.95. A guided tour of
direct marketing by people who have sold billions. 455 pages.
Mail Order Moonlighting. Hoge, Cecil C. Sr.
1976. $7.95. How to start your
own business part-time. 399 pages. Soft cover.
The Wilshire Book Co.
12015 Sherman Road
North Hollywood, CA 91605
How to Get Rich in Mail Order. Powers, Melvin.
1980. $15.00. How one of the
largest independent sellers of books became a millionaire in the
business and how you can too. 336 pages. Paperback.
How to Write a Good Advertisement. Schwar,
Victor O. 1962. $10.00. One of
the best books on copyrighting. 227 pages. Paperback.
Mail Order Made Easy. Brumbaugh, J.F. 1979.
$10.00. The basics of mail
order start-up simplified. 2,011 pages. Paperback.
Englewood Cliffs, NJ 07632
Tested Advertising Methods. 4th ed. Caples,
John. $11.95. 1974. The
copywriter's "Bible" removes advertising guess work
and reveals proven
selling techniques. Includes 82 pages of illustrations of result-getting
headlines, ads, and direct mail. 318 pages.
How I Made $1 Million in Mail Order. Cossman,
E. Joseph. 1963. $9.95.
Practical, step-by-step system for successful mail order promotion
explained in detail by a man who started small and achieved giant-size
order success. 239 pages.
More Then You Ever Wanted to Know About Mail
Order Advertising. Lewis, H.G.
1983. $10.95. How to make sure advertising campaigns work. 330
Listed here are useful directories for locating
sources of supply,
services, and products. Some are available for reference at local
libraries. Publishers' names and addresses are provided for direct
although availability and prices are subject to change.
Mail Order USA
P.O. Box 19083
Washington, DC 20036
Mail Order USA. O'Callaghan, Dorothy, $7.00.
Guide to 2000 top mail order
catalogs in the United States and Canada. Every type of catalog
merchandise is listed.
B. Klein Publications, Inc.
P.O. Box 8503
Corel Springs, FL 33065
Mail Order Business Directory. Biennially.
$45. Lists over 5000 names,
addresses, and basic facts about U.S. firms doing business by
names are shown and type of merchandise sold.
Guide to American Directories. 10th ed. $45.
Lists over 5000 directories
available as mailing lists and provides publishers' names, cost,
of each directory.
Standard Rate & Data Service, Inc.
5201 Old Orchard Road
Skokie, IL 60076
Direct Mail List Rates & Data. Semiannually.
$92. Comprehensive listing of
mailing lists arranged by subject in consumer business and farm
Consumer Magazines & Farm Publications.
Monthly. $126. Listing of
advertising rates, publication closing dates, other data of publications
Following are some of the periodicals offering
marketing and management
information related to various aspects of selling by mail.
Advertising Age. Weekly. $40 a year; $1.00
a copy. Crain Communications,
Inc., 740 Rush St., Chicago, IL 60611.
Catalog Age. Bimonthly. $12 a year; $4.00
a copy. Catalog Age Publishing,
Box 4006, New Canaan, CT 06840.
Direct Marketing. Monthly. $42 a year; $4.50
a copy. Hoke Communications,
Inc., 224 7th Ave., Garden City, NY 11530.
Direct Marketing Letter. Monthly. $45 a year.
Communications, Inc., 1370 Longwood Rd., Lake Forest, IL 60045.
Mail Order Digest. Monthly. $42 a year. National
Mail Order Association,
5818 Venice Blvd., Los Angeles, CA 90019.
World Gift Review. Monthly. $14 a year. World
Gift Review, 616 9th St.,
Union City, NJ 07087.
Trade Associations are generally excellent
sources of information and
assistance in their specific areas. Some of the associations dealing
various phases of mail sales are listed below. Most will send
literature of their services, sample publications, and membership
Direct Marketing Association
6 East 43d St., New York, NY 10017
Associated Third Class Mail Users
1725 K St., N.W., Washington, DC 20006
National Mail Order Association
5818 Venice Blvd., Los Angeles, CA 90019
Home Business Tips, Tools and Strategies
To Make Your business More Powerful Than Ever... Subscribe
now and grab your $147 in Brand New, UNIQUE Free