Part 21 – 1990s Still Growing after All These Years
Ready and waiting
Reader’s Digest was a star client, and like Time-Life, they had made marketing, and direct mail in particular, a science – we would produce 20 to 30 versions of each mail-pack. The care and attention to detail expended on these catalogues was impressive.
We had to work very hard to gain prestigious accounts like this, and in those days price had little to do with the client’s decision to change supplier.
Fortunately, our business had reached a critical mass, and we always had one or two designers available should an incumbent supplier not be able to meet the client’s deadline. When the call came late on a Friday afternoon, we were, after months of sales effort, ready to pounce.