Direct Mail Sales Are Complex, yet Rewarding

Education can prepare distributors to sell direct mail programs, manufacturers say. Gray suggested researching the Web sites of The Direct Marketing Association and OnDemand Journal, as well as the United States Postal Service. "It's a challenge. Postal regulations are very complicated, and variable imaging can be very complicated," he said.

Simon noted that there are many sources—trade magazines such as BFL&S and Target Marketing, trade shows and the direct mail houses themselves. "Go to every seminar you can and talk to every supplier," he said. "Throw yourself into the direct marketing world in a real, active way. It's a wonderful opportunity for distributors."

By Janet R. Gross