Platinum - Direct Mail Thinking Outside the Box

As a leading manufacturer of visual equipment, NEC Technologies, Itasca, Ill., worked with a few hundred distributors and was finding it difficult to meet the needs of all its clients. As a result, NEC decided to divide its clients into two categories—first- and second-tier distributors. The first tier would be comprised of five value-added distributors to whom NEC would sell its products. The second-tier distributors would be smaller clients.