Wilen Group — Adapting To the Times

He says the addition of mailing and database management came naturally. “With telemarketing, the Internet and spam filters, the clients had a natural progression to start direct marketing. But they wanted to get more bang for their buck, so the data management side was a natural extension.

“Our customers could find out which of their customers had a higher or lower propensity to buy. Once identified, we were able to focus our customers’ spending and marketing tactics on only those clients, and they were able to get much higher ROI with their print and marketing projects.