Asks to chronic non-responders fall on deaf ears. Here’s how to make the most of those names.

By Bob Blackstone

“With some luck, and careful testing, the CNR names may not need to be dropped at all. As mentioned earlier, they are good names, since they’ve been found on active donor [files] or mail-responsive files (again and again). By keeping track of them on an individual basis, and rotating packages, the response rate may be kept at an acceptable level,” she concludes.