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Geerlings & Wade acquired  Nov 01, 1999 10:30 PM By Mark Del Franco

On Sept. 28, holding company Liquid Holdings purchased $34.7 million wine marketer Geerlings & Wade for $40 million. The privately held Liquid Holdings,

SALES ROUNDUP: FALLING UPWARD  Nov 01, 1999 10:30 PM By Mark Del Franco

Fall sales reports point to a green holiday seasonHeading into the holiday season, a number of catalogers have cut back on prospecting in favor of mailing

Upselling magazine subscriptions.  Nov 01, 1999 10:30 PM By Mark Del Franco

Training your order-takers to upsell customers is a basic sales technique. But some catalogers now have their customer service representatives (CSRs)

CUSTOMER SERVICE: Breaking backorder news  Nov 01, 1999 10:30 PM By Mark Del Franco

How your reps can better deal with the inevitable out-of-stocksLet’s face it: You are most likely going to have backorders this holiday season. Because

PICK-TO-LIGHT TECHNOLOGY: `Enlightening’ fulfillment  Nov 01, 1999 10:30 PM By Mark Del Franco

Although pick-to-light warehouse technology has been around for 20 years, it has only recently taken off among catalogers, thanks largely to software

CONSUMER CATALOGS: `No discernible trend’  Nov 01, 1999 10:30 PM By Mark Del Franco

40% of mailers suffered sagging bottom lines – but 60% enjoyed growthResults for the second quarter of 1999 were mixed for the publicly traded consumer

BUSINESS-TO-BUSINESS  Oct 01, 1999 9:30 PM By Mark Del Franco

Both revenue and earnings figures continue to be strong among the publicly traded business-to-business and computer mailers tracked by Catalog Age. Except

Circulation PLANNING  Oct 01, 1999 9:30 PM By Mark Del Franco

Uncovering some sort of circulation trend this holiday season is like trying to wrestle an octopus. Just when you think you have it pinned down, another

FULFILLMENT  Oct 01, 1999 9:30 PM By Mark Del Franco

In the apparel industry, where return rates can run as high as 30%, it makes sense for catalogers to simplify the returns process. And many apparel catalogers

Last-minute holiday advice  Oct 01, 1999 9:30 PM By Mark Del Franco

You’ve done the forecasting, stocked the shelves, and hired the extra workers. But are you fully prepared for the holiday season? Although you won’t know

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