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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)

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

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

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

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,

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

SPIN-OFFS  Oct 01, 1999 9:30 PM By Mark Del Franco

Think of Hanover Direct’s newest title, Encore, as a “greatest hits” catalog. The book, which launched in August, sells products from eight of Hanover’s

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

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