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Pottery Barn kids around  May 01, 1999 9:30 PM By Paul Miller

Housewares and home decor cataloger/retailer Williams-Sonoma doesn’t break out sales of its five divisions: Pottery Barn, Gardener’s Eden, Chambers, Hold

Fine-tuning fulfillment  May 01, 1999 9:30 PM By Paul Miller

Unlike their consumer brethren, which typically offer fewer products, many business-to-business mailers stock and sell tens of thousands of SKUs. Moreover,

Finding the newest new names  Apr 01, 1999 10:30 PM By Paul Miller

An ideal time for business-to-business catalogers to find customers is when companies start their businesses. But by the time most b-to-b mailers reach

Playing private eye  Apr 01, 1999 10:30 PM By Paul Miller

Catalogers and industry observers estimate that 20%-60% of the names on a business-to-business house file become inactive in any given year. And reactivating

Postal Service, PRC at odds over postal reform bill  Apr 01, 1999 10:30 PM By Paul Miller

In January, with the convening of the 106th Congress, Rep. John McHugh (R-NY) introduced a new version of his Postal Reform Act, now named the Postal

A Cheaper Choice?  Mar 01, 1999 10:30 PM By Paul Miller

When the new postal rates went into effect on Jan. 10, the U.S. Postal Service also introduced a discount that encourages “zone-skipping”-drop-shipping

Lands’ End wields the ax  Mar 01, 1999 10:30 PM By Paul Miller

On Jan. 12, Lands’ End president/CEO David Dyer announced a restructuring plan in which the $1.24 billion cataloger would eliminate 94 of its 888 salaried

Clean up your act  Feb 01, 1999 10:30 PM By Paul Miller

In the business-to-business catalog world, maintaining good list hygiene goes beyond running files against Dun & Bradstreet corporate credit files and

Victoria reveals her secrets  Feb 01, 1999 10:30 PM By Paul Miller

Victoria’s Secret catalog president/CEO Cindy Fields has helped to nearly double the company’s catalog sales, from $436 million in 1993 to $760 million

UPS announces rate hikes  Feb 01, 1999 10:30 PM By Paul Miller

For the most part, United Parcel Service is taking it easy on catalogers and other shippers in its annual rate increase, which takes effect Feb. 8. Ground

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