Polishing lackluster lists

| Moira Pascale

Has your mailing list failed to generate much rental income lately? If so, several list industry experts have suggestions for adding value and generating

Swimwear and sweaters

| Mark Del Franco

Middleton,WI-based cataloger WinterSilks, which had filed for Chapter 11 bankruptcy protection last July, was acquired in late February by Jacksonville,

Planning ahead

| Moira Pascale

Carrie Van Dyck is co-owner of Herb Farm, a Fall City, WA-based catalog of herbs and related products. Annual sales, $2 million; annual circulation, 270,000.We

Scoring sales via telemarketing

| MCM staff

All it took was two telemarketers. By moving two team sales reps who had previously handled inbound orders to a newly created outbound telemarketing department,

A look at legislation…

| MCM staff

Now that the impeachment trial is over, Congress is back in business. Legislation regarding the Internet, privacy, and outbound telemarketing has catalogers

PETERMAN

| Moira Pascale

On March 5, the day that its assets were put on the block for bankruptcy liquidation, the upscale cataloger/retailer J. Peterman Co. finally found a buyer.

The missing link?

| MCM staff

Although most catalogers on the Internet claim to be transactional, several industry professionals believe that more than 90% of Internet marketers do

Playing private eye

| 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