MCM 100: The Major Players

Jul 01, 2008 9:30 PM  By

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Considering how rough the economy has been for multichannel marketers this past year, it’s no wonder that our annual ranking of the top-100 companies by sales held some surprises. Perhaps the biggest surprise is how many companies continued to do well.

For instance, IT equipment merchant CDW Corp. (#4) turned in a record-setting performance in 2007. The company increased sales 20% to $8.14 billion, compared with $6.78 billion in 2006.

Guitar Center (#52), through its Musician’s Friend catalog and Website, also reported a 20% increase in direct sales, from $391.70 million to $470.40 million in 2007.

Not as much of a shock is that some marketers have struggled. Some slipped off the list altogether — see ya, Sharper Image, so long Lillian Vernon. Both merchants suffered falling sales, both filed for Chapter 11 in February, and both were sold a few months later.

The big get bigger

Lillian Vernon, which saw its sales decrease from $171 million in 2006 to $157 million last year, won’t be on the list for 2008, either. But that’s because the personalized gift merchant was acquired in April by Current USA, so it will appear under Current’s parent company Taylor Corp. (#43).

Sharper Image Corp. was acquired in April by a joint venture led by units of private investment firms Hilco Consumer Capital Corp. and Gordon Brothers Group.

The gifts and gadgets merchant’s direct sales had slipped from $160.7 million in 2006 to $109 million last year. It’s hard to say if Sharper Image will rejoin the ranks of the MCM 100 next year, but the new owners are closing all of the stores and plan to focus exclusively on direct marketing.

Multititle mailer Orchard Brands (#30) made a huge leap, passing the $1 billion mark. That’s largely due to its acquisition of venerable apparel and home goods cataloger Blair Corp. in April 2007.

Formerly known as Appleseed’s Topco, Orchard Brands is owned by private equity firm Golden Gate Capital, which had a seemingly insatiable appetite for catalog acquisitions during the past few years.

But Golden Gate has slowed down in its buying spree considerably. In fact, one of its last deals was with itself — when Orchard Brands purchased long underwear cataloger WinterSilks from swimwear merchant Venus, which is part of its Spiegel Brands apparel catalog umbrella.

Computer merchants cranking

On the same day in September it bought WinterSilks, Orchard Brands also purchased senior gifts and accessories catalog Gold Violin. Orchard Brands CEO Neale Attenborough told Multichannel Merchant last fall that hard-goods acquisitions are “probably where we’ll focus for now.” But the holding company has been quiet this year, and several gifts and hard goods catalogers were on the selling block at bargain prices.

For instance, it was another multititle mailer, Provide Commerce (#70), that stepped up to buy troubled gifts mailer Red Envelope, which had filed for Chapter 11 bankruptcy protection on April 17. At nearly $100 million in sales, Red Envelope never made it onto the MCM 100 on its own.

Provide Commerce, the parent company of ProFlowers, Secret Spoon, Cherry Moon Farms, and Shari’s Berries, bought Red Envelope in May. (See “Provide Commerce adds Red Envelope to stable” on page 7.) Provide Commerce itself was acquired in 2005 by Liberty Media, the parent company of the QVC home shopping network.

The computer products segment continues to show serious strength. Computer reseller PC Mall (#27) increased sales 21% in 2007, from 1.0 billion to $1.2 billion. In the fourth quarter alone, PC Mall logged $408 million in sales.

Why is PC Mall doing so well? The company’s 21% hike in consumer sales was based in large part on the increased demand for Apple products in the marketplace. And several large contracts won in 2007 helped increase the company’s public sector sales by 37%.

Fellow computer reseller Zones (#44) also had a stellar year. Net sales increased 18% to $679.5 million, up from $577.0 million in 2006. And computers and industrial supplies marketer Systemax (#17) grew its sales 19%, from $2.35 billion to $2.78 billion. Computers merchant PC Connection (#19) boosted sales 9%, to $1.79 billion in 2007.

Apparel mailers faltering

Not that all the catalogers selling computer-related wares posted growth. Programming software mailer Wayside Technology (#99) saw its total sales slip from $182.3 million in 2006 to $179.9 million in 2007.

Sales in the company’s Programmer’s Paradise division decreased by $8.9 million, which Wayside blamed on declining VMware sales, as well as increased competition in the “direct-to-end user” segment of its business.

But Wayside Technology’s Lifeboat division grew by 5% in 2007 compared to 2006, thanks to the addition of new lines and increased account penetration.

The women’s apparel category is having a tough time. Sales at Limited Brands (#25) fell slightly from $1.42 billion in 2006 to $1.40 billion, although much of that was due to problems with a new distribution center for Victoria’s Secret Direct that the company opened in August.

Charming Shoppes (#57), which includes the Crosstown Traders titles such as Brownstone Studios and Lew Magram, also took a tumble. Sales went from $428 million in 2006 to $408 million last year.

The company folded its Regalia title last fall, and also mailed its first 112-page Lane Bryant catalog in late October. That’s when Charming Shoppes, which has owned and operated the Lane Bryant stores since 2001, got back the trademark to that catalog title from Redcats USA.

Embroiled in a messy shareholder dispute, Charming Shoppes said in April that it’s considering selling off its noncore catalogs to focus on its Lane Bryant, Catherines, and Fashion Bug brands.

Direct sales at Coldwater Creek (#64) slipped from $390 million to $376 million last year. Its grim holiday prompted the merchant to eliminate 65 positions companywide in January.

While Talbots (#55) did show growth in direct sales over 2006, from $385.4 million in 2006 to $427.90 in 2007, the company, which includes J. Jill, has been struggling this year. It’s getting out of the men’s and children’s apparel segments to focus on women’s clothing, and Talbots is trying to cut costs by closing stores and layoffs. (For more see “Talbots cuts staff 9%, gets credit” on page 8.)

There were, of course, exceptions. J. Crew Group (#63), which sells men’s and kid’s apparel in addition to women’s, managed to increase direct sales 22%, from $309 million in 2006 to $377 million last year. The company credits “unique product quality and design and innovation on our Website and in our catalog.”

METHODOLOGY

Urban Outfitters (#92) grew its direct sales to $192 million in 2007 from $153.70 million in 2006. In addition to its flagship Urban Outfitters, the company includes the Anthropologie and Free People Brands.

In addition to apparel, Urban Outfitters also sells home goods, a category that has seen a big lift in recent years thanks to the real estate boom. But now that the housing boom has gone bust, merchants that sell home decor and furniture are likely to feel the pinch this year.

It’s already happening. Multititle mailer Williams-Sonoma (#21), which includes the numerous Pottery Barn catalogs, posted a 6% gain in direct sales in 2007. But the company’s catalog/Internet sales for the first quarter of this year slipped 4.0%.

The Multichannel Merchant 100 was compiled by the Multichannel Merchant editorial staff and freelancer Bernard Schriebl through public records, data card analysis, and input from financial analysts and sources within the industry. To ensure the accuracy of all statistics, Multichannel Merchant tried to contact executives at each company. Some companies declined to confirm sales totals; others did not return messages.

In those cases, or when companies would provide only approximate sales, an asterisk indicates that the figure is an estimate.

Sales are for calendar years 2007 and 2006. When a company’s fiscal year varied from the calendar year by more than one month, Multichannel Merchant backed out the data to obtain calendar-year sales.

Whenever possible, sales figures are net of sales taxes and shipping and handling revenue. In some cases, the figures for 2006 differ from those reported last year, reflecting updated information.

For parent companies and cataloger/retailers such as Patterson Cos. and J.C. Penney Co., sales figures are for their direct divisions only, unless otherwise indicated. When companies broke out their telemarketing or field sales revenue from their print and Web catalog sales, we did as well.

To be considered for the Multichannel Merchant 100, a company’s print catalog had to account for a significant portion of the business’s direct sales, which is why major direct marketers such as eBay and Insight are not on the list.

A family affair


Many of the MCM 100 are multititle mailers. Here’s a guide to who owns what:

1-800-FLOWERS.COM includes Cheryl & Co., DesignPac Gifts, Fannie May, HearthSong, Magic Cabin, Plow & Hearth, The Popcorn Factory, Wind & Weather

ARISTOTLE CORP. includes American Educational Products, Nasco, Summit Learning, Triarco

CABELA’S includes Antique Hardware and Home, Ducks Unlimited, Van Dyke’s Restorers, Van Dyke’s Taxidermy, Wild Wings

CHARMING SHOPPES includes Bedford Fair Lifestyles, Brownstone Studio, Coward Shoes, Figi’s, Intimate Appeal, Lane Bryant, Lew Magram, Monterey Bay Clothing Co., Old Pueblo Traders, Willow Ridge

DIRECT MARKETING SERVICES INC. includes Charles Keath, Home Visions, Montgomery Ward, Popular Club Plan, Room for Kids

HANOVER DIRECT includes Company Kids, The Company Store, Domestications, International Male, Silhouettes, Undergear

IAC/INTERACTIVECORP. includes Alsto’s, Ballard Designs, Frontgate, Garnet Hill, Grandin Road, Home Focus, Improvements, IOS, Isabella Bird, Smith + Noble, The Territory Ahead, TravelSmith

INTERLINE BRANDS includes Barnett, Copperfield Chimney Supply, Hardware Express, Leran, Maintenance USA, Sexauer, SunStar Lighting, U.S. Lock, Wilmar

ORCHARD BRANDS includes Appleseed’s, Blair Corp., Draper’s & Damon’s, Gold Violin, Haband, Norm Thompson Outfitters, Sahalie, Solutions, The Tog Shop, WinterSilks

PATTERSON COS. includes Masune First Aid & Safety, Medco, Sammons Preston, Webster Veterinary

POTPOURRI GROUP includes Back in the Saddle, Catalog Favorites, Expressions, In the Company of Dogs, Nature’s Jewelry, NorthStyle, Pyramid Collection, the Stitchery, Serengeti, Whatever Works

SCHOOL SPECIALTY includes ABC School Supply, Abilitations, Brodhead Garrett, Childcraft, Delta Education, Frey Scientific, Hammond & Stephens, Sax Arts and Crafts, Sportime

SPIEGEL BRANDS includes Spiegel, Newport News, A.B. Lambdin, Carabella, Venus

STAPLES includes Quill Corp., Smilemakers, and Medical Arts Press

TAYLOR CORP. includes Colorful Images, Current, G. Neil, Paper Direct, Sa-So

W.W. GRAINGER includes AW Direct, Ben Meadows, Gempler’s, Lab Safety Supply, Rand Materials Handling

Wheeling and Dealing


Some of the most notable mergers, acquisitions, and divestitures involving MULTICHANNEL MERCHANT 100 companies during the past 18 months.

JANUARY 2007


  • Electronics components distributor TTI, parent company of cataloger Mouser Electronics, is acquired by holding company Berkshire Hathaway

FEBRUARY 2007


  • Brady Corp. acquires Clement Communications, a direct marketer of safety-related posters and newsletters

  • Guitar Center, the parent company of cataloger Musician’s Friend, acquires multititle cataloger the Woodwind & the Brasswind out of bankruptcy for $29.5 million

APRIL 2007


  • Apparel and home goods mailer Blair Corp. is acquired by Orchard Brands (formerly Appleseed’s Topco), a unit of Golden Gate Capital

  • Pet supplies mailer Doctors Foster and Smith agrees to buy Web merchant Neeps

  • Food gifts merchant Harry & David Holdings sells its horticultural brand, Jackson & Perkins

MAY 2007


  • CDW Corp., a technology products and services provider, agrees to be bought by equity firm Madison Dearborn Partners for $7.3 billion

  • VWR International, which sells laboratory supplies, also agrees to be bought by Madison Dearborn Partners

  • Staples acquires American Identity, a distributor of corporate branded merchandise

JUNE 2007


  • Lab Safety Supply buys McFeely’s Square Drive Screws

  • Ingram Micro acquires wholesale consumer electronics distributor DBL Distributing for $96 million

  • Private equity giant Bain Capital pays about $2.1 billion to acquire Guitar Center

AUGUST 2007


  • Home improvement products retailer Home Depot sold its HD Supply business to Bain Capital Partners, Carlyle Group, and Clayton, Dubilier & Rice for $8.5 billion — 18% less than the price the group had initially agreed to pay two months earlier

  • Outdoor sporting gear cataloger/retailer Cabela’s buys S.I.R. Warehouse Sports Store, a Canadian retailer of hunting, fishing, camping, and related outdoor merchandise

SEPTEMBER 2007


  • Multititle cataloger Redcats USA acquires United Retail Group, a specialty retailer of plus-size women’s fashion apparel, for $198.9 million

OCTOBER 2007


  • K+K America sells Conney Safety Products to private equity firm Caxton-Iseman Capital for $48 million

DECEMBER 2007


  • AmeriMark Direct buys fellow multititle cataloger Dr. Leonard’s Healthcare Corp.

JANUARY 2008


  • Computers and industrial suppliers marketer Systemax buys the CompUSA brand, trademarks, and e-commerce business for approximately $30 million

  • Fruit gifts mailer Harry & David Holdings acquires breakfast foods cataloger Wolferman’s from Williams Foods; sources say the deal was worth about $22.5 million

APRIL 2008


  • Current USA, a subsidiary of Taylor Corp., agrees to buy personalized gifts merchant Lillian Vernon Corp. for $15.8 million

MAY 2008


  • 1-800-Flowers.com buys DesignPac Gifts for $36 million

  • Gadgets and gifts cataloger/retailer Sharper Image Corp., which filed for Chapter 11 bankruptcy protection in February, agrees to be acquired by a joint venture led by units of private investment firms Hilco Consumer Capital Corp. and Gordon Brothers Group

  • Provide Commerce agrees to acquire substantially all of the assets of gifts mailer Red Envelope, which had filed for Chapter 11 bankruptcy protection in April

Rank Company 2007 direct sales (in millions) 2006 direct sales (in millions) Market segment Notes
1 Dell Round Rock, TX • 512-338-4400 $56,900.0 $57,420.0 computers lost its top spot in the PC market last year to rival HP
2 IBM
Armonk, NY • 914-499-1900
$10,677.0 $9,886.5 computer hardware, software and services sold PC business to Lenovo in 2006
3 Thermo Fisher Scientific
Waltham, MA • 781-622-1000
$9,746.4 $8,870.4 laboratory and research supplies includes Fisher Scientific International and Cole-Parmer Instrument Co.
4 CDW Corp.
Vernon Hills, IL • 847-465-6000
$8,145.0 $6,785.0 computers average daily sales for 2007: $32.1 million, compared with $26.7 million in 2006
5 Staples
Framingham, MA • 508-253-5000
$6,614.2 $5,908.9 office supplies June acquisition of Corporate Express makes it top office supplies distributor
6 Wesco International
Pittsburgh • 412-454-2200
$6,003.4 $3,192.4 electrical and industrial maintenance supplies cites e-procurement prowess as a competitive advantage
7 Henry Schein
Melville, NY • 631-843-5500
$5,920.0 $5,048.0 dental, medical, and veterinary supplies net income for 2007 shot up 31%, to $215.1 million
8 OfficeMax
Naperville, IL • 630-773-5000
$4,816.1 $4,714.5 office supplies added more environmentally-preferable paper choices to its product line
9 United Stationers
Deerfield, IL • 847-627-7000
$4,646.4 $4,546.9 office and facility supplies acquired ORS Nasco Holding in December 2007
10 Office Depot
Delray Beach, FL • 800-937-3600
$4,518.3 $4,576.8 office supplies installed energy efficient technology in stores, warehouses and offices
11 Corporate Express
Broomfield, CO • 303-664-2000
$4,066.30 $5,106.90 office and facility supplies finally agreed to be sold to Staples for $2.6 billion in June 2008
12 Hewlett-Packard Co.
Palo Alto, CA • 650-857-1501
$3,534.0* $3,100.0* computers agreed to buy EDS for $13.9 billion in
13 VWR International
West Chester, PA • 610-431-1700
$3,522.0 $3,257.6 laboratory and science education supplies significant component of net sales from e-business and marketing channels
14 IAC/InterActiveCorp.
New York, NY • 212-314-7000
$3,000.0 $3,290.0 general merchandise HSN retail unit spinning off into separate publicly traded company
14 Sears Holding Corp.
Hoffman Estates, IL • 847-286-2500
$3,000.0* $2,900.0* general merchandise made unsuccessful bid for Restoration Hardware
16 Patterson Cos.
St. Paul, MN • 651-686-1600
$2,959.5 $2,602.3 medical, dental, rehab, and veterinary supplies experiencing weakness in digital x-ray and software sales
17 Systemax
Port Washington, NY • 516-625-4300
$2,779.9 $2,345.2 computers, industrial supplies gets into retail market with CompUSA acquisition in January
18 Sigma-Aldrich Corp.
St. Louis, MO • 314-771-5765
$2,038.7 $1,797.5 biochemicals and lab supplies acquired $60 million Epichem Group in February 2007
19 PC Connection
Merrimack, NH • 603-683-2000
$1,785.4 $1,635.7 computers migrated customer base to new IBM WebSphere Commerce platform
20 MSC Industrial Direct Co.
Melville, NY • 516-812-2000
$1,688.2 $1,317.6 industrial supplies increased field sales force from 715 to 814 in fiscal 2007 includes the Pottery Barn titles
21 Williams-Sonoma
San Francisco • 415-421-7900
$1,663.7 $1,573.5 furniture, home decor, kitchenware closing NEBS call center in Flagstaff, AZ, next month
22 Deluxe Corp.
Shoreview, MN • 651-483-7111
$1,606.4 $1,639.7 business stationery and supplies Buys into retail with September acquisition of United Retail Group
23 Redcats USA
New York • 212-513-9500
$1,600.0 $1,600.0 apparel, home goods, sporting gear Partnering with Polo Ralph Lauren on American Living line
24 J.C. Penney Co.
Plano, TX • 972-431-1000
$1,500.0 $1,300.0 general merchandise Problems with Victoria’s Secret Direct’s new distribution center hit sales
25 Limited Brands
Columbus, OH • 614-415-7000
$1,399.0 $1,416.0 apparel, beauty products
26 W.W. Grainger
Lake Forest, IL • 847-535-1000
$1,320.0* $1,220.0* industrial supplies Lab Safety Supply unit acquired McFeely’s Square Drive Screws, June ’07
27 PC Mall
Torrance, CA • 310-354-5600
$1,215.4 $1,005.8 computers Acquired IT technology systems provider SARCOM in September
28 L.L. Bean
Freeport, ME • 207-865-4761
$1,215.0 $1,155.0 apparel, outdoor gear, home furnishings Opening store in Chicago this fall
29 Cabela’s
Sidney, NE • 307-254-5505
$1,130.6 $1,088.5 outdoor gear Lost lawsuit to Gander Mountain over rights to Gander name
30 Orchard Brands
Beverly, MA • 978-922-2040
$1,100.0* $700.0* apparel, home goods, gifts mature apparel and home goods unit of Golden Gate Capital
31 School Specialty
Greenville, WI • 920-734-5712
$1,080.3 $1,077.0 nontextbook school supplies stronger-than-expected sales of its science curriculum products
32 Cintas Corp.
Cincinnati, OH • 513-459-1200
$1,045.9 $910.1 uniforms, sanitation supplies planning to launch service in international markets
33 Broder Bros.
Trevose, PA • 215-291-6140
$929.1 $959.3 imprintable apparel standardized its IT operations on the Progress OpenEdge platform
34 1-800-Flowers.com
Westbury, NY • 516-237-6000
$925.6 $726.3 flowers, food gifts, toys, home products added mobile commerce channel last summer
35 Black Box Corp.
Lawrence, PA • 724-746-5500
$921.3 $941.4 networking products and services terminated a distribution agreement with Avaya in September
36 Airgas
Radnor, PA • 610-687-5253
$842.0* $702.0* specialty gases, welding and safety supplies acquired Oilind Safety and Refron in June 2008
37 Guest Supply
Houston, TX • 609-514-9696
$823.0* $740.6* hospitality supplies acquired Austin Tatum, a personal care amenity company in Hong Kong
38 Macy’s
Cincinnati, OH • 513-579-7000
$800.0* $620.0* general merchandise former Federated Department Stores; dropping Bloomingdale’s by Mail book
39 Digi-Key Corp.
Thief River Falls, MN • 218-681-6674
$775.6* $829.0* electronics components grew sales in China 60% in 2007
40 Premier Farnell
Independence, OH • 216-525-4300
$774.0* $777.8* electronics components, industrial supplies Newark unit added 90,000 new products to its line
41 Interline Brands
Jacksonville, FL • 904-421-1400
$750.0 $640.6 MRO and HVAC supplies includes Barnett, Hardware Express, Sexauer, Maintenance USA, U.S. Lock, and Wilmar
42 Neiman Marcus Group
Dallas • 214-743-7600
$738.5 $688.5 apparel, home decor Internet sales nearly 70% of direct marketing revenue
43 Taylor Corp.
North Mankato, MN • 507-625-2828
$720.0* $700.0* stationery, HR supplies, promotional products Current USA unit bought Lillian Vernon in April 2008
44 Zones
Auburn, WA • 253-205-3000
$679.5 $577.0 computers invested in developing a national field sales force
45 LTD Commodities
Columbus, OH • 847-295-5532
$615.0* $600.0* general merchandise invested in enterprise scheduling system to manage SAP jobs
46 HD Supply
Atlanta • 770-852-9000
$610.0* N/A building supplies sold to three investment groups in August 2007
47 Spiegel Brands
New York • 212-916-8331
$603.0* $693.5* apparel, general merchandise opened Spiegel Signature boutique in King of Prussia, PA
48 Swiss Colony
Monroe, WI • 603-328-8400
$600.0 $530.0* gifts, home decor, food, apparel opened Shanghai sourcing office in October
49 American Hotel Register
Vernon Hills, IL • 847-564-4000
$550.0* $500.0* hospitality supplies Started in 1865 by Thomas Leahy
50 Oriental Trading Co.
Omaha, NE • 402-331-5511
$530.0 $500.0* novelties, gifts Hired industry veteran Sam Taylor as CEO in May 2008
51 K+K America
Milwaukee, WI • 414-443-1700
$513.0 $528.8 industrial supplies, office furniture sold Conney Safety Products to private equity firm for $48 million in November
52 Guitar Center
Westlake Village, CA • 818-735-8800
$470.4 $391.7 musical instruments Musician’s Friend direct division only
53 Northern Tool & Equipment
West Burnsville, MN • 952-894-9510
$453.1 $437.3 tools assigned patent for ornamental design for a log stripper earlier this year
54 Mattel
El Segundo, CA • 310-252-2000
$431.5 $440.0 toys American Girl brand only, including three stores
55 The Talbots
Hingham, MA • 781-749-7600
$427.9 $385.4 apparel includes J. Jill Group, which it acquired in May 2006
56 Hanover Direct
Weehawken, NJ • 201-863-7300
$410.0* $415.7 apparel, home decor acquired by Chelsey Direct in April 2007 and taken private
57 Charming Shoppes
Bensalem, PA • 215-245-9100
$408.1 $427.8 apparel, food gifts considering sale of Crosstown Traders apparel titles and food mailer Figi’s
58 DBL Distributing
Scottsdale, AZ • 480-596-8636
$400.0* $320.0* wholesale consumer electronics subsidiary of Ingram Micro
59 Aramark Corp.
Philadelphia • 215-923-2853
$400.0 $409.0 uniforms, public-safety equipment direct marketing unit includes WearGuard-Crest and Galls
60 The Home Depot
Atlanta • 770-433-8211
$390.0* $1,000.0* building supplies, home decor products Home Decorators Collection catalog and Web sales
61 McMaster-Carr Supply Co.
Elmhurst, IL • 630-600-3600
$389.0* $388.0* MRO supplies sold facility in South Brunswick, NJ, in early 2008
62 Harry & David Holdings
Medford, OR • 541-776-2121
$385.0 $456.2 food gifts, plants sold Jackson & Perkins in April 2007; bought Wolferman’s in January 2008
63 J. Crew Group
New York • 212-209-2500
$377.4 $308.6 apparel Database includes about 24.3 customers
64 Coldwater Creek
Sandwater, ID • 208-263-2266
$376.4 $390.4 women’s apparel CEO Dennis Pence retired in October; Daniel Griesemer took top spot
65 Foot Locker
New York • 715-845-5538
$364.0 $380.0 athletic shoes includes Eastbay/Footlocker.com division only
66 Restoration Hardware
Corte Madera, CA • 415-924-1005
$350.2 $243.6 home decor agreed to be bought by Catterton Partners in January 2008
67 Allied Electronics
Fort Worth, TX • 817-595-3500
$325.0 $285.0 electronics components significantly expanded line of pneumatics products
68 Crate & Barrel
Northbrook, IL • 847-272-2888
$321.0 $268.0 home decor tripling size of North Carolina distribution center
69 Fingerhut Direct Marketing
Eden Prairie, MN • 952-656-3700
$315.0 $300.0* general merchandise moved to larger headquarters
70 Provide Commerce
San Diego, CA • 858-638-4900
$300.0 $215.0* flowers and food gifts bought Red Envelope out of bankruptcy in May 2008
71 J&R Electronics
New York • 212-238-9000
$290.0* $260.0* consumer electronics 30% of sales from Website
72 Omaha Steaks
Omaha, NE • 402-957-3000
$288.3* $262.* food total annual sales $439 million; no longer using A la Zing brand
73 Eddie Bauer Holdings
Bellevue, WA • 425-755-6100
$277.9 $256.5 apparel reduced its corporate staff by 16% in January 2008
74 Collections Etc.
Elk Grove Village, IL • 847-350-5800
$274.3* $270.0* collectibles all products priced at $20 or less
75 Brady Corp.
Milwaukee • 414-358-6600
$264.7 $234.8 identification and industrial safety supplies acquired cleanup and safety supplies merchant DAWG in March 2008
76 Production Tool Supply
Warren, MI • 586-755-5258
$261.0 $256.8 MRO supplies enhanced Website; Internet now 20% of business
77 Crutchfield Corp.
Charlottesville, VA • 434-817-1000
$257.0 $252.0 consumer electronics mailed first Crutchfield Canada catalog in June 2007
78 Bass Pro Shops
Springfield, MO • 417-873-5000
$250.0* $200.0* outdoor gear debuted 80-page women’s catalog in March 2007
79 Doctors Foster and Smith
Rhinelander, WI • 715-369-3305
$250.0 $242.0 pet supplies built studio in its headquarters to produce videos for its Website
80 Army & Air Force Exchange
Dallas • 214-312-2011
$245.3 $223.0 general merchandise launched 24-page Still Serving title targeting military retirees
81 Sport Supply Group
Farmers Branch, TX • 972-484-9484
$243.8 $230.1 athletic equipment changed name from Collegiate Pacific in July 2007
82 Sierra Trading Post
Cheyenne, WY • 800-713-4534
$236.7 $227.7 discounted apparel, home goods, and outdoor gear launched Sierra Home & Gift book in September
83 Orvis
Sunderland, VT • 802-362-8525
$234.0 $211.0 apparel, gifts, outdoor gear and home goods refined online lifetime value and customer acquisition tactics
84 Potpourri Group
Chelmsford, MA • 978-256-4100
$230.0 $220.0* gifts, crafts, decor, toys founded in 1963; today includes 12 catalog titles
85 Direct Marketing Services Inc.
Chicago • 312-328-7400
$220.0* $190.0* home decor, gifts enhanced search capabilities on Montgomery Ward Website
85 Dr. Leonard’s Healthcare Corp.
Edison, NJ • 732-225-0100
$220.0* $151.0* housewares, healthcare items, gifts bought by Amerimark Holdings in December
87 Aristotle Corp.
Stamford, CT • 203-358-8000
$211.6 $203.0 educational and agricultural supplies achieved balanced organic growth in education and commercial segments
88 TTI
Fort Worth, TX • 817-740-9000
$209.0* $184.0* electronics components Mouser Electronics only
89 Blyth
Greenwich, CT • 203-661-1926
$206.8 $199.4 housewares, photo supplies, gifts includes Miles Kimball and Walter Drake
90 Amerimark Holdings
Cleveland, OH• 440-325-2038
$205.0* N/A apparel, accessories, health-related items with Dr. Leonard’s acquisition will become a $420 million company
91 Thompson Group
Tampa, FL • 813-884-6344
$200.0* $210.0* home decor, gifts, cigars, coffee includes Thompson Cigar, Casual Living, Linen Source, and Café Belmondo
92 Urban Outfitters
Philadelphia • 215-454-5500
$192.2 $153.7 apparel, home decor included the Urban Outfitters, Anthropologie, and Free People brands
93 Recreational Equipment Inc.
Kent, WA • 253-395-3780
$190.0 $155.0* outdoor equipment and apparel total 2007 sales increased 13.5% to $1.3 billion
94 LifeWay Christian Resources
Nashville, TN • 615-251-2000
$189.0 $150.0* church and Christian living products operates 140 stores in two dozen states
95 Hanesbrands
Winston-Salem, NC • 336-519-3386
$186.0* $180.0* innerwear, casualwear acquired textile plant in El Salvador in September
96 PetMed Express
Pompano Beach, FL • 949-979-5995
$184.3 $155.3 pet medications and supplies Web sales now 65% of total revenue
97 Tiffany & Co.
New York • 212-755-8000
$182.1 $174.1 jewelry, tabletop items, gifts direct sales were flat for holiday at $69.9 million
98 McNichols Co.
Tampa, FL • 813-282-3828
$181.0 $153.0 metal industrial components started walking program that now includes about 25% of its 110 employees
99 Wayside Technology
Shrewsbury, NJ • 732-389-0932
$179.9 $182.3 programming software sales for Lifeboat technical software segment were up 5%
100 NBTY
Bohemia, NY • 631-567-9500
$179.5 $214.5 nutritional supplements includes Puritan’s Pride catalog