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.
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A family affair | |
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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
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Wheeling and Dealing | |
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Some of the most notable mergers, acquisitions, and divestitures involving MULTICHANNEL MERCHANT 100 companies during the past 18 months.
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JANUARY 2007 | |
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Electronics components distributor TTI, parent company of cataloger Mouser Electronics, is acquired by holding company Berkshire Hathaway
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FEBRUARY 2007 | |
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Brady Corp. acquires Clement Communications, a direct marketer of safety-related posters and newsletters
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Guitar Center, the parent company of cataloger Musician’s Friend, acquires multititle cataloger the Woodwind & the Brasswind out of bankruptcy for $29.5 million
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APRIL 2007 | |
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Apparel and home goods mailer Blair Corp. is acquired by Orchard Brands (formerly Appleseed’s Topco), a unit of Golden Gate Capital
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Pet supplies mailer Doctors Foster and Smith agrees to buy Web merchant Neeps
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Food gifts merchant Harry & David Holdings sells its horticultural brand, Jackson & Perkins
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MAY 2007 | |
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CDW Corp., a technology products and services provider, agrees to be bought by equity firm Madison Dearborn Partners for $7.3 billion
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VWR International, which sells laboratory supplies, also agrees to be bought by Madison Dearborn Partners
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Staples acquires American Identity, a distributor of corporate branded merchandise
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JUNE 2007 | |
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Lab Safety Supply buys McFeely’s Square Drive Screws
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Ingram Micro acquires wholesale consumer electronics distributor DBL Distributing for $96 million
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Private equity giant Bain Capital pays about $2.1 billion to acquire Guitar Center
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AUGUST 2007 | |
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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
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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
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SEPTEMBER 2007 | |
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Multititle cataloger Redcats USA acquires United Retail Group, a specialty retailer of plus-size women’s fashion apparel, for $198.9 million
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OCTOBER 2007 | |
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K+K America sells Conney Safety Products to private equity firm Caxton-Iseman Capital for $48 million
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DECEMBER 2007 | |
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AmeriMark Direct buys fellow multititle cataloger Dr. Leonard’s Healthcare Corp.
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JANUARY 2008 | |
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Computers and industrial suppliers marketer Systemax buys the CompUSA brand, trademarks, and e-commerce business for approximately $30 million
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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
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APRIL 2008 | |
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Current USA, a subsidiary of Taylor Corp., agrees to buy personalized gifts merchant Lillian Vernon Corp. for $15.8 million
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MAY 2008 | |
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1-800-Flowers.com buys DesignPac Gifts for $36 million
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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
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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 |
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