September 1, 2001




Working Gear

Measurements are the lifeblood of all successful direct-to-customer businesses. Knowing what data to measure, what analytical tools to use, and then using them to do things that require statistical sophistication is a tough challenge.
To these challenges we must now …

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In Channel Integration, CRM

August 31, 2001




Customer Acquisition Costs Fall

Woodbury, NY–Online retailers’ customer acquisition costs fell to $14 during the second quarter of 2001, according to a report by Shop.org, an association of online merchants, and consulting firm Boston Consulting Group. The acquisition costs fell from $18 in the first quarter …

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In News

August 31, 2001




Economic Survey Shows Little Relief

Ann Arbor, MI—The August University of Michigan Survey of Consumers, released on Aug. 31, shows continued economic doldrums. The index for August of 91.5 was only slightly below July’s 92.4 but well below last August’s 107.3. The Index of Consumer Expectations …

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In News

August 31, 2001




Chico’s Direct Business Up 91%

Fort Myers, FL–Aided by a 91% increase in catalog and Web sales, women’s apparel cataloger/retailer Chico’s FAS posted a 48% second-quarter net sales increase, For the three months ended Aug. 4, total revenue was $89.5 million, compared with $60.6 million a year …

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In News

August 31, 2001




USPS Nears Another Rate Hike Proposal

Washington–Sources both within the U.S. Postal Service and outside say the agency will probably announce its proposal for a rate increase in mid-September or early October. According to most of the same sources, the new rates, which could go …

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In News

August 29, 2001




Movers and Shakers

Vernon Hills, IL-based CDW Computer Centers promoted Sandra Rouhselang from controller to to vice president/controller. Previously she was vice president/controller of Edward Don & Co.
Weehawken, NJ-based multititle mailer Hanover Direct named Basil P. Regan to its board of …

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In News

August 29, 2001




Financial Reports: Delia’s, Alloy

New York–A pair of teen marketers ended the summer quarter as red as many of their sun-worshipping customers during the summer quarter. On a consolidated basis, apparel cataloger/retailer Delia’s (Nasdaq: DLIA) posted an $11.0 million loss, including restructuring charges, …

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In News

August 27, 2001




Drugstore.com Launches Specialty Shops Catalog

Bellevue, WA–Online health and beauty products marketer Drugstore.com has jumped into the print catalog market. The company is launching a 30-page catalog titled Specialty Shops, which is also the name of a subsection of the Website. Specialty Shops sells …

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In News

August 24, 2001




2Q Earnings Down 73% at Williams-Sonoma

San Francisco–Home decor and housewares cataloger/retailer Williams-Sonoma (NYSE: WSM), which includes the Pottery Barn, Pottery Barn Kids, Hold Everything, and Chambers titles, suffered a 72% plunge in second-quarter net earnings, despite a 17% rise in net revenue. For the three months …

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In Uncategorized

August 23, 2001




Financial Reports: Intimate Brands, Restoration Hardware

Intimate Brands
(NYSE: IBI), which mails the Victoria’s Secret catalog, saw second-quarter net income plummet 31%, to $68.9 million for the three months ended Aug. 4, compared to $99.8 million last year. Total sales, which include those from the Victoria’s Secret stores …

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In News

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