October 1, 1998




Will success spoil your call center?

Your last two seasons have come in over projection. Unfortunately, the good-natured, “all hands on deck” excitement that has sustained you and the entire call center staff is wearing thin.
As a result, service levels are down in both order-taking …

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In Uncategorized

October 1, 1998




Growing pains

It’s no coincidence that many entrepreneurs call their catalogs their “babies.” Like their human counterparts, no two catalogs ever seem to grow up in the same way.
Some catalogs, like astronomy equipment marketer Orion Telescopes & Binoculars, have cooked along for 20 …

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In News

September 1, 1998




Brylane

Brylane’s roots reach back 94 years, to the founding of the Lane Bryant clothing store in 1904. But the nearly century-long evolution that turned Brylane into one of the country’s 10 biggest direct mailers has been an unconventional one, and the company’s big …

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In News

September 1, 1998




When renting makes sense

As the holiday season fast approaches, names aren’t the only thing catalogers are planning to rent. Savvy mailers have found they can save money-and precious warehouse storage space-by renting rather than buying additional equipment to meet holiday demand.
Renting equipment …

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In News

September 1, 1998




Genesis strikes again

Genesis Direct is at it again. On Aug. 5, the multititle cataloger agreed to acquire the $118 million Carol Wright Gifts direct marketing division from Cox Enterprises, an Atlanta-based media and communications company, for 2.7 million shares, or 8.3%, of Genesis Direct common stock. (…

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In News

September 1, 1998




At Deadline

FINGERHUT TO BUY ARIZONA MAIL ORDER, LAUNCHES YOUTH CATALOG Fingerhut, whose $1.5 billion catalog business sells predominately electronics, housewares, and other hard goods to budget-conscious customers, is committing itself to the apparel market with its asset purchase of $140 million apparel cataloger …

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In News

August 1, 1998




Hanover do-over

Hanover Direct spent the last year shrinking-consolidating warehouses, cutting staff, and trimming circulation. In doing so, the multititle consumer cataloger managed to reduce its losses to less than $11 million for 1997, down significantly from $105 million in ’96. In the fourth quarter …

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In News

August 1, 1998




BRAGGING RIGHTS

Catalog Age’s exclusive ranking of 1997′s top 100 U.S. catalogers is sure to please lovers of paradox. Continued consolidations resulted in the growth of multititle stables-yet some of the industry’s giants, including Spiegel, Fingerhut, and Hanover Direct, sought to make …

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In News

August 1, 1998




Firing up TransAmerica

Having bought multititle cataloger TransAmerica Holdings in April, former Arizona Mail Order executive vice president Gary Giesler is busy with plans to “enhance” the company. But he’s also been dealing with a more immediate challenge: Just four days after he …

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In News

August 1, 1998




Pumping up the volume

The practice of giving volume discounts, in which catalogers offer price breaks to customers for placing large-volume orders, is a popular one among a majority of the business-to-business participants in the 1998 Catalog Age Benchmark Report on Marketing (see February issue). …

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