March 1, 2000




APPAREL: market leaders – VICTORIA’S SECRET

Throughout much of the 1990s, Victoria’s Secret took pride in cluttering customers’ and prospects’ mailboxes with countless editions of its catalogs. This strategy went over just fine with the men in the family, and it didn’t hurt the cataloger’s sales …

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March 1, 2000




MARKET TRENDS: Not computing

Computer mailers cool to consumers
More than 60% of U.S. consumers will own personal computers by the end of 2000, compared to 53% this year, according to Ziff-Davis’s annual Technology User Profile research report. That would mean nearly 10% of consumers will buy …

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March 1, 2000




APPAREL: market leaders – J.C. PENNEY

It’s never been a fashion innovator, and probably never will be one. But the $3.9 billion catalog division of retail giant J.C. Penney is an apparel leader nonetheless, based on sheer size alone. And it is evolving: While its big (1,400…

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March 1, 2000




MANAGEMENT SOFTWARE REVIEW: J. Jill Group reviews Mozart

Hingham, MA-based J. Jill Group bought Mozart from CommercialWare in July 1998 to run on an AS400 platform. The mailer installed Mozart’s order processing components with a prereleased version of Mozart’s call center computer telephony integration (CTI) module.
The initial package …

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In Channel Integration, News

March 1, 2000




FOCUS: LABORATORY/SCIENTIFIC PRODUCTS – www.vwrsp.com

Reviewed 1/7/00, 12:30 p.m., Netscape
ever heard of VWR Scientific Products? Me neither. But I’m not in the laboratory or scientific supplies business, so most of these Websites are going to be unfamiliar. At any rate, VWR’s home page, while uninspired, …

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March 1, 2000




APPAREL: market leaders – BRYLANE

Bought last year by French retail giant Pinault-Printemps-Redoute (PPR), the formerly public Brylane has built up a solid group of specialty-size and budget apparel books over the past several years. In addition to its Lerner New York, Lane Bryant, and …

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March 1, 2000




LIST ROUNDTABLE: On brokers’ changing roles

Most industry observers agree that the relationship between list brokers and their clients has changed in recent years. But when we asked four brokers to explain those changes and their magnitude, their answers differed dramatically. Still, whether they simply work …

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March 1, 2000




DIVESTITURES: SHAKEUP AT RIVERTOWN

President Donna Avery resigns; four titles to close
Rivertown Trading Co. has undergone what some might call a millennial makeover. Donna Avery, president of the St. Paul, MN-based gifts cataloger, announced in early January that she would resign by the …

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March 1, 2000




Y2K merchandise scored big in ’99

Even if your catalog didn’t peddle Y2K-themed candles, champagne flutes, or collectibles, millennial merchandise was ubiquitous in 1999. But did it sell? The catalogers we surveyed report that consumers did indeed respond with their wallets to Y2K hype, pleasantly …

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March 1, 2000




Lillian gambles on recruitment

Rye, NY-based gifts cataloger Lillian Vernon isn’t relying on Lady Luck when it comes to recruiting employees for its Las Vegas call center. Instead, the company printed an ink-jetted help-wanted ad on about 27,000 catalogs that dropped in November to the …

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