April 1, 1999




Trolling for customers

Bill Guyre is vice president of the not-for-profit, New York-based Lighthouse Catalog, which sells specialized products for people with impaired vision. Annual sales, less than ñ10 million; annual circulation, 2 million.
Our parent company, Lighthouse International (a not-for-profit foundation that supports advocacy, …

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In News

March 1, 1999




Here, or over there?

Many U.S. catalogers have realized that there’s money to be made selling overseas (31% of the participants in Catalog Age’s 1999 Benchmark Report on Marketing are selling internationally). But since fulfillment costs can eat into profits, many of these mailers struggle …

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In News

March 1, 1999




B-to-B spending spree

Catalogers completed 28 transactions during the fourth quarter of 1998, compared to 29 deals the previous fourth quarter. But whereas business-to-business catalogers had posted only four deals during the final three months of 1997, this time around they accounted for 57% of the transactions.
Niles, …

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In News

March 1, 1999




Sweetening the deal

Offering incentives such as discounts, free shipping, and gifts with purchases has been part of catalog marketing for decades. And now that the Internet has become a viable channel for many catalogers, some are using incentive programs to convert Web …

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In Uncategorized

March 1, 1999




Overseas Success Stories

Among the U.S. catalogs mailing overseas, consumer books command most of the media attention. Yet it’s the business-to-business mailers that have made the most impact on international cataloging. Since the early 1990s, U.S.-based b-to-b catalog companies have …

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In Opsandfulfillment_warehouse-20-03-2013, Shipping/Delivery

February 1, 1999




The sun sets on the CML Group

Just four years ago, the CML Group’s empire included cataloger/retailers The Nature Co., Smith & Hawken, and NordicTrack. But on Dec. 17, the Acton, MA-based company filed for Chapter 11 bankruptcy protection and said it would sell its lone remaining property, gardening …

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In Uncategorized

February 1, 1999




The price is right. . . or is it?

You need a stapler. So you surf to the Office Depot Website and find that the stapler you want costs $13.49…if you live in Stamford, CT. If you’re in Overland Park, KS, you’ll pay only $12.99 for the same model.
The …

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In Uncategorized

February 1, 1999




‘Jobbers’ sweep out overstocks

No matter how prescient the merchandiser, every cataloger at some point ends up with overstock. While there are a range of liquidation options, including package inserts, outlet stores, and sale catalogs, more catalogers are turning to liquidators, or “jobbers,” which …

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In News

February 1, 1999




Low-cost forks

Smaller catalogers may not think they have the money or the space to invest in a warehouse forklift, but several new compact forklift trucks have recently hit the market. These “mini-forklifts” cost about half of the price of traditional forklift …

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In News

January 1, 1999




Reaching into retail

Despite their differences, catalogs and retail have always had a close relationship. After all, cataloging sprang from the retail sector in the late 1800s and early 1900s, when retailers such as Sears Roebuck, Montgomery Ward, and J.C. Penney pursued …

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