October 1, 1999




STRATEGIES: Cornerstone pushes for synergy, not IPO

International Cornerstone Group, the approximately $500 million, Boston-based cataloger, has been planning an initial public offering for more than a year. But since postponing it last year to complete an acquisition, the firm has decided to delay the offering indefinitely due …

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September 1, 1999




UPS to hit The Street

Aware that it takes money to make money, United Parcel Service (UPS) hopes to raise up to $5 billion in an initial public offering (IPO) before the year’s end. “The goal is to create acquisition currency,” says Norman Black, spokesman for …

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In News

September 1, 1999




WEB MARKETING: Cutting its ‘Net losses

Micro Warehouse shuts Savebynet.com’s cyberdoors
Smart companies know when to say when. And in August, $2.2 billion computer marketer Micro Warehouse, faced with high customer acquisition costs and low average orders, knew it was time to fold its Internet subsidiary, …

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In News

September 1, 1999




CUSTOMER RELATIONSHIP MARKETING: Building strong relationships

CRM moves b-to-b firms toward a customer-driven marketing dynamic
Every cataloger knows that the secret of long-term success is holding on to customers. And the best way to increase customer retention is to increase your knowledge of your individual customers, …

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In CRM, News

September 1, 1999




Before you MOVE

Few people like moving – and even fewer like moving their catalog warehouses. These tips may buy you space and time before you have to make the big move.
- Review your operations to make sure you’re making the most …

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In News

August 1, 1999




FULFILLMENT: Building back-end.com

Web marketers once touted their virtual warehouses as a competitive advantage they enjoyed over traditional catalogers. By acting as a drop-shipper, without the expense of back-end staff and systems, they could remain lean and mean, and pass the savings on …

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In News

August 1, 1999




THE CATALOG AGE 100

Acquisitions and the Web: These two issues have been driving the catalog industry for the past couple of years, so it’s no surprise that they’re key to the growth of the companies in Catalog Age’s exclusive ranking of the top 100 …

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In Uncategorized

August 1, 1999




TARGET MARKETING: Expanding your universe

In the ongoing quest to grow their universe of customers, some business-to-business catalogers seek prospects beyond their target market. By targeting a different type or size business, or by expanding into new product lines aimed at serving new customer segments, …

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In News

August 1, 1999




Get thee to…forklift school? OSHA now requires training for equipment operators

A new federal safety law means more schooling for your forklift operators. The Occupational Safety and Health Administration (OSHA) requires workers operating industrial powered warehouse equipment – including forklifts, hand trucks, and rider trucks – to be officially trained and …

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In News

July 1, 1999




Evolution of a brand

It started 15 years ago with a three-line, $3, three-day classified ad I placed in The Chicago Tribune to sell my used IBM PC. I sold that computer to the first caller, and the phones haven’t stopped ringing since. What began back …

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