December 1, 1998




Blair’s new process

Meet a loyal Blair Corp. shopper. She’s been buying Blair products for more than 20 years, ordering jackets, shoes, blouses, and skirts at least once a season. She opens every Blair envelope mailing of loose- sheet product offers, neatly clipping the …

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In News

December 1, 1998




Customer’s wish is Xtras’ command

A high-tech market requires high-tech customer communication strategies, or so business-to-business software cataloger Xtras has concluded. Responding to its customers, Xtras eliminated fax broadcasting this year in favor of e-mail newsletters. “This is the way customers have told us they …

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In News

November 1, 1998




A license to profit

The Microsofts, Lotuses, Adobes, and other heavy hitters of the estimated $5.6 billion software industry don’t want you to sell software to business customers with multiple users. Instead, they’d prefer that you license the software. And most catalogers are happy to …

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In Marketing

October 1, 1998




Perish the thought…

During the holiday season, even apparel and hard goods catalogers add food baskets and fruitcakes to their product lines, to capitalize on the season of gift-giving. But for those that don’t typically sell foods, fulfilling edible items poses challenges.
“You …

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In Lists & Data - Buisness, Lists & Data - Business-14-05-2013

October 1, 1998




Revenue rising yet again: Business-to-business

Once again, most of the publicly traded business-to-business mailers tracked by Catalog Age boasted strong profits for the second quarter. But half of the public computer catalogers suffered a decline in earnings, despite at least modest sales gains.
Take Torrance, …

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In Lists & Data - Business-14-05-2013

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

October 1, 1998




First in phone service

Catalog call centers are the fastest to “live answer” incoming calls-at least according to a survey published in the August issue of “Service Level Newsletter,” a call center industry publication. With an average of 23 seconds before a live answer (when …

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In News

October 1, 1998




A French catalog connection

How to build an international infrastructure is one of the most daunting-not to mention expensive-considerations for any cataloger contemplating mailing overseas. Some catalogers, such as Viking Office Products and Lands’ End, choose to spend tens of millions to set up …

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In Marketing

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

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