November 3, 2006




October Sales Roundup

If fall sales can predict holiday results, then four of the five publicly traded companies tracked by MULTICHANNEL MERCHANT are in store for a profitable Christmas. All of the companies performed admirably in October, with the exception of Sharper Image …

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In Channel Integration, Cross Channel

November 1, 2006




Guitar Center sells online at last

Although Guitar Center has had a Website since 1995, visitors could not buy product from the site. But in late June the Westlake Village, CA-based retailer of musical instruments and gear relaunched GuitarCenter.com as an e-commerce site.
Guitar Center is …

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In Catalog, Ecommerce

November 1, 2006




Juggling Web AND Phone Contacts

The average multichannel merchant reports that up to 40% of direct sales come through the Internet, according to research conducted by my firm, F. Curtis Barry & Co. The percentage of direct sales from the Internet can range from as low as 15% …

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In Affiliate, Channel Integration

November 1, 2006




Caught in the Net

A year after launching a Website selling its outdoor sporting gear and clothing in 1996, Recreational Equipment Inc. (REI) installed Internet kiosks in all of its stores. Retailer customers — and store employees — were underwhelmed, to say the least. “Performance was miserable, …

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In Channel Integration, Ecommerce

October 31, 2006




Search Engine Marketing Does More Than Ever This Holiday Season

(Chief Marketer) With each passing season, search helps marketers accomplish an increasing array of goals. This year is no exception; search continues to gain share from other marketing channels and register impressive growth rates when nurtured with proactive budgeting and …

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In Ecommerce, WEB CHANNEL: SEO/SEM

October 30, 2006




‘Tis The Season to Lock Out Customer Data Breaches

This two-part series looks at threats from an internal and external perspective and discusses strategies for making this holiday season a successful and secure one.
Many are predicting the 2006 holiday season will be the busiest yet. Whether they set foot …

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In Channel Integration, Cross Channel

October 26, 2006




Live from ECMOD: N Brown’s Internet Centricity

London–N Brown Group is as traditional a catalog company as you can get. It has roughly 20 catalog titles, among them J D Williams, 50 Plus, and Simply Be, most of which target women 45-65 years old. About 75% of its revenue is …

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In Ecommerce, International

October 24, 2006




Live from the Lenser Client Summit: Why We Loved The ‘80s

San Rafael, CA—The ‘80s weren’t just about power ties, big hair, and MTV. For catalogers, the decade was a time of lower customer expectations, which made it easier to do business, according Brian Rainey, CEO of Lafayette, CO-based …

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In Catalog, News

October 5, 2006




Online Marketers, Shoppers Getting a Jump on Holiday 2006

Consumers are gearing up to start the holiday season earlier this year, according to the 2006 eHoliday Mood Survey conducted by trade association Shop.org and comparison shopping Website Shopzilla, and merchants are following suit.
Nearly 20% of the online shoppers polled …

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In Affiliate, Ecommerce

October 1, 2006




Entertaining a redo

Selling fine linens and tableware, Gracious Style aims to help consumers entertain with elegance and flair. The Los Angeles-based merchant graciously accepted our invitation for critique subjects. Our reviewers this month, Mark Gilchrist, principal of Madison, CT-based design agency Bulldog …

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