March 1, 2004




Smooth Sailing in Choppy Waters

Technology Market: CDW Computes a Profitable Sales Equation
Perhaps no industry has felt the economic slowdown more than the technology sector. According to Framingham, MA-based market research firm International Data Corp., overall IT spending on hardware has been flat for …

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In Uncategorized

March 1, 2004




The Value of Lifetime Value

Most catalogers have used the term “customer lifetime value” (LTV), but few have actually calculated it, let alone used it in determining their marketing strategy. And that’s a shame. Without calculating LTV, it can be difficult to ascertain if your …

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In Uncategorized

March 1, 2004




Moore Medical Weighs Two Offers

Call it the power of direct marketing that led two companies to offer to purchase New Britain, CT-based Moore Medical in January. On Jan. 20, San Francisco-based healthcare services behemoth McKesson Corp. agreed to acquire the $137.8 million medical supplies cataloger for …

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In News

February 25, 2004




Moore Medical Receives Another Acquisition Offer

New Britain, CT-based medical and surgical supplies marketer Moore Medical Corp. is once again the belle of the M&A ball. On Feb. 24, the business-to-business mailer confirmed that Newton, MA-based Clinical Data offered to acquire Moore Medical for $15.84 per share, …

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In News

February 25, 2004




Bear Creek Bid Lower Than Expected

As New York-based investment firm Wasserstein & Co. closes in on a potential deal to acquire Medford, OR-based Bear Creek Corp. for $260 million, industry sources have told CATALOG AGE that the multititle cataloger is commanding a lower than planned price tag. …

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In News

February 10, 2004




Financial Reports: PC Mall, J. Jill, School Specialty, Collegiate Pacific

PC Mall Ends Year on a High Note

Torrance, CA-based computer reseller PC Mall ended 2003 with a 13% rise in annual sales, to $975.6 million from $862.8 million in 2002. What’s more, net income soared, to $3.0 million from $148,000 the previous year.
Fourth-quarter sales …

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In News

February 1, 2004




Give and Take

Like so many issues in the logistics and distribution industry, many small improvements to gain flexibility are often the best path to the greatest benefit. At the same time, each opportunity involves a tradeoff. Below are a variety of options …

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

February 1, 2004




Catalog CRM: On the Road to a Return on Investment

Customer relationship management (CRM) solutions promise integrated systems, loyal customers, and unforeseen profits. Unfortunately, something is missing in most applications. It’s not service, although CRM has spawned a billion-dollar industry without significantly improving the service index. Nor is it the …

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In CRM, News

January 20, 2004




Moore Medical Sold to McKesson

San Francisco-based healthcare services behemoth McKesson Corp. has signed a definitive agreement to acquire New Britain, CT-based Moore Medical, a cataloger of medical and surgical supplies, for about $40 million. The acquisition, subject to a vote by Moore’s shareholders, is …

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In News

January 1, 2004




Pick the Best

Periodically, almost every operation is faced with the task of needing to revamp its picking methods. Common goals for a picking process revision are (1) to meet the changing requirements of specific customers; (2) to improve performance by gaining speed or improving …

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In Inventory, Opsandfulfillment_warehouse-20-03-2013

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