November 1, 1999




CLOSE-UP: HENRY SCHEIN – Scheining Knight?

The next challenge for b-to-ber’s CEO
Whoever dusts the cluttered office of Stan Bergman, CEO of healthcare supplies cataloger Henry Schein, should probably demand more money. Lining the wall-to-wall shelf under a wall-to-wall bank of windows are scores of certificates, …

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In Channel Integration, News

October 1, 1999




Circulation PLANNING

Uncovering some sort of circulation trend this holiday season is like trying to wrestle an octopus. Just when you think you have it pinned down, another tentacle emerges.
For instance, of the 15 consumer mailers shown in the chart on page 24, …

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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

June 1, 1999




Super-recency heats up

Three-month hotline names have long been a popular list select among catalogers. But two-month, one-month, and even one-week “super-recent” hotlines are becoming increasingly available.
Cooperative database RFMplus “is essentially a weekly hotline” of buyers from 70 catalog participants, says Frank Quaranta, …

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In Uncategorized

June 1, 1999




Rate appeal ruling due

An Appeals Court ruling was expected by early June on the Alliance of Nonprofit Mailers’ challenge to the legality of the January 1999 postal rate increase. The three-judge panel could force the U.S. Postal Service to rework the new rate …

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

March 1, 1999




Marketing Benchmark’99

Catalogers must have taken the phrase “if it ain’t broken, don’t fix it” to heart. Although the Internet has persuaded some catalogers to alter their strategies, traditional marketing techniques-such as renting lists and offering buyer incentives-are still working. n Among …

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In News

February 1, 1999




Cover at deadline

TEEN APPAREL CATALOG SHUTTERS Just Nikki, a teen apparel catalog launched by retailer Claire’s Stores in February 1998, mailed its last book in mid-November. The catalog, which stopped taking orders in January, “didn’t meet Claire’s expectations and had higher-than-expected fulfillment costs,” …

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In News

February 1, 1999




Head of the class

The phrase “school supplies” typically conjures up images of chalkboard erasers and colored construction paper-unless you’re Dan Spalding, chairman/CEO of business-to-business cataloger School Specialty, for whom school supplies mean big bucks. Spalding describes his company as the largest supplier …

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

November 1, 1998




Bargains abroad

Catalogers in the U.S. are enjoying at least one beneficial side effect from Asia’s economic ills: better prices on imports. But even as product costs slide, the cost and complexity of shipping them to the States are rising.
“The …

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In News

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