ACQUISITIONS: SPECIALTY FINDS BUYER
Golub Associates takes the $46 million wig cataloger privateOn Dec. 3, less than three weeks after announcing it would discontinue its underperforming
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All in the family
This month’s questionWhat are the benefits and drawbacks to working in a family business?It’s said that the family that plays together stays together.
ONLINE SERVICE: Cultivating super cyber reps
What to look for in your e-mail service repsWhen assigning staff to answer queries and solve customer problems via e-mail, think twice before giving your
MERGERS AND ACQUISITIONS: Fewer deals, but no slump
Lack of serial acquirers accounts for drop in third-quarter activityThird-quarter merger and acquisition (M&A) activity among catalogers fell 25%, to
LEAD QUALIFICATION: Before the book mails…
Using questionnaires and phone calls to weed out weak prospectsWith a postage increase expected in 2001 and future paper prices in doubt, prospecting
CUSTOMER RELATIONSHIP MARKETING: Building strong relationships
CRM moves b-to-b firms toward a customer-driven marketing dynamicEvery cataloger knows that the secret of long-term success is holding on to customers.
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
Next up for J. Jill: retail
Having grown sales nearly 158% in three years, from $85 million in 1996 to $219 million in 1998, women’s apparel cataloger DM Management is ready to conquer
The 10 Best Catalog Redesigns
Beauty may be in the eye of the beholder, but in catalog creative, a pretty presentation had better check out on the balance sheet as well. As one catalog
Fine-tuning fulfillment
Unlike their consumer brethren, which typically offer fewer products, many business-to-business mailers stock and sell tens of thousands of SKUs. Moreover,