New Web Catalogs

| Moira Pascale

Eastern Mountain Sports When Eastern Mountain Sports (EMS) launched its Website last November, it didn’t expect to generate much sales volume, but rather

Scoring sales via telemarketing

| MCM staff

All it took was two telemarketers. By moving two team sales reps who had previously handled inbound orders to a newly created outbound telemarketing department,

Trolling for customers

| Moira Pascale

Bill Guyre is vice president of the not-for-profit, New York-based Lighthouse Catalog, which sells specialized products for people with impaired vision.

GOOD TIMES-FOR NOW

| Sherry Chiger

Judging by early spring sales results, most catalogers continue to benefit from the still-strong economy. Multititle gifts mailer Good Catalog Co., apparel

At Deadline

| MCM staff

GENESIS DIRECT DOWNSIZES After building a stable of more than 30 catalogs over three years, Genesis Direct announced on Feb. 3 that it would sell all

Marketing Benchmark’99

| MCM staff

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

Head of the class

| MCM staff

The phrase “school supplies” typically conjures up images of chalkboard erasers and colored construction paper-unless you’re Dan Spalding, chairman/CEO

Cover at deadline

| MCM staff

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.

Lifestyle: The next big thing

| MCM staff

In the late ’80s, “niche marketing” was the name of the game; in the ’90s, “branding” became the magic buzzword. As we approach the 21st century, look