Abacus: Traditional Mail Order Still Rules

| MCM staff

According to the Abacus 2006 Multichannel Trend Report, the majority of direct sales captured in 2005 continued to take place via traditional “mail order” (phone/mail/fax), with 51% of households ordering through traditional channels.

Investing the Right Amount in Prospecting

| Michelle Farabaugh

To profitably grow a business, you need to invest the right amount in prospecting. But what is that right amount? It varies by company based on several factors including sales goals, profitability targets, short- and long-term strategic plans, and how customer lifetime value (LTV) compares with acquisition costs.

Rental List Selects Are Worth Their Weight in Gold

| Jim Coogan

Jim Coogan, president of Santa Fe, NM-based consultancy Catalog Marketing Economics, says that it is worthwhile to pay for those extra selection charges to get the most targeted names available from rental lists. After all, the incremental response from taking the best-of-the-best names from a rental list will pay the extra costs of the selects.

Spiegel Brands Acquires Carabella, A.B. Lambdin

| Jim Tierney

San Francisco-based private equity firm Golden Gate Capital Corp. has made no secret about its intention of building a billion-dollar family of apparel companies. On Sept. 6 it appeared to have reached its goal.

Essence by Mail Lives On in Ella Starr

| Tim Parry

New York-based apparel manufacturer Mink Marketing has launched its first catalog. But the new title, Ella Starr, is something of a direct descendant of the now-defunct Essence by Mail.

Buyout for Aramark

| MCM staff

Aramark Corp., the food services and facilities management firm that also owns a $425 million-plus direct division, has agreed to a $6.3 billion buyout

Smooth Landings

| Mark Wachen

Landing page optimization is very much in vogue these days. If there were a Billboard chart for hot acronyms, would clearly be rising with a bullet, heading

Volume slip-sliding away

| Sherry Chiger

Catalog Tracker received 265 consumer catalogs in June nearly 6% fewer than the 281 catalogs received in June 2005. It was the fourth month in a row that