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May 1, 2008 News Highlights Lillian saved by sale May 1, 2008 12:00 PM, By Tim Parry and Jim Tierney It's been a scary first quarter for the multichannel industry, with many merchants closing, in bankruptcy, or said to be near folding. At least Lillian... Hale Groves parent buys Pittman & Davis May 1, 2008 12:00 PM, Patrick Barnard Southern Fulfillment Services (SFS) has acquired Pittman & Davis, a catalog and Internet company offering fruits and gourmet foods. Terms of the deal,... Taxing provision for direct merchants May 1, 2008 12:00 PM, Jim Tierney Use-tax is rearing its head once again: New York Gov. David Paterson signed into law on April 15 a provision that will require out-of-state online retailers... SeaBear snaps up GD Seafoods May 1, 2008 12:00 PM, By Jim Tierney SeaBear Wild Salmon is a bigger fish in the food catalog pond. The Anacortes, WA-based mailer acquired GD Seafoods, which does business under the Gerard... Sale or sink for Red Envelope May 1, 2008 12:00 PM, By Tim Parry Red Envelope warned in February that it had only enough money to operate the business through June. But at press time it was looking like the gifts cataloger... Levin steps down, wants to buy SI May 1, 2008 12:00 PM, By Tim Parry Jerry Levin resigned March 10 as chairman of The Sharper Image, and has informed the company that he and a group of investors are interested in acquiring... Gifts and collectibles names not so generous May 1, 2008 12:00 PM, Patrick Barnard The gifts and collectibles catalog segment lost about 650,000 names roughly 3% in 2007, according to New York-based media brokerage firm ParadyszMatera.... System helps Art of Shaving grow May 1, 2008 12:00 PM, Jim Tierney While many retailers reported soft sales last year, multichannel merchant The Art of Shaving grew a record-breaking 62% in 2007. The marketer of upscale... A faint fourth quarter May 1, 2008 12:00 PM, By Jim Tierney For many of the nine publicly traded business-to-consumer merchants tracked by Multichannel Merchant, 2007 went out with a whimper. Four of the nine companies... Fewer February books received May 1, 2008 12:00 PM, Tim Parry Consumer spending was down in February, and so was the number of catalogs in the mail. Catalog Tracker, a service of Greenwich, CT-based list firm Direct... BlueSky's collapse causes nonprofit fiasco May 1, 2008 12:00 PM, By Ken Magill The collapse of direct marketer BlueSky Brands has delivered a bruising black eye to several of the most venerable nonprofits in existence and left them... Cover Story Then and Now May 1, 2008 12:00 PM It's our birthday! We turn the Big 2-5 this year, and anytime you celebrate an important anniversary, it's a time for looking back and reflecting on your history. We decided to take this opportunity to revisit some of our readers' histories... Print Channel Word-watching for fun and profit May 1, 2008 12:00 PM, Herschell Gordon Lewis As recently as a generation ago, catalogs could survive by basing their appeal on a combination of traditional image, buyer loyalty, and breadth of selection.... Kino comes in for a close-up May 1, 2008 12:00 PM, Jeff Haggin Fellini, Polanski, Capra, Huston, DeMille, Griffith, Peckinpah, Eisenstein just a few of the greatest film directors of all time, and just a few of the... Time for a Redesign? May 1, 2008 12:00 PM, by Kevin Kotowski When should you consider redesigning your catalog? The snap answer is when sales drop off dramatically. The smarter answer, of course, is before sales... Web Channel Welcome home May 1, 2008 12:00 PM, By Stephen Spencer When was the last time you took a good, hard look at your home page, including its load time, navigation structure, content and layout? A well-designed... From clicks to bricks May 1, 2008 12:00 PM, By Bob Armour Today's shoppers are spending more time online searching and researching products than ever before. As the Internet continues to grow as the first stop... Mining NATURAL SEARCH Data May 1, 2008 12:00 PM, By Thom Adams Medium and large-size e-commerce sites often have more aspects to their natural search data than strategies to effectively make use of it. Natural search... The religion of relevancy May 1, 2008 12:00 PM, By Ken Magill Marketers embracing customized e-mails Direct marketers tend to think in terms of tonnage. How big is the list? How large is the universe of names? Increasingly,... Sears Eyes Teen Girls with Prom Site May 1, 2008 12:00 PM, By Tim Parry Ask a high-school-age girl where she wants to buy her prom gown, and in all probability she's not going to answer But the multichannel general merchant... New Website targets paintball warriors May 1, 2008 12:00 PM, By Patrick Barnard Seeking to capitalize on the ever-increasing popularity of paintball, St. Louis, MO-based Way Technology has launched PaintballerParadise.com. The Website... Figurine site has crystal clear concept May 1, 2008 12:00 PM, Patrick Barnard Dennis and Marla Chorney have been collecting crystal figures for more than a decade. The Skokie, IL-based husband-and-wife team are sharing and selling... Cross Channel Customer-Centric Communication May 1, 2008 12:00 PM, By Andrea M. Hill Marketers have been thinking about, teaching and practicing the art of customer relevance since the first peddlers hawked their wares. Yet each generation... Coming to Their Senses May 1, 2008 12:00 PM, By Lois Boyle-Brayfield See, hear, touch, smell and taste. Each sense can evoke powerful memories and emotions that can alter simple and big decisions. Research has told us:... Add it up May 1, 2008 12:00 PM, GINA VALENTINO One of the most surprising compliments a marketer can receive is, wow, you brought a calculator to the meeting. More and more, marketers have to be responsible... Cultivating Loyalty May 1, 2008 12:00 PM, By Jeff March and Karen Mayo Continuity marketers know how difficult it is to generate new leads and then nurture them through the conversion funnel. The honeymoon phase when the... Driving Value in Your Direct Marketing Business May 1, 2008 12:00 PM, By David J. Solomon How do you improve the value of your business? It's a big topic, because it dovetails with what company owners work to do every day. But since we're in... Dump the silos May 1, 2008 12:00 PM, By Tim Perry If you ever play air hockey at Bud Reed's house, get him to tell you the horror story about how he got his table. It's a perfect illustration of how many... New lists May 1, 2008 12:00 PM Oprah Book Club Enthusiasts The master file consists of 361,272 names including 208,417 mail order buyers sourced from Oprahsbookclub.com. Seventy-three... Marketing Pulse May 1, 2008 12:00 PM, By Melissa Dowling When it comes to market research, multichannel retailers tend to be do-it-yourselfers: Sixty-five percent of the companies surveyed by Multichannel Merchant... Operations+Fulfillment The Long Way Home May 1, 2008 12:00 PM, By Jeff Morris Is there a single U.S. merchant who hasn't at least thought of importing goods from Asia? It's cheaper than manufacturing at home, and the quality is... An insider's take on Asia May 1, 2008 12:00 PM, By Gerad Hemstead I am not going to make any friends in the world of domestic warehousing and fulfillment with my comments about Asia in general and China in particular.... Finding your voice May 1, 2008 12:00 PM, By Larry Sweeney Voice-directed work can provide a serious boost to productivity, accuracy, safety and job satisfaction in distribution centers. How do you get the best... Postal reform makes USPS a parcel delivery contender May 1, 2008 12:00 PM, By Jim Tierney In the packaging business, the U.S. Postal Service has lagged behind competitors such as United Parcel Service, Federal Express, and DHL due to pricing... Conducting a culture scan May 1, 2008 12:00 PM, Liz Kislik Times are tough in corporate America, making jobs harder to get and keep. In times of economic uncertainty, it can be hard to keep employees motivated... Growing Pains May 1, 2008 12:00 PM, By Kate Vitasek and Steve Symmes Merchants have plenty of reasons to go from a single distribution center to two or more DCs reducing transit times to customers, supporting business growth,... Getting DC Size Right May 1, 2008 12:00 PM, Jim Tierney No multichannel marketer wants to be stuck with a distribution center that's too small. Excess capacity in a facility that's too big is just as much of... Lehman's culture: People who need people May 1, 2008 12:00 PM, Jim Tierney A great system with lousy people translates to a bad result, according to Bruce Breckbill, vice president of direct sales for Lehman's. Operations and... Two key contact center metrics to measure May 1, 2008 12:00 PM, Jim Tierney Every merchant wants his contact center to be better than average. So how do you get yours to break away from the middle of the pack? Two areas of measurement... Retail Channel You're hired May 1, 2008 12:00 PM, By Linda Formichelli It's so annoying. A shopper is trying to check out, and the sales clerk is chatting on the phone or staring into space. Does this happen to your customers?... Mind your Business May 1, 2008 12:00 PM, By Karen M. Kroll Granted, it's not the sexiest product line. But Klein Tools has in 150 years built a solid business selling pliers, screwdrivers and other tools used... In Every Issue Celebrating our silver year May 1, 2008 12:00 PM, Melissa Dowling, Editor-in-Chief In some ways it's hard to believe that this magazine is turning 25 this year. In other ways, it's difficult to imagine the catalog now the multichannel... Backword May 1, 2008 12:00 PM LOOKING BACK Mourning The Paragon In all the excitement of Multichannel Merchant's 25th anniversary this year, we've been combing through back issues... Letters May 1, 2008 12:00 PM Seeing red over green groups A growing number of direct marketers have taken notice of the DMA's 2007 Resolution Asserting Environment Leadership and...

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