Catalog Success 2006 Article Index

Below, our annual index of all stories that appeared in Catalog Success throughout 2006, including this issue. (For easy reference, use the print screen.)

Cataloger Profiles

Cover Stories
United Receptacle: “B-to-B Goes ‘Plug and Play’” by Alicia Orr Suman, January
Reiman Publications: “The Synergistic Approach” by Alicia Orr Suman, February
Boston Proper: “Billion-Dollar Opportunity” by Donna Loyle, May
Spiegel Brands: “How Spiegel Recovered” by Paul Miller, June
Smarthome Direct: “Growth the Smart Way” by Matt Griffin, July
J&L Industrial Supply: “Shaped Up, Shipped Out” by Paul Miller, August
Northern Safety Co.: “Safely Ahead of the Game” by Matt Griffin, September
AmeriMark Direct: “Steady As She Goes” by Matt Griffin, October

Profiles of Success
Paal Gisholt, president/CEO, SmartPak Equine, January
Sue Landay, president, Trainer’s Warehouse, February
John Economaki, president/founder, Bridge City Tool Works, March
Steve Singer, president/owner, Hartford York, April
Paulette Jarvey, president/owner, Hot Off the Press, May
Christophe Gaigneux, EVP, Redcats USA - Boston Apparel Group, June
Nikhil Behl, director of sales centers, HP Home & Home Office Store, July
Fred Meyers, president, The Queensboro Shirt Co., August
C. Eduard Bjorncrantz, vice president, direct marketing, Day-Timers, September
Justin Rashid, president/founder, American Spoon Foods, October
Ashton Harrison, president/founder, Shades of Light, November

Catalog Case Studies
NRS: “Optimized for Search” by Donna Loyle, February
Sundance: “Better Forecasts Equal Fewer Backorders” by Matt Griffin, April
Lillian Vernon: “Third-Party Profits” by Matt Griffin, May
Hershey Direct: “Hershey Direct Makes Seamless Ground Delivery Carrier Transition” by Paul Miller, June
Global Industrial Equipment: “Data Solution Increases Efficiency, Decreases Head Count” by Matt Griffin, July
Shari’s Berries: “Hosted Site More Stable, Easily Updatable” by Matt Griffin, August
My Grandma’s of New England: “Order Entry System Reduces Shipping Errors” by Matt Griffin, September
Ross-Simons: “Deferred Payment Solution Increases Q4 Conversion” by Matt Griffin, November

Cataloger Spotlight
Modern Postcard: “How a Vendor Became a B-to-B Cataloger” by Paul Miller, October

Industry Research

Special Sections
“The Top 200 Catalogs,” March
“The 50 Best Tips of 2006,” November

Features and Columns

Business-to-Business Cataloging
“Don’t Try This at the Office” by Gina Valentino, January
“Analytics and Measurement” by George Hague, May
“An Introduction to Merchandise Analysis” by George Hague, July
“Boost Response With Nontraditional List Selects” by George Hague, October
“Are You Right Sized?” by George Hague, December

Circulation
“Trim Costs After the Postal Rate Increase” by Matt Griffin, February
“When Prospects Aren’t Buying” by Stephen R. Lett, February
“Special Report: Matchbacks” by Terrell Sellix, March
“Sharpen Your Circulation Skills” by Stephen R. Lett, March
“How to Use Selling Expense Ratios” by Stephen R. Lett, July

Contact Center Management
“Track Call-to-Order Conversions” by Jim Gilbert, January
“Benchmarks & Best Practices” March
“How to Boost Your AOV” by Jim Gilbert, March

“15 Bottom-Line-Boosting Ideas” by Curt Barry, April
“How to Select an Outsourcing Partner” by Donna Loyle, April
“If Money Isn’t the Answer, What Is?” by Angela Wolfe, August
“Calibrate! Calibrate! Calibrate!” by Angela Wolfe, October
“Expand Your Call Center Universe” by Matt Griffin, December

Creative
“Edwin Watts Golf Could Drive Home More Sales” by Christine Carrington, January
“Test Your Way to a Winning Catalog Cover” by Susan McIntyre, February
“Channel Surfing” by Carolyn Heinze, March
“For BTX, It’s Blink, Think and Google” by Andrea Syverson, April
“Leap of Faith” by Gina Valentino, May
“How to Make the Most of Your Back Cover” by Susan McIntyre, May
“Hit the Right Notes” by Glenda Shasho Jones, June
“A Touch of Nostalgia” by Christine Carrington, July
“The 40-40-20 Rule: Know how and when to invest in creative” by Jim Gilbert, August
“Picture Perfect” by Carolyn Heinze, August
“Monastery Icons: A beautiful catalog that can do better” by Miriam O. Frawley, August
“Classic Merchandise Begs for Better Catalog Effort” by Sarah Fletcher, September
“Profit Prescriptions for Product Density” by Susan McIntyre, October
“Sonlight Curriculum Makes the Grade” by Andrea Syverson, October
“Keep Catalog Sales Healthy” by Christine Carrington, December

Customer Acquisition and Retention
“How to Hook and Keep Gold Customers” by Donna Loyle, January
“The Drill Down” by Ernie Schell, February
“When Prospects Aren’t Buying” by Stephen R. Lett, February
“Special Report: Matchbacks” by Terrell Sellix, March
“Continuity Mailer … Who Me? Never! Why Not?” by Shari Altman, May
“Take the Road Less Traveled” by Shari Altman, October
“Catalog Circulation: A Primer in the Basics” by Stephen R. Lett, October
“Plan for 2007: Rank Your Customers, Prospects” by Jim Gilbert, October
“Plan for 2007, Part II: Develop Powerful Promotions for Prospects” by Jim Gilbert, November
“Plan for 2007, Part III: Convert Triers to Buyers to Advocates” by Jim Gilbert, December
“Keep ’em And Hold ’em” by Matt Griffin, December

Database Marketing
“How to Hook and Keep Gold Customers” by Donna Loyle, January
“Trim Costs After the Postal Rate Increase” by Matt Griffin, February
“The Drill Down” by Ernie Schell, February
“Special Report: Matchbacks” by Terrell Sellix, March
“How to Use Selling Expense Ratios” by Stephen R. Lett, July
“Get to Know Your Customers Even Better” by Jim Wheaton, October

Distribution Centers
“What’s New in Packaging Solutions” by Matt Griffin, January
“Benchmarks & Best Practices,” March
“15 Bottom-Line-Boosting Ideas” by Curt Barry, April

E-commerce
“19 Ways to Suppress Online Sales” by Alan Rimm-Kaufman and Larry Becker, February
“Channel Surfing” by Carolyn Heinze, March
“How to Secure Your Web Site Against Hackers” by Alan Rimm-Kaufman, March
“Blog for Increased Customer Response” by Alan Rimm-Kaufman, May
“Podcasts 101: How Podcasts Add Value to Your Site” by Joe Dysart, May
“15-minute Interview: Allen Noren, director, e-commerce, O’Reilly Media” by Matt Griffin, May
“Your Web Site Today: To Host or Not to Host?” by Ernie Schell, July
“Build Online Loyalty Efficiently” by Ken Burke, July
“Help Your Customers Find You In Cyberspace” by Stephan Spencer, October
“Add the Fifth ‘P’ of Marketing” by Alan Rimm-Kaufman, October
“Take a Page From the 14th Century” by Alan Rimm-Kaufman, November
“The Online Retail 2.0 Ideas Tour” by Alan Rimm-Kaufman, December

E-mail Marketing
“Channel Surfing” by Carolyn Heinze, March
“Increase Response to Your E-mail Campaigns” by Matt Griffin, April
“Discover the Power of Confirmation E-mails” by Jim Gilbert, July
“Improve Your E-mail Sign-up Process” by Alan Rimm-Kaufman, September

Executive Focus
“Exit the Stage Right” By Stephen R. Lett, January
“Benchmarks & Best Practices,” March

Fulfillment and Catalog Operations
“What’s New in Packaging Solutions” by Matt Griffin, January
“Benchmarks & Best Practices,” March
“How to Save Money on Your Inbound-Freight Program” by Nicholas C. Isasi, April
“Profit From Your Returns” by Jim Gilbert, May
“Last-Minute Readiness” by Debra Wilson Ellis, June
“Avoid Fulfillment Woes” by Curt Barry, September

Insert Media
Inserts: Are They Still Worth Your While” by Gretchen A. Peck, July

Inventory Management
“The Convergence Question” by Bill Spaide, April

International
“Colour Me Canadian” by Stephen R. Lett, September

Lists
“How to Hook and Keep Gold Customers” by Donna Loyle, January
“The Drill Down” by Ernie Schell, February
“When Prospects Aren’t Buying” by Stephen R. Lett, February
“Special Report: Matchbacks” by Terrell Sellix, March
“Sharpen Your Circulation Skills” by Stephen R. Lett, March
“A-Listers” by Carolyn Heinze, May
“Cooperative Databases: Weighing In on the Catalog Co-op Data- bases ’06” by Matt Griffin, July
“Boost Response With Nontraditional List Selects” by George Hague, October
“Find the Right Lists” by Stephen R. Lett, December

Management Issues
“Exit the Stage Right” by Stephen R. Lett, January
“Benchmarks & Best Practices,” March
“Promote From Within” by Les Gore, May
“Partner With the Best” by Stephen R. Lett, June
“Prepare Your Catalog Business for Disaster” by Jim Gilbert, June
“How to Use Selling Expense Ratios” by Stephen R. Lett, July

Marketing and Prospecting
“How to Hook and Keep Gold Customers” by Donna Loyle, January
“Don’t Try This at the Office” by Gina Valentino, January
“The Drill Down” by Ernie Schell, February
“When Prospects Aren’t Buying” by Stephen R. Lett, February
“Special Report: Matchbacks” by Terrell Sellix, March
“How to Boost Your AOV” by Jim Gilbert, March
“How to Revamp Your Marketing Strategy” by Stephen R. Lett, May
“The Art and Science of Testing” by Jim Gilbert, September

Merchandising
“How to Hook and Keep Gold Customers” by Donna Loyle, January
“When Prospects Aren’t Buying” by Stephen R. Lett, February
“Put the Rooster Tile Near the Chicken Towel” by Susan McIntyre, April
“Got Purpose?” by Andrea Syverson, June
“An Introduction to Merchandise Analysis” by George Hague, July
“The 10 Biggest Mistakes in Merchandise Presentation” by Glenda Shasho Jones, September
“Profit Prescriptions for Product Density” by Susan McIntyre, October

Multichannel Marketing
“The Drill Down” by Ernie Schell, February
“Channel Surfing” by Carolyn Heinze, March
“Special Report: Matchbacks” by Terrell Sellix, March
“Connect the Dots” by Reggie Brady, October
“Make Matchbacks a Routine” by Stephen R. Lett, November

Packaging
“What’s New in Packaging Solutions” by Matt Griffin, January
“Think Inside the Box” by Jim Gilbert, April

Paper
“Trim Costs After the Postal Rate Increase” by Matt Griffin, February
“10 Money-saving Tips for Print Production” by Gretchen A. Peck, April
“What’s New in Paper” by Donna Loyle, April
“Forest Certification Programs in Plain English” by Matt Steinmetz, May

Postal Issues
“Trim Costs After the Postal Rate Increase” by Matt Griffin, February
“Prepare For the Postal Hike” by Stephen R. Lett, August
“Beyond Rising Postal Rates” by Gene Del Polito, October
“Postal Remedy: New, Lighter Papers” by Gail Kalinoski, November

Printing and Production
“Trim Costs After the Postal Rate Increase” by Matt Griffin, February
“Catalog Design Duels: Workflow in a two-platform world” by Gretchen A. Peck, April
“10 Money-saving Tips for Print Production” by Gretchen A. Peck, April
“Put the Rooster Tile Near the Chicken Towel” by Susan McIntyre, April
“Building a Digital Workflow, Brick by Brick” by Gretchen A. Peck, August
“Digital Remedies for Print Profits” by Susan McIntyre, August
“Still Fit to Print?” by Carolyn Heinze, September

Privacy and Data Security
“How to Secure Your Web Site Against Hackers” by Alan Rimm-Kaufman, March

Promotions
“What You Need to Know About Promotional Offers” by Stephen R. Lett, April

Search Engine Marketing and Optimization
“Give Search Marketing Campaigns a Checkup” by Alan Rimm-Kaufman, June
“Improve Your Site’s Searchability” by Brian Dean, July

Systems and Technology
“The Drill Down” by Ernie Schell, February
“Special Report: Matchbacks” by Terrell Sellix, March
“How to Secure Your Web Site Against Hackers” by Alan Rimm-Kaufman, March

Valuations & Acquisitions
“Know What to Ask” by Larry West, October