The New Focus: Corporate Citizenship
October 1, 2002

Perhaps it’s the image of CEOs and CFOs being led away in handcuffs, or the new corporate fraud bill hastily signed into law during the summer, but lately I’ve been thinking a lot about corporate responsibility. And apparently I’m not alone. Two reports on the topic recently crossed my desk. A study from The Conference Board found that more and more company executives are accepting corporate responsibility as a new strategic and managerial function—complete with bottom-line repercussions—that requires their attention. The other report, this one a Jericho Communications survey of 264 Fortune 1000 CEOs, found that 36 percent of respondents said

Be a Survivor
October 1, 2002

The most unlucky cataloger I ever knew was a food cataloger who watched helplessly in 1994 as its retail store in Northridge, CA, turned to rubble in a disastrous earthquake. A year later, the same cataloger was again forced to watch as its retail store in Japan literally slid into the ocean in the Kyoto earthquake. Next time you think the gods have singled out your catalog for special torment, remember this cataloger. Cataloging has seen its share of recent collapses and closures (e.g., Fingerhut, Springhill Nursery, Willis & Geiger, Balduccis). Several others have come right to the brink of disaster before

Ingredients for a Catalog Startup
September 1, 2002

The desire to create something, to invent something, was Eileen Spitalny’s dream since high school. “It was in the back of my mind in college that I wanted to start a business. I worked at the entrepreneur program at USC, reviewing new business plans, and I found the prospect [of starting a business] very exciting.” Spitalny and childhood friend David Kravetz had an idea for a business since they were kids: to sell David’s mom’s made-from-scratch brownies. They had no idea it would turn into a direct marketing business. Fairytale Brownies—the business Spitalny and Kravetz started in 1992—celebrates its 10th anniversary this year. Spitalny

What a Difference a Year Makes
September 1, 2002

As I sit down in mid-August to write this edition of Editor’s Notes, I’m thinking back to last August, specifically to a time before terrorists forever altered our sense of tranquility. Now I’m not one to wax poetic, but I am remembering fondly the days when TV show “survivors” were top of mind instead of all-too-real Middle Eastern terrorist cells and ominous-sounding security measures here at home. I was in New York City recently, and I paid my respects at Ground Zero. The swift clean-up operation going on there is a true testament to our nation’s “can do” attitude. As I stood there

Optimize Your Organizational Structure
June 1, 2002

As catalog companies grow and their business strategies change, having an effective organizational structure can help executives improve results. Of course, the size and complexity of a business will determine how many people are needed to make any structure work. This month, we’ll examine typical organizational structures for catalogs of all sizes and how effective hierarchies can be established. Structures and Teams In a large corporation that has other business units, the front end of a catalog operation—marketing, merchandising and creative—generally reports to a catalog director or vice president. In a more typical catalog operation, they report to a president and/or CEO.

From Salvage to Space
August 1, 2001

When you come to a fork in the road, take it. —Yogi Berra This is the extraordinary story of a family-owned corporation that bailed out of its half-century-old signature business and took off in a whole new and highly profitable direction. In 1942, an avid young amateur photographer named Norman W. Edmund tried to locate good camera lenses. But the war had thrown a wrench into the entire stream of consumer and industrial products. After an exhaustive search, he found a source for his lenses. It occurred to him that other camera buffs may be in the same boat, so the

Selling Your Catalog: Prepare for the End Game
June 1, 2001

Sale, merger, IPO? It’s important to know, from the very inception of your business, how you will exit from it. The end game is a fascinating concept. It is philosophically universal, therefore having definition and meaning relative to life and living, religion, art, war, sports, investments—and ownership of a catalog business. When one thinks of the term “end game,” the two words “end” and “game” should be considered. First, it’s the end of a process, often the sale of a business or the harvest of wealth after a long period of creating and increasing value. Second, it’s a game, that is, a

The Sharper Image: Creating Better Desires
June 1, 2001

My old professor, Frank Knight, used to say, that what people wanted was not the satisfaction of their wants, but better wants. —Herbert Stein, Presidential advisor and economist, The Wall Street Journal When I was a small boy growing up on Long Island, the big annual December outing was an overnight trip to Manhattan to visit my grandmother for the movie and Christmas pageant at the Radio City Music Hall and the annual visit to F.A.O. Schwarz, the great toy emporium on Fifth Avenue and 59th Street to see the newest in 0-gauge Lionel electric trains. When I became a man, I put away

Case Study: Brooks Brothers on the Cutting Edge
March 1, 2001

Just before I sat down to write this, The New York Times reported the death of yet another beloved—albeit little known—boutique institution, Gorsart Clothes. The downtown Manhattan men’s clothier had served the Wall Street community since 1921. In the words of Times writer Sherri Day, The last straw may have been the advent of casual Fridays—and Thursdays and Wednesdays—which eliminated much of the need for the crisply tailored suit and the power tie. Where Gorsart was unable to change with the times, another great New York men’s clothier, Barney’s, changed too much—only to be taken over by its creditors in 1996. Founded in

What’s In Your Catalog’s Future?
December 1, 2000

For the past two decades, I have written and spoken worldwide on the future of the catalog industry. My position has always been to challenge conventional thinking, and I have been right on some things and wrong on others, but hopefully always provocative. My early thoughts on the future of the Internet (1994) and its influence on catalog and direct marketing have been, for the most part, accurate. I predicted the growing importance of e-mail marketing, permission-based databases, proprietary databases and the surety of dynamic pricing as an outgrowth of self-directed, online commerce. In 1997, I was correct in my assessment of