Home Depot

Multichannel Integration: Three Tactics to Achieve Channel, Brand and Market Segment Profitability
February 20, 2007

As evidenced by recent surveys, including one in this issue’s By the Stats column, multichannel integration and customer acquisition across channels are both issues of increasing importance to catalogers, online merchants and brick-and-mortar retailers. Executives from several multichannel merchants gave their strategies for achieving success across multiple channels, brands and market segments in a panel session at last week’s eTail conference in Palm Desert, Calif. 1. On getting Internet marketing funds from reluctant executives: “One of the ways we raised awareness for e-marketing was to break out the sales that were attributed to Internet marketing on the formal P&L,” said Maureen Daney, vice president and

Industry Eye: Shakeups and People on the Move
February 1, 2007

Shakeups at Three Big Multichannel Retailers Executive departures have resulted in major changes at three large multichannel retailers. Below are the maneuverings. J.C. Penney: Chairman/CEO Myron “Mike” Ullman has added the responsibilities of COO for this multichannel giant following the December termination of EVP/COO Catherine West. The Home Depot: Robert Nardelli has resigned as chairman/CEO of this multichannel home improvement products merchant. He’s been replaced by Vice Chairman and EVP Frank Blake. Additionally, CFO Carol Tome has added the title of EVP, corporate services; EVP for Home Depot Supply Joe DeAngelo has been named COO; and Brian Robbins has replaced John Campi as SVP, global sourcing and

E-coming of Age
September 1, 2006

&000;&000; Over the years, I've made plenty of catalog purchases, but rarely simply because I was a catalog business editor. I only turned to catalogs when I needed something unusual or came across a killer sale. Otherwise, I bought my mainstream goods off the rack. Today, that's changed. And the two vehicles that have impacted me the most have been the coming of age of e-mail and the remarkable ease of search engines. I find e-mail's impact on me surprising, because less than five years ago, I'd delete any personal e-mail from just about any address I didn't recognize. But now, I

Shaped Up, Shipped Out
August 1, 2006

When cutting tools manufacturer Kennametal Inc. sold off its J&L Industrial Supply catalog division to maintenance, repair and operations (MRO) supplies cataloger MSC Industrial Direct Co. in a deal that closed June 8 for a cool $349.5 million, the seller said it would recognize an estimated $215 million to $225 million pre-tax gain in its fourth fiscal quarter ended June 30. These are striking figures, considering that as recently as five years ago, most people — both within Kennametal and on the outside — would've laughed at the idea that J&L could

Consolidation and You
August 1, 2006

The latest wave of consolidation in the catalog/multichannel business is quite different than consolidations past. That's always easy for us media folk to say, but if you're not among those doing the buying or selling, here's why this matters to you. The recent flurry of acquisitions has been driven by the need to secure large economies of scale. And like most things in our lives, all signs lead to one key factor: oil. Skyrocketing fuel costs are driving up freight costs. Many smaller and medium-sized catalogers can't — or soon won't be able to — afford rising shipping rates and

Technology Focus Part 2 Build Online Loyalty Efficiently
July 1, 2006

Best practices to increase loyalty and retention on your Web site Do you need a formal loyalty program to boost customer retention and customer loyalty? Don't assume so just because your competition has one. Recent research indicates that some focused Web site improvements and carefully constructed e-mail campaigns can have a very positive impact on loyalty just by improving the overall online experience. Here are some best practices that can make your online offering more relevant to customers' interests and needs, building retention and loyalty while avoiding the costs of developing and running a formal

Growth the Smart Way
July 1, 2006

The concept of home automation may call to mind futuristic visions of robotic butlers and a retinal scanner for your home security system. But for Smarthome Direct, real-life home automation products have helped create a multibillion dollar business that’s seen its 12-month housefile double over the past four years. And Smarthome has done so by leveraging its unique and growing line of electronic home automation products against the home improvement craze that’s engulfed the nation in the past few years, says Rajeev Kapur, president of the Irvine, Calif.-based cataloger. Kapur notes that the company has sought to capitalize on the popularity of the ABC-TV

Smarthome Direct Growth the Smart Way
July 1, 2006

By Matt Griffin Exclusive product availability, proprietary technology and an energetic response to customer feedback provide Smarthome Direct with the keys to successful growth. The concept of home automation may call to mind futuristic visions of robotic butlers and a retinal scanner for your home security system. But for Smarthome Direct, real-life home automation products have helped create a multibillion dollar business that's seen its 12-month housefile double over the past four years. And Smarthome has done so by leveraging its unique and growing line of electronic home automation products against the home improvement craze that's engulfed the nation in the past few years,

Web Search Seasonality
May 23, 2006

Look at historic on-site search data for the in-season periods of your business. Do shoppers on your site search using different terms than they do during non-seasonal periods? Use this data to create promotional search results for in-season keywords. Shoppers should see search results that specifically relate to what they're looking for, and when during the year they look for it. —Greg Foglesong, director of multichannel marketing, The Home Depot

Chop and Change
April 1, 2004

I’ve been leading a double life. I’m an editor by day, and in the evenings and on weekends I become a home remodeler. For the past four years, my husband, Tom, and I have been renovating a 40-year-old condo in center city Philadelphia. Our decision to renovate was a no-brainer. We got the unit for a reasonable price (all right, it was cheap). And it’s in a good building and a neighborhood that I love. “Needs a little work,” the realtor said cryptically. “Define ‘little,’” Tom gave her a sideways glance. We went to see it. She wasn’t kidding. By