J.C. Penney

Variety a Driving Factor in Shoppers’ Favorite Online Merchants
October 9, 2007

According to STORES magazine’s inaugural Favorite 50 survey, conducted by BIGresearch, consumers are drawn most to Web sites that offer a variety of choices. Topping the publication’s rankings for customers’ favorite online retail companies was Amazon.com, whose broad product array connects with consumers. Following Amazon’s site was another site full of possibilities, eBay.com. The rest of the top 10 is below, followed by a list of all catalog companies ranked in the top 50. 3. WalMart.com 4. BestBuy.com 5. JCPenney.com 6. Target.com 7. Kohls.com 8. Overstock.com 9. Google.com 10. Sears.com The following catalogers were also on the list (followed by actual rank): LandsEnd.com (13),

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 He’s been replaced by Vice Chairman and EVP Frank Blake.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

Q&A at the NRF: J.C. Penney’s CEO Discusses Multichannel Evolution
January 23, 2007

Catalog Success Editor in Chief Paul Miller caught up with J.C. Penney Chairman/CEO Myron “Mike” Ullman during last week’s National Retail Federation convention in New York. Ullman touched on several topics, including Penney’s multichannel advances and its ability to thrive while other big book catalog retailers were forced to redefine themselves over the years. Catalog Success: How do you see the role of your big book catalog changing? Ullman: We have a number of specialty catalogs and that’s where our growth has been. Our big book is still important; it still plays a role, especially among our more loyal customers, and it’s still successful. Catalog Success: How

E-commerce Insights: Take a Page From the 14th Century
November 1, 2006

What online offers are most effective today? To answer this question, I’ll revisit 14th century Japanese poetry, tap the insights of experts at the three leading search engines and talk return shipping with two leading online retailers. Today’s Advertising Haiku Haiku is a Japanese poetic form dating to the 1400s. Haiku poems consist of three lines of five, seven and five syllables. When written well, these poems can pack a powerful emotional punch. Today’s online advertising equivalent of haiku is paid search advertising. Taking Google AdWords as the archetype, a pay-per-click ad consists of a 25-character title, two 35-character lines of ad copy and a 35-character

E-commerce: A Solution to the Comparison Shopping Engine Hassle
October 10, 2006

Does your company market products through comparison shopping engines? Comparison shopping engines (CSEs) are sites such as Yahoo! Shopping, Shopping.com, Gifts.com, Pricegrabber, NexTag, MSN Shopping, Google Base and Shopzilla. CSEs aggregate SKU data from retailers for online shoppers. Some retailers avoid CSEs due the technical hassle of sending product data to the engines and retrieving corresponding advertising cost reports. But today, the National Retail Federation (NRF) announced a new data format intended to simplify communication between retailers, agencies and CSEs. The beta test of the standard took place last week when engineers at Channel Intelligence used the format to submit product data for

Inspire Customers to Think Multichannel
October 1, 2006

Connect the dots. All good catalog marketers know their customers’ lifetime value. And those who are savvy have a handle on their customers’ spending patterns by channel. In today’s multichannel environment, the winners are those who synchronize their online and offline efforts. There are many studies showing that customers who interact with a cataloger in more than one channel spend dramatically more than a single-channel customer. J.C. Penney was one of the first to come to this realization. A study the multichannel retail giant conducted with Abacus on annual spending showed: • Internet-only shoppers spent —$151. • Catalog-only shoppers spent —$201. • Retail-only shoppers spent

Profile of Success: Ed Bjorncrantz, A Dedicated Catalog Veteran
September 1, 2006

Through countless catalog experiences, Ed Bjorncrantz’s passion for growth and the catalog business never has ebbed. How he got involved in cataloging: After attending Colgate University, C. Eduard Bjorncrantz was hired to run the catalog sales office for the Arlington, Va., Sears store. He later left the post to get his MBA at the University of Virginia, after which he went back to work for Sears in its Chicago offices in a product management program. Among other assignments, Bjorncrantz was appointed assistant catalog marketing manager for bedspreads and draperies — then the largest catalog division in the company. Following assignments in retail marketing and

Internet Competition Spurs Catalogers’ Ad Spend Increases
July 25, 2006

Catalogers ad spend will increase to $1.3 billion in 2007, reflecting increasing Internet competition, according to estimates in a recent study on advertising ratios and budgets from market research firm Schonfeld & Associates. By comparison, online stores Amazon.com and eBay plan to increase ad spending this year by 11 percent and 21 percent, respectively. Other data revealed in the study: * Computer manufacturers, such as Hewlett-Packard, will increase ad spending by 5.3 percent. * Retail department stores, including such catalog mailers as J.C. Penney, will spend $4.3 billion in 2007, up 7.5 percent from 2005. * Variety stores, such as Target and Wal-mart, will

Roundup of Holiday Sales
February 1, 2004

By Noelle Buoncristiano E-commerce continues to register strong growth metrics. Indeed, online holiday shoppers spent a record $18.5 billion this year, according to the eSpending Report from Goldman, Sachs & Co., Harris Interactive and Nielsen/NetRatings. This was a 35 percent increase over the $13.7 billion spent in 2002. Purchases made with Visa debit and credit cards registered a whopping $97.9 billion during the holiday season. And Visa reported that online purchases alone increased almost 50 percent, with a total dollar volume exceeding $7.6 billion. Shopping.com, an online comparison-shopping service, helped a record 76 million holiday shoppers, an 81 percent increase in traffic

Ways to Measure Your Site’s True Metrics
April 1, 2003

By 2005, online sales are expected to become nearly one-third of a cataloger’s business, according to The Direct Marketing Association. To track the success of your online efforts, you need a way to measure the effectiveness of your Web site — and your efforts to get people to visit it. What’s more, your measurements should go beyond the typical Web-server log-file analyzers that offer only performance- and site-driven data such as the ambiguous number of hits, page views, user sessions and unique visitors. Today, more powerful tools are available to measure campaign success, customer experience, e-commerce activity and overall return on investment (ROI).