Special Report: Sustainability & the Environment

Crate & Barrel has spent the past year and a half gauging the impact of sales from customers to whom it mails fewer catalogs. “We continue to test our customers on the right mix of catalogs to drive sales from those customers, keep them informed of Crate & Barrel’s offerings and, at the same time, doing something that’s profitable for us,” Seebeck says. “We don’t want to mail customers who don’t want our catalogs.”