A Chat With Sue Landay, President, Trainer’s Warehouse

I think another challenge is because we’ve been down to partial staff in the past, due to maternity leaves and the like, and because we’ve been small, is that we’ve produced our catalog every seven to nine months. More than once a year, but not quite every six months. As we chart the results of each mail drop, because we mail monthly even though we don’t print that often, we do find that subsequent mailings don’t do as well as the earlier ones. So we’ve put to ourselves the challenge of committing to a six-month schedule, we want to produce a new catalog every six months. We want to change not just the cover but the inside front and back, and possibly do some other repagination. We’re realizing that has had an impact on sales and it’s a question of time and resources. Probably more our time than the expense. But in the end, you can only do what you can do. We have committed in 2006 to doing two catalogs. We’ll come out with one in January and one in July.