Cover Story: Tailored Deals Bank Sales

With retail expansion plans in place and a strong commitment to its catalog and website, JoS. A. Bank is positioning itself for continued growth. But that won't come without challenges, Owens says. In addition to having to creatively vary promotional activities to motivate consumers to shop with it during this down economy, finding prospects has become more of a challenge as industrywide catalog, online and retail housefile growth has slowed. The company also is dealing with a channel shift from call center to the internet, and how that impacts its operations, metrics and strategies.