Cover Story: Tailored Deals Bank Sales

Offered across all of JoS. A. Bank's selling channels — retail, catalog and web/email — the promotions have increased sales and strengthened relationships with customers by establishing mutual loyalty, Owens says.

"JoS. A. Bank found an angle during a tough economic environment: A suit is typically an investment for men," says Jean-Yves Sabot, vice president of the retail group of Abacus, a division of Epsilon Targeting, which provides market research and housefile modeling for JoS. A. Bank. "It removed the stress of making this 'investment' by offering its job-loss promise. That strong message, combined with targeting the right buyers, helped it trigger a positive result."