Cover Story: Tailored Deals Bank Sales

"We can look and ponder, 'How do we increase the value of customers?' because this catalog customer is the same as the internet customer vs. the retail customer. And 'How do we get them to come across and shop in a multichannel environment?'"

To foster multichannel shopping habits, JoS. A. Bank collects contact information at the retail level by leveraging one key advantage: Customers frequently need their suits tailored. So before customers leave the store, JoS. A. Bank collects complete contact information, including email addresses, so they can be alerted when their suits are ready. Most multichannel retailers don't take such extensive information.