Crossing Pointe: Blair’s Investment Takes Off

Shapiro lists Crossing Pointe’s three biggest challenges moving forward: sustain its already impressive momentum into 2004; manage inventory well; and further solidify the catalog’s position as a powerhouse in the baby boomer market by continuing to build the 12-month housefile.

“We plan to focus on the CRM [customer relationship management] aspects of our business,” he says. “Now that we really know who our targets are, we can more efficiently turn prospects into customers.”