Lillian Vernon’s mail order business has grown from a black-and-white space ad to nine catalogs

By Alicia Orr , Editor In Chief and Catalog Success

Growth Anticipated for Web

Though 90 percent of its business is still through the catalog channel, Green says, “We are following the industry trend of doing more business on the Web. We’re using it in two ways: First, as an order placing mechanism replacing the phone. And second, we’re seeing incremental sales from new customers online.”