Meeting Today’s Challenges

New Challenges

• Discounters: The proliferation of the discount retail chains is having an impact on the catalog industry. Speaking of the super discounters such as Wal-Mart, Silver says: “They have more square feet of selling space than ever before. And they’re often the best at promotion in their sphere.” Even upscale retailers like Bloomingdale’s get some competition from the discounters, Silver admits. “Sure, the Targets of the world get some of the same customers as us. People today shop at both.” The result of the added competition, says Silver, is that catalog retailers must be more value-conscious. “And for us, it means offering the right product at the right price.”