Q&A: Children’s Wear Digest on Catalog Circulation Cuts and New Web Promotions

CS: By what percentage do you expect sales overall to change in the coming year?
TS: We’re hoping for a 5 percent increase. We’re pretty conservative in our estimates.

CS: How in tune are your customers with the multichannel shift?
TS: We have very few customers who shop by catalog only. We have more customers who are Web only shoppers, who still receive the catalog, by the way. We’re getting fewer customers who shop only by phone. Most of the people on our file are multichannel. Whatever happens to be most convenient for them is what they do.