Shaped Up, Shipped Out

The company goes to market with its catalogs and Web site, as well as its telesales force and field sales reps. Like other marketers, J&L is processing a rapidly increasing number of orders online. Broken down by channel, telesales have grown the most since 2003, from 16 percent to 39 percent. All other channels, including direct marketing decreased (from 35 percent to 15 percent), although government and wholesale sales emerged since 2003.