Spinoffs, new merchandise categories and other strategies Redcats USA is using to capture new customers.

By Paul Miller

Since BrylaneHome debuted, pricing pressure has intensified, forcing the cataloger to either keep its prices level or reduce them. “And for products in which we’ve held steady on price,” Kazmer says, “our quality has to get better.”

As it’s done for its apparel books, Redcats USA has achieved this by turning to its parent firm for better sourcing than it’s had in the past. And whereas just a year ago the company sourced only 40 percent of its products from the Far East, that figure is now close to 60 percent, Faintreny says. The rest of Redcats USA’s merchandise is sourced predominately from the United States, Europe and South America.