Cover Story: The Top 100 Fastest-Growing Cross-Channel Retailers

#24 Chico's FAS
With its target demographic clearly defined — fashion-savvy women 30 years and older — Chico's and its three brands (White House | Black Market, Soma Intimates, Boston Proper) have been able to effectively target its products and marketing messages to this active consumer segment. The specialty retailer of women's apparel, accessories and related products sells its wares via 1,250 boutiques and outlets throughout the U.S., e-commerce websites (including mobile), and print catalogs.

A deep understanding of its target customer has allowed Chico's to better serve their needs, and as a result they've become more loyal to the retailer. This is just one of the many factors that led Chico's to post these impressive numbers in its latest fiscal year:

• net income of $180.2 million, an increase of 27.9 percent compared to net income of $140.9 million in fiscal 2011;
• 101 new store openings, a square footage increase of 8.1 percent; and
• gross margin of $56.25 million, compared to gross margin of $55.84 million in fiscal 2011.

Chico's is implementing several strategic initiatives this year to help it ensure future growth. The company will be investing a significant amount of time and resources into bolstering its omnichannel capabilities; it will be expanding internationally, with plans in place to open its first brick-and-mortar stores in Canada; and Boston Proper will be debuting brick-and-mortar stores. — Joe Keenan

#39 Crocs
Recently celebrating its 10th anniversary in 2012, Crocs has proved to be more than just a fashion trend. The retailer has now sold more than 200 million pairs of shoes worldwide, surpassing the $1 billion dollar revenue mark in late 2011.

Founded in 2002, Crocs started as a seller of a clog shoe made of Croslite material, which makes the shoe suitable for both land and water. It was long after the shoe hit store shelves that the brand became popular and a unique niche of customers was found.

Over the last decade, Crocs' footwear line has expanded from traditional clogs to flip-flops, sandals and, most recently, sneakers. In addition to expanding its merchandise, Crocs has capitalized on its success by creating companies that replicated the "Crocs lifestyle." Jibbitz, a Crocs' accessories brand, and Ocean Minded, an apparel brand that supports a green lifestyle, have both contributed to Crocs' footwear fame.

Initially an an online-only brand, Crocs expanded to brick-and-mortar with the opening of its first storefront in Boulder, Colo. in 2009. Since then, Crocs has continued to innovate and expand its reach across multiple platforms, including a strong social media presence and growing mobile offerings.

Below are highlights from Crocs' 2012 fiscal year:

• revenue of $1.12 billion, a 12 percent increase over the prior fiscal year;
• net income increased 17 percent compared to the prior year period; and
• gross margin increased to 54.1 percent. — Caitlin Sullivan

#59 Pier 1 Imports
It's hard to believe that just a few years ago Pier 1 Imports was in danger of filing for bankruptcy. According to Forbes, the specialty home furnishings retailer has now posted 14 consecutive quarters with stock increases, despite difficult economic times. Its secret? A well-executed omnichannel marketing strategy.

"Our goal at Pier 1 Imports is to provide our customers with the best shopping experience possible, and this includes making it easy for them to find the Pier 1 Imports products they love, no matter where or how they shop," said Laura Coffey, senior vice president of business development and strategic planning for Pier 1 Imports, in a company press release.

After spending the last five years focusing on its brick-and-mortar stores, Pier 1 relaunched its e-commerce site in July 2012, followed by the launch of its mobile-optimized site a month later. The timing wasn't a coincidence; it was done to offer consumers a seamless shopping experience across the channels.

Here are some highlights from Pier 1 Imports' 2012 fiscal year:

• total sales for the fiscal year increased 9.5 percent;
• comparable store sales increased 11.3 percent in the fourth quarter; and
• the company announced its three-year growth plan, including investing $200 million in capital over the next three years.

2013 looks like it's going to continue the positive momentum for Pier 1. The retailer plans to improve upon its omnichannel efforts by implementing new point-of-sale technology throughout its 1,000-plus storefronts by July of this year. — Caitlin Sullivan