Creative

In the early 1990s I gave a talk to the Minneapolis Direct Marketing Club. On the way to the airport, my old and dear friend Kathy detoured to let me prowl the vaunted Mall of America, that gloriously glitzy testament to the shop-’til-you-drop mentality: the largest indoor mall in the world, complete with an amusement park in the center. As we passed the jewelry department of Nordstrom, I spied a ring in the window that seemed right for my wife, Peggy. We went inside and were greeted by a sales clerk named Janice, who sold me the ring. Later that day I presented

Direct mailers test creative in the mail, always trying to “beat” the control package. In our business, each new catalog needs to look sufficiently different from the last, while still adequately portraying brand image. You need to keep things fresh, but you also have to guard against pushing your brand too far. If you’re only in the mail once with a cover, how do you achieve this? At Crutchfield, an home and car electronics catalog, we test our covers by showing them to panels of different customer segments before we test them in the mail. By doing this, Crutchfield gets timely “winner”/”loser” information on the best cover

Here’s a breakthrough idea for enhancing your Web site to make it perform more effectively: Apply the catalog rules you already know! After all, catalogs are a visual medium and so is the Web. When you’re selling products, the product picture and other graphic elements are kings. Though good catalogers already know the key rules of catalog design and merchandising, for some reason these rules are not being applied consistently to even the best Web sites. Let’s focus on a few of the key catalog rules you should be applying to your e-commerce site. Maximize Your Hot Spots. We know that a print

The dashboard clock glowed 1:17 a.m. Driving snow covered the expressway so completely that only the tracks of the car ahead identified the road. A truck blasted past, and I dropped in behind, hoping he knew the road better than I. My rental car’s wipers and defroster were overwhelmed—I was craning to see through a three-inch diameter clear spot in the glass. Should I pull off? No, I’d miss my press check. Thirty miles to go. A “press check” is when you fly to the catalog printing plant, examine the first press sheets off the press, and have the press crew make whatever

When teenage slackers want to get hooked up with the “dopest” gear, they have quite a selection of catalogs from which to choose. One newcomer is attracting attention. Monsterskate.com is created with flippant copy, detailed product specifications and hundreds of branded skating products. The mission of Monsterskate.com is to produce stellar Web site editorial, photography and entertainment that is leveraged to create a direct mail piece that has long shelf life and the ability to sell. Monsterskate is the sister publication of Swell.com and Crossrocket.com, which serve surfing and snowboarding customers, respectively. Swell.com is the company’s flagship publication. “Swell.com started in January

According to estimates, there are about 650,000 active licensed pilots in the United States, including about 100,000 who work for airlines. So, by any measure, the market for catalog companies selling supplies to individual, recreational or hobbyist pilots is not very big. But this market, known as “general aviation,” is potentially lucrative, owing to the upscale demographics of the target group. How well are general aviation catalogs marketing their wares? How good is their overall strategy and positioning? We shared a number of general aviation equipment catalogs with renowned direct marketing guru Estin Kiger. We wanted to get his viewpoint on what these

Just before I sat down to write this, The New York Times reported the death of yet another beloved—albeit little known—boutique institution, Gorsart Clothes. The downtown Manhattan men’s clothier had served the Wall Street community since 1921. In the words of Times writer Sherri Day, The last straw may have been the advent of casual Fridays—and Thursdays and Wednesdays—which eliminated much of the need for the crisply tailored suit and the power tie. Where Gorsart was unable to change with the times, another great New York men’s clothier, Barney’s, changed too much—only to be taken over by its creditors in 1996. Founded in

It began on the Lands’ End Web site as a high-tech variant of paper dolls. Now, 3-D models are a popular feature of many online catalogs, including J.C. Penney, Eddie Bauer and The Sharper Image. The 3-D model enables shoppers to configure an electronic, rotating mannequin that resembles themselves. Everything from face shape to waist measurement to hairstyle is changeable. The model is designed to help consumers make apparel decisions by showing how a garment fits, falls and flatters. It also shows how a garment will work with particular hair and eye colors. Most of the sites with online models offer a complementary

Bathrobes have been a wardrobe staple—as well as a catalog staple—for years. There are few people who don’t like cuddling up in a warm, soft robe after a hot shower, or coming downstairs for their morning cup of coffee wrapped in their favorite terry cloth robe. Robes are an ever-popular gift item, evidenced by the number of holiday and gift catalogs that featured them this past winter. The Norm Thompson gift catalog, Sundance gifts, Talbots gift collection, the Lands’ End holiday catalog and the Cuddledown of Maine holiday catalog are just a few of the books that presented robes as wonderful gift ideas.

At a dinner party, a chef must blend flavors and textures masterfully to create something that a group of diverse people will enjoy. Likewise, the Haute@Home catalog mixes different selling propositions to form a cohesive shopping experience for everyone from novice entertainers who can only boil water, to seasoned cooking and restaurant professionals. Florencia Palmaz, creator and president of Haute@Home, exemplifies the busy entertainer who wants casual elegance delivered quickly to the table. Her mother and business partner, Amalia Palmaz, comes from a more formal entertaining tradition in which the hostess prepares everything from scratch. Both women, who hail from Argentina, are experts on