Management

Fresh off the sale of their last turnaround project — the reinvigorated J&L Industrial Supply to MSC Industrial Direct in June 2006 — Chuck Moyer and Mike Wessner set their sights on a new opportunity. After an exhaustive search process, these two B-to-B cataloging lifers targeted 63-year-old Conney Safety Products. In a deal financed by the private equity firm CI Capital, Moyer and Wessner acquired the company from its parent firm, K+K America, in October 2007.

This month, Margaret Moraskie, vice president of e-commerce for women’s apparel cataloger Boston Proper, discusses her life in the catalog, retail and online trades.

Our entire interview with industry veteran Brendan Edgerton, including what he believes the catalog industry must do to remain relevant in these uncertain times

Professionally, Lynda Swann will never be another Eddie Smith. Then again, she won’t have to be. The support system her father fostered and nurtured during his 50-plus years running the women’s hosiery and apparel catalog National Wholesale Co. runs so seamlessly that Swann handles her role as president with relative ease.

Like many entrepreneurs who launched catalog businesses in bygone eras, the late Eddie Smith, whom I had the pleasure of knowing during the ’90s and early 2000s, stuck firmly to a number of ironclad principles during his 50-plus years at the helm of the National Wholesale catalog.

As in our October 2008 issue, this month’s Catalog Success Latest Trends Report on Key Issues gives you a good apples-to-apples comparison to the results we received from this same report a year ago. Simply look for the percentages in parenthesis that follow each new result.

This month, Brendan Edgerton, vice president of direct marketing for consumer electronics cataloger Crutchfield, discusses his life in the catalog business.

Don Buck, a B-to-B catalog executive at C&H Distributors, died on Dec. 12 from an apparent heart attack after finishing a game of racquetball. He was 56.

An “October surprise” in political terms means unveiling an unflattering allegation against your rival just before the November election. Although that didn’t happen this year, catalogers, along with the rest of the world, experienced quite an October surprise with the world financial crisis. So a mergers and acquisitions market that was extremely volatile to begin with is shaken to the core. It’s almost impossible for all but the most well-capitalized of marketers to get deals done. The sobering reality is that many will be forced to sell at bargain basement prices or, worse, close their doors. Amid this bleak backdrop, Lee Helman, a partner

For those readers who believe that I’m way off base in my assertion that downsizing is for weak management, let me say this: Nine out of 10 companies that lay off employees do so for the absolute wrong reasons. From what I’ve seen, most companies downsize before all other cost-reduction measures have been exhausted.
Two weeks ago, I discussed the two largest areas of revenue bleeding for most companies: call centers and Web sites. (To read that article, click here.) I’m willing to bet that if you just fix the gaping holes in those two areas, you can recoup enough revenue to get you