CATALOGS -- Riding the e-Wave

"Catalogers have come to realize that, to be successful, they need to have a multi-channel presence, consisting of print, online, and brick and mortar," remarks Zuccarini.

Several major catalogs have heeded the call of print, online, and brick and mortar, says Zuccarini. Two top catalogers, Coldwater Creek and J. Jill, have opened retail stores and launched aggressive plans for expansion. Coldwater Creek also distributed 34 percent more catalogs in 2000 and generated more than $18 million in online sales, resulting in an overall 30 percent increase in sales in all channels.