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The 16Th Annual Ranking of the Top-100 Print and Online Catalogers

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The 16Th Annual Ranking of the Top-100 Print and Online Catalogers 1 mcm100 0 Multichannel Merchant 0 [continued from cover] Welcome to the or instance, IT equipment merchant Lillian Vernon, which saw its sales decrease the MCM 100 next year, but the new owners But Golden Gate has slowed down in its METHODOLOGY F CDW Corp. (#4) turned in a record- from $171 million in 2006 to $157 million last are closing all of the stores and plan to focus buying spree considerably. In fact, one of The MULTICHANNEL MERCHANT 100 was setting performance in 2007. The company year, won’t be on the list for 2008, either. But exclusively on direct marketing. its last deals was with itself—when Orchard 16th annual ranking increased sales 20% to $8.14 billion, com- that’s because the personalized gift merchant Brands purchased long underwear cataloger compiled by the MULTICHANNEL MERCHANT pared with $6.78 billion in 2006. was acquired in April by Current USA, so it The big get bigger WinterSilks from swimwear merchant Venus, editorial staff and freelancer Bernard of the top-100 print Guitar Center (#52), through its Musician’s will appear under Current’s parent company Multititle mailer Orchard Brands (#30) made which is part of its Spiegel Brands apparel Schriebl through public records, data card Friend catalog and Website, also reported a Taylor Corp. (#43). a huge leap, passing the $1 billion mark. catalog umbrella. analysis, and input from financial analysts 20% increase in direct sales, from $391.70 mil- Sharper Image Corp. was acquired in April That’s largely due to its acquisition of vener- On the same day in September it bought and sources within the industry. To ensure and online catalogers, lion to $470.40 million in 2007. by a joint venture led by units of private able apparel and home goods cataloger Blair WinterSilks, Orchard Brands also purchased Not as much of a shock is that some market- investment firms Hilco Consumer Capital Corp. in April 2007. senior gifts and accessories catalog Gold Violin. the accuracy of all statistics, MULTICHANNEL ers have struggled. Some slipped off the list Corp. and Gordon Brothers Group. Formerly known as Appleseed’s Topco, Orchard Brands CEO Neale Attenborough MERCHANT tried to contact executives at as ranked by sales altogether—see ya, Sharper Image, so long The gifts and gadgets merchant’s direct Orchard Brands is owned by private equity told Multichannel Merchant last fall that each company. Some companies declined Lillian Vernon. Both merchants suffered falling sales had slipped from $160.7 million in firm Golden Gate Capital, which had a seem- hard-goods acquisitions are “probably where to confirm sales totals; others did not sales, both filed for Chapter 11 in February, and 2006 to $109 million last year. It’s hard to ingly insatiable appetite for catalog acquisi- we’ll focus for now.” But the holding company both were sold a few months later. say if Sharper Image will rejoin the ranks of tions during the past few years. continued on page 28 return messages. In those cases, or when companies would provide only approximate sales, an asterisk indicates that the figure is an estimate. Sales are for calendar years 2007 and 2007 direct 2006 direct 2007 direct 2006 direct Rank Company sales (in millions) sales (in millions) Market segment Notes Rank Company sales (in millions) sales (in millions) Market segment Notes 2006. When a company’s fiscal year varied Dell $56,900.0 $57,420.0 computers lost its top spot in the PC market last Corporate Express $4,066.30 $5,106.90 office and facility finally agreed to be sold to Staples for from the calendar year by more than one year to rival HP 1 Round Rock, TX • 512-338-4400 11 Broomfield, CO • 303-664-2000 supplies $2.6 billion in June 2008 month, MULTICHANNEL MERCHANT backed out the data to obtain calendar-year sales. #1 IBM $10,677.0 $9,886.5 computer hardware, sold PC business to Lenovo in 2006 Hewlett-Packard Co. $3,534.0* $3,100.0* computers agreed to buy EDS for $13.9 billion in 2 Armonk, NY • 914-499-1900 software and services 12 Palo Alto, CA • 650-857-1501 in May 2008 Whenever possible, sales figures are net of sales taxes and shipping and handling Thermo Fisher Scientific $9,746.4 $8,870.4 laboratory and includes Fisher Scientific International VWR International $3,522.0 $3,257.6 laboratory and science significant component of net sales from 3 Waltham, MA • 781-622-1000 research supplies and Cole-Parmer Instrument Co. 13 West Chester, PA • 610-431-1700 education supplies e-business and marketing channels revenue. In some cases, the figures for 2006 differ from those reported last year, CDW Corp. $8,145.0 $6,785.0 computers average daily sales for 2007: $32.1 million, IAC/InterActiveCorp. $3,000.0 $3,290.0 general merchandise HSN retail unit spinning off into separate 4 Vernon Hills, IL • 847-465-6000 compared with $26.7 million in 2006 14 New York, NY • 212-314-7000 publicly traded company reflecting updated information. For parent companies and cataloger/ Staples $6,614.2 $5,908.9 office supplies June acquisition of Corporate Express Sears Holding Corp. $3,000.0* $2,900.0* general merchandise made unsuccessful bid for Restoration 5 Framingham, MA • 508-253-5000 makes it top office supplies distributor 14 Hoffman Estates, IL • 847-286-2500 Hardware retailers such as Patterson Cos. and J.C. Penney Co., sales figures are for their direct Wesco International $6,003.4 $3,192.4 electrical and industrial cites e-procurement prowess as a Patterson Cos. $2,959.5 $2,602.3 medical, dental, rehab, experiencing weakness in digital x-ray 6 Pittsburgh • 412-454-2200 maintenance supplies competitive advantage 16 St. Paul, MN • 651-686-1600 and veterinary supplies and software sales divisions only, unless otherwise indicated. When companies broke out their telemar- Henry Schein $5,920.0 $5,048.0 dental, medical, and net income for 2007 shot up 31%, to Systemax $2,779.9 $2,345.2 computers, industrial gets into retail market with CompUSA keting or field sales revenue from their print 7 Melville, NY • 631-843-5500 veterinary supplies $215.1 million 17 Port Washington, NY • 516-625-4300 supplies acquisition in January and Web catalog sales, we did as well. OfficeMax $4,816.1 $4,714.5 office supplies added more environmentally-preferable Sigma-Aldrich Corp. $2,038.7 $1,797.5 biochemicals and lab acquired $60 million Epichem Group in To be considered for the MULTICHANNEL 8 Naperville, IL • 630-773-5000 paper choices to its product line 18 St. Louis, MO • 314-771-5765 supplies February 2007 MERCHANT 100, a company’s print catalog United Stationers $4,646.4 $4,546.9 office and facility acquired ORS Nasco Holding in migrated customer base to new IBM PC Connection $1,785.4 $1,635.7 computers had to account for a significant portion of 9 Deerfield, IL • 847-627-7000 supplies December 2007 19 Merrimack, NH • 603-683-2000 WebSphere Commerce platform the business’s direct sales, which is why installed energy efficient technology in Office Depot $4,518.3 $4,576.8 office supplies MSC Industrial Direct Co. $1,688.2 $1,317.6 industrial supplies increased field sales force from 715 to major direct marketers such as eBay and 10 Delray Beach, FL • 800-937-3600 stores, warehouses and offices 20 Melville, NY • 516-812-2000 814 in fiscal 2007 Insight are not on the list. 26 MULTICHANNEL MERCHANT JULY 2008 www.MultichannelMerchant.com www.MultichannelMerchant.com JULY 2008 MULTICHANNEL MERCHANT 27 mcm100 A family affair continued from page 27 protection on April 17. At nearly $100 million Provide Commerce itself was acquired in has been quiet this year, and several gifts and in sales, Red Envelope never made it onto the 2005 by Liberty Media, the parent company Many of the MCM 100 are multititle mailers. hard goods catalogers were on the selling MCM 100 on its own. of the QVC home shopping network. Here’s a guide to who owns what: block at bargain prices. Provide Commerce, the parent company For instance, it was another multititle mail- of ProFlowers, Secret Spoon, Cherry Moon Computer merchants cranking 1-800-FLOWERS.COM includes Cheryl er, Provide Commerce (#70), that stepped up Farms, and Shari’s Berries, bought Red The computer products segment continues & Co., DesignPac Gifts, Fannie May, HearthSong, Magic Cabin, Plow & Hearth, to buy troubled gifts mailer Red Envelope, Envelope in May. (See “Provide Commerce to show serious strength. Computer reseller The Popcorn Factory, Wind & Weather which had filed for Chapter 11 bankruptcy adds Red Envelope to stable” on page 7.) continued on page 30 ARISTOTLE CORP. includes American Educational Products, Nasco, Summit Learning, Triarco CABELA’S includes Antique Hardware 2007 direct 2006 direct and Home, Ducks Unlimited, Van Dyke’s Rank Company sales (in millions) sales (in millions) Market segment Notes Restorers, Van Dyke’s Taxidermy, Wild Wings Williams-Sonoma $1,663.7 $1,573.5 furniture, home decor, includes the Pottery Barn titles CHARMING SHOPPES includes Bedford 2 1 San Francisco • 415-421-7900 kitchenware Fair Lifestyles, Brownstone Studio, Coward Shoes, Figi’s, Intimate Appeal, Lane Bryant, Deluxe Corp. $1,606.4 $1,639.7 business stationery and closing NEBS call center in Flagstaff, Lew Magram, Monterey Bay Clothing Co., Old 2 2 Shoreview, MN • 651-483-7111 supplies AZ, next month Pueblo Traders, Willow Ridge Redcats USA $1,600.0 $1,600.0 apparel, home goods, Buys into retail with September DIRECT MARKETING SERVICES INC. 2 3 New York • 212-513-9500 sporting gear acquisition of United Retail Group includes Charles Keath, Home Visions, Montgomery Ward, Popular Club Plan, J.C.
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