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[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 as ranked by sales 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 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. Penney Co. $1,500.0 $1,300.0 general merchandise Partnering with Polo Ralph Lauren on Room for Kids 2 4 Plano, TX • 972-431-1000 American Living line
HANOVER DIRECT includes Company Limited Brands $1,399.0 $1,416.0 apparel, beauty products Problems with Victoria’s Secret Direct’s Kids, The Company Store, Domestications, 2 5 Columbus, OH • 614-415-7000 new distribution center hit sales International Male, Silhouettes, Undergear W.W. Grainger $1,320.0* $1,220.0* industrial supplies Lab Safety Supply unit acquired IAC/INTERACTIVECORP. includes Alsto’s, 2 6 Lake Forest, IL • 847-535-1000 McFeely’s Square Drive Screws, June ’07 Ballard Designs, Frontgate, Garnet Hill,
Grandin Road, Home Focus, Improvements, PC Mall $1,215.4 $1,005.8 computers Acquired IT technology systems IOS, Isabella Bird, Smith + Noble, The 2 7 Torrance, CA • 310-354-5600 provider SARCOM in September Territory Ahead, TravelSmith
INTERLINE BRANDS includes Barnett, L.L. Bean $1,215.0 $1,155.0 apparel, outdoor gear, Opening store in Chicago this fall Copperfield Chimney Supply, Hardware 2 8 Freeport, ME • 207-865-4761 home furnishings Express, Leran, Maintenance USA, Sexauer, SunStar Lighting, U.S. Lock, Wilmar Cabela’s $1,130.6 $1,088.5 outdoor gear Lost lawsuit to Gander Mountain over 2 9 Sidney, NE • 307-254-5505 rights to Gander name ORCHARD BRANDS includes Appleseed’s, Blair Corp., Draper’s & Damon’s, Gold Orchard Brands $1,100.0* $700.0* apparel, home goods, mature apparel and home goods unit Violin, Haband, Norm Thompson Outfitters, 30 Beverly, MA • 978-922-2040 gifts of Golden Gate Capital Sahalie, Solutions, The Tog Shop, WinterSilks School Specialty $1,080.3 $1,077.0 nontextbook school stronger-than-expected sales of its 3 1 Greenville, WI • 920-734-5712 supplies science curriculum products PATTERSON COS. includes Masune First Aid & Safety, Medco, Sammons Preston, Cintas Corp. $1,045.9 $910.1 uniforms, sanitation planning to launch service in Webster Veterinary 3 2 Cincinnati, OH • 513-459-1200 supplies international markets
POTPOURRI GROUP includes Back in the Broder Bros. $929.1 $959.3 imprintable apparel standardized its IT operations on the Saddle, Catalog Favorites, Expressions, In 3 3 Trevose, PA • 215-291-6140 Progress OpenEdge platform the Company of Dogs, Nature’s Jewelry,
NorthStyle, Pyramid Collection, the Stitchery, 1-800-Flowers.com $925.6 $726.3 flowers, food gifts, toys, added mobile commerce channel Serengeti, Whatever Works 3 4 Westbury, NY • 516-237-6000 home products last summer SCHOOL SPECIALTY includes ABC School Supply, Abilitations, Brodhead Black Box Corp. $921.3 $941.4 networking products terminated a distribution agreement Garrett, Childcraft, Delta Education, Frey 3 5 Lawrence, PA • 724-746-5500 and services with Avaya in September Scientific, Hammond & Stephens, Sax Arts and Crafts, Sportime Airgas $842.0* $702.0* specialty gases, welding acquired Oilind Safety and Refron in 3 6 Radnor, PA • 610-687-5253 and safety supplies June 2008 SPIEGEL BRANDS includes Spiegel, Newport News, A.B. Lambdin, Carabella, Guest Supply $823.0* $740.6* hospitality supplies acquired Austin Tatum, a personal care Venus 3 7 Houston, TX • 609-514-9696 amenity company in Hong Kong
STAPLES includes Quill Corp., Smilemakers, Macy’s $800.0* $620.0* general merchandise former Federated Department Stores; and Medical Arts Press 3 8 Cincinnati, OH • 513-579-7000 dropping Bloomingdale’s by Mail book
TAYLOR CORP. includes Colorful Images, Digi-Key Corp. $775.6* $829.0* electronics components grew sales in China 60% in 2007 Current, G. Neil, Paper Direct, Sa-So 3 9 Thief River Falls, MN • 218-681-6674
W.W. GRAINGER includes AW Direct, Ben Premier Farnell $774.0* $ 777.8* electronics components, Newark unit added 90,000 new Meadows, Gempler’s, Lab Safety Supply, 40 Independence, OH • 216-525-4300 industrial supplies products to its line Rand Materials Handling ■
28 MULTICHANNEL MERCHANT JULY 2008 www.MultichannelMerchant.com mcm100
Wheeling continued from page 28 products in the marketplace. And several large from $2.35 billion to $2.78 billion. Computers Sales in the company’s Programmer’s thanks to the addition of new lines and due to problems with a new distribution The company folded its Regalia title last and Dealing PC Mall (#27) increased sales 21% in 2007, contracts won in 2007 helped increase the merchant PC Connection (#19) boosted sales Paradise division decreased by $8.9 mil- increased account penetration. center for Victoria’s Secret Direct that the fall, and also mailed its first 112-page Lane from 1.0 billion to $1.2 billion. In the fourth company’s public sector sales by 37%. 9%, to $1.79 billion in 2007. lion, which Wayside blamed on declining company opened in August. Bryant catalog in late October. That’s when Some of the most notable quarter alone, PC Mall logged $408 million Fellow computer reseller Zones (#44) also Not that all the catalogers selling computer- VMware sales, as well as increased compe- Apparel mailers faltering Charming Shoppes (#57), which includes Charming Shoppes, which has owned and mergers , acquisitions , a n d in sales. had a stellar year. Net sales increased 18% related wares posted growth. Programming tition in the “direct-to-end user” segment of The women’s apparel category is having a the Crosstown Traders titles such as operated the Lane Bryant stores since 2001, d i ves ti tu res in v olving Why is PC Mall doing so well? The compa- to $679.5 million, up from $577.0 million in software mailer Wayside Technology (#99) its business. tough time. Sales at Limited Brands (#25) Brownstone Studios and Lew Magram, also got back the trademark to that catalog title M U LTI CHAN N E L M E R CHANT ny’s 21% hike in consumer sales was based in 2006. And computers and industrial supplies saw its total sales slip from $182.3 million in But Wayside Technology’s Lifeboat divi- fell slightly from $1.42 billion in 2006 to took a tumble. Sales went from $428 million from Redcats USA. 100 companies durin g the large part on the increased demand for Apple marketer Systemax (#17) grew its sales 19%, 2006 to $179.9 million in 2007. sion grew by 5% in 2007 compared to 2006, $1.40 billion, although much of that was in 2006 to $408 million last year. Embroiled in a messy shareholder dis- past 18 months . pute, Charming Shoppes said in April that it’s considering selling off its noncore cata- J A NU A R Y 2 00 7 logs to focus on its Lane Bryant, Catherines, ■ El e c tro nics co m p o n ents distrib u - and Fashion Bug brands. t or TT I, parent c ompan y of cataloger 2007 direct 2006 direct 2 00 7 dir ect 2 006 dir ect Direct sales at Coldwater Creek (#64) Mouser E lect r onics, is ac quired b y Rank Company sales (in millions) sales (in millions) Market segment Notes R ank Compan y sale s ( i n m i l l i o n s) sale s ( i n m i l l i o n s ) Mark et segment Note s slipped from $390 million to $376 million holding c ompan y Berkshire Hat ha w a y Int erline Brands $750 . 0 $640 .6 MRO and HV A C supplies in c l u d e s B a r n e t t , H a r d w a r e E x p r e s s , S e x a u e r, McMast er-Carr Supply Co. $389 . 0* $388. 0* MRO supplies so l d facilit y i n S o u th B r u n s wick , N J, i n last year. Its grim holiday prompted the 4 Jacksonville1 , FL • 904-421- 1400 M a i n t e n a n c e U S A , U . S . L o c k , a n d W i l m a r 6 Elmhurst,1 IL • 630-600- 3600 early 2 008 F EBR U A R Y 2 00 7 merchant to eliminate 65 positions compa- nywide in January. ■ Brady Corp. ac quires Clement Neiman Marcus Group $738.5 $688.5 apparel, home decor In ter n et s a les n e a r ly 70 % of di rec t Harry & Da vid Holdings $385. 0 $456.2 food gifts, plants sold J ac kson & Perkins in April 2 00 7 ; While Talbots (#55) did show growth in Co m m u nicatio ns, a direct mark et er 4 Dallas2 • 214- 7 43- 7 600 mark et ing r e v enue 6 Medford,2 OR • 541- 77 6- 2121 bought W ol f erman ’ s in J anuary 2 008 of safety-relat ed post ers and direct sales over 2006, from $385.4 million ne wslett ers T a ylor Corp. $720 . 0* $7 00 . 0* stationery , HR supplies, Cu r ren t USA u n i t b o u g h t L illia n Ver n o n J. C re w Group $377 . 4 $308.6 apparel Da t a b ase i n clu d es a b o u t 24. 3 in 2006 to $427.90 in 2007, the company, 4 3 North Mankato, MN • 5 0 7-6 2 5 -28 28 promotional products in A p r il 20 0 8 6 New3 Y ork • 212- 209- 2500 c ust omers ■ Guitar Center, t he parent c ompan y of cataloger Musician’ s Z one s $6 79 .5 $577 . 0 computers in v est ed in de v e loping a nat ional fie ld Coldw at er C reek $37 6. 4 $390 . 4 women’ s apparel CEO Dennis Pence retired in October; 44 sales f or c e 64 Daniel Griesemer took top spot Friend, ac quires mult it it le cataloger Auburn, W A • 253- 205- 3000 Sandwater , ID • 20 8 -26 3 -226 6 t he W oodwind & the Brasswind out L T D Commoditie s $6 15. 0* $600 . 0* general merchandise in v est ed in ent erpri se sc heduling sy st em F oot Lock er $364. 0 $380 . 0 athletic shoes in cl u d e s E a s tb ay/ Foo tl o cke r.co m of bankrupt cy f or $29 .5 million 4 Columbus,5 OH • 847 - 295-5532 t o manage SAP jobs 6 New5 Y ork • 7 15-8 45-55 38 division only
A P R IL 2 00 7 HD Supply $6 10 . 0* N/ A building supplies sold t o t hr ee in v est ment gr oups in Re st oration Hardw are $350 .2 $2 43.6 home decor agreed to be bought by Catterton ■ Apparel and home goods mailer 4 Atlanta6 • 770-852-9000 A ugust 2 00 7 6 6 Cort e Mader a, C A • 415-9 2 4- 100 5 Partners in January 2008 Blair Corp. is ac quired b y Or chard Br ands (f ormerly Appleseed’ s T opc o), Spiegel Brands $603. 0* $6 9 3.5* apparel, general op en e d Sp ie g el Sig na ture b o u tiq u e i n Allied E lectronics $325. 0 $285. 0 electronics components si g n if ic a n tly exp a n d e d li n e of a unit of Golden Gat e Capital 4 New7 Y ork • 212-916-8331 m ercha n dise King o f Pruss i a, P A 6 F ort7 W orth, TX • 817 -595- 3500 p neu matic s p rod u c t s
■ Pet supplies mailer Doctors S wis s Colon y $600 . 0 $530 . 0* gifts, home decor , food, o p en e d Sha n g hai so u rcin g of f ice i n C rat e & Barrel $321. 0 $2 68. 0 home decor t ripling s i z e o f Nort h Car olina 48 Oct ober 68 dist ribut ion c ent er F oster and Smith agrees t o buy W eb Monroe , WI • 603- 328-8400 apparel Northbrook, IL • 847 - 272- 2888 mer chant Neeps American Hot el Regist er $550 . 0* $500 . 0* hospitality supplies S tart ed in 186 5 b y Thomas Leah y F i n g e r h u t D i r e ct M a r k e t i n g $315. 0 $300 . 0* general merchandise mo v ed t o l ar ger headquart ers 4 V ernon9 Hills, IL • 847 -564-4000 6 Eden9 Prairie , MN • 952-656- 3700 ■ F ood gifts mer chant Harry & Da vid Holdings sells its hort icult ur al br and, Oriental T rading Co. $530 . 0 $500 . 0* novelties, gifts Hir ed indust ry v et er an Sam T a ylor as Pro vide Commerce $300 . 0 $215. 0* flowers and food gifts bought R ed En v e lope out o f bankrupt cy Jackson & Perkins 50 Omaha, NE • 40 2- 331-5511 C E O in Ma y 2 008 70 San Diego, CA • 858- 6 38-490 0 in Ma y 2 008
M AY 2 00 7 K +K America $513. 0 $528.8 industrial supplies, so l d C o n n ey S afet y P rod u c t s to p r ivate J&R E lectronics $290 . 0* $2 60 . 0* consumer electronics 30% o f sales fr om W ebs it e ■ CD W Corp., a t echnology pr od- 5 Milwauk1 ee , WI • 414-443- 1700 office furniture e q uit y f ir m fo r $ 4 8 millio n in N ovem b er 7 New1 Y ork • 212- 238-9000 ucts and servic es pr o vider , agrees Many companies in t o be bought b y equity firm Madison Guitar Cent er $47 0 . 4 $391. 7 musical instruments Mus ic i an ’ s F riend dir ect Omaha S t eaks $288.3* $2 62. * food total annual sales $439 million; no 52 divi s ion only 72 longer us ing A l a Z ing br and Dearborn P art ners f or $7 .3 billion W e s t l a k e V i l l a g e , C A • 81 8 - 7 3 5 - 8 8 0 0 Omaha, NE • 40 2-957 - 3000 the apparel segment
Nort her n T oo l & E qu i pmen t $453. 1 $437 .3 tools assigned patent for ornamental design Eddie Bauer Holdings $277 . 9 $256.5 apparel reduc ed its c orpor at e staff b y 16 % in are struggling, but the ■ VWR International, which sells 5 3 W e s t B u r n s v i l l e , M N • 9 5 2 - 8 9 4 -9 5 1 0 for a log stripper earlier this y ear 73 Bellevue , W A • 4 2 5 -755 - 61 0 0 Ja n ua r y 20 08 labor at ory supplies, also agrees J. Crew Group (#63) t o be bought b y Madison Dearborn Matt el $431.5 $440 . 0 toys A m er ic a n Gi r l b ra n d o n l y, i n clu d i n g Collections E t c. $27 4.3* $27 0 . 0* collectibles all p rod u c t s p r iced a t $ 20 o r less P art ners 5 El Segundo,4 CA • 310- 252- 2000 t hr ee st or es 74 E l k G r o v e V i l l a g e , I L • 8 4 7 - 3 5 0- 5 8 0 0 bucked the trend with a 22% increase in ■ S taples ac quires American The T albot s $427 . 9 $385. 4 apparel includes J. Jill Group, which it acquired Brady Corp. $2 64. 7 $234.8 identification and acq ui red cle a n u p a n d s afet y su p p lies Identity, a dist ribut or of c orpor at e 5 Hingham,5 MA • 781- 7 49- 7 600 in May 2006 75 M i l wa u ke e • 41 4 -35 8 - 6 6 0 0 industrial safety supplies mer c hant D A W G in Mar c h 2 008 direct sales over 2006 br anded mer chandise 56 Hano v er Direct $410 . 0* $415. 7 apparel, home decor ac quir ed b y C he lse y Dir ect in April 76 Production T ool Supply $2 6 1. 0 $256.8 MRO supplies enhanc ed W ebs it e; Int ernet no w 2 0% JUNE 2 00 7 W eehawk en, NJ • 201-863- 7300 2 00 7 and tak en priv at e W arren, MI • 5 8 6 -755 - 52 5 8 o f bus iness which includes J. Jill, has been struggling
■ Lab Safety Supply buys McF eely’ s this year. It’s getting out of the men’s and Charming Shoppe s $408. 1 $427 .8 apparel, food gifts cons idering sale o f C r o sst o wn T r aders C rut chfield Corp. $257 . 0 $252. 0 consumer electronics mailed first Crutchfield Canada catalog Square Driv e Scre w s children’s apparel segments to focus on 5 Bensalem,7 P A • 215- 2 45-9100 a p p a rel titles a n d fo o d m a il er F i g i ’s 77 C harlott esville , V A • 4 3 4 - 8 1 7-10 0 0 in June 2007 women’s clothing, and Talbots is trying ■ Ingram Micro ac quires wholesale DBL Distributing $400 . 0* $320 . 0* wholesale consumer subsidiary of Ingram Micro Bas s Pro Shops $250 . 0* $200 . 0* outdoor gear d eb u ted 8 0 - p a g e wom en’s c a t a l o g i n to cut costs by closing stores and layoffs. c onsumer elect r onics dist ribut or 5 Scottsdale8 , AZ • 480-596-8636 ele c tro nic s 78 Springfield, MO • 41 7-8 7 3-5 0 0 0 Mar c h 2 00 7 (For more see “Talbots cuts staff 9%, gets DBL Distributing f or $96 million credit” on page 8.) Aramark Corp. $400 . 0 $409 . 0 uniforms, public-safety di rec t m a r ketin g u n i t i n clu d es Doct ors F ost er and Smith $250 . 0 $2 42. 0 pet supplies built studio in its headquarters to There were, of course, exceptions. J. ■ Priv at e equity giant Bain Capital 5 P h9 ila d elp h ia • 215-923- 2853 equipment W earGuar d-C r est and Galls 79 Rhinelander , WI • 715- 369- 3305 produce videos for its W ebsite Crew Group (#63), which sells men’s and pa ys about $2.1 billion t o ac quire kid’s apparel in addition to women’s, man- Guitar Center The Home Depot $390 . 0* $1,000 . 0* building supplies, home H o m e D e cora tors C o lle c tio n c a t a l o g a n d A r m y & A i r F o r c e E x c h a n g e $2 45.3 $223. 0 general merchandise launched 2 4-page S till Serving title 60 Atlanta • 770-433-8211 decor products W eb sales 80 Dallas • 214- 312- 2011 targeting military retirees continued on pa g e 32 continued on page 32
30 MUL TICHANNEL MERCHANT JULY 2008 www .MultichannelMer chant.com www.MultichannelMerchant.com JULY 2008 MULTICHANNEL MERCHANT 31 mcm100
Wheeling Alphabetical Index continued from page 31 million in 2006. In addition to its flagship home decor and furniture are likely to feel 1-800-Flowers.com ...... 34 School Specialty...... 31 Systemax ...... 17 United Stationers...... 9 Airgas ...... 36 Sears Holding Corp...... 14 Taylor Corp...... 43 Urban Outfitters ...... 92 and Dealing Urban Outfitters, the company includes the the pinch this year. aged to increase direct sales 22%, from Allied Electronics...... 67 Sierra Trading Post ...... 82 The Home Depot ...... 60 VWR International ...... 13 $309 million in 2006 to $377 million last Anthropologie and Free People Brands. It’s already happening. Multititle mailer AUGUST 2007 American Hotel Register ...... 49 Sigma-Aldrich Corp...... 18 The Talbots...... 55 W.W. Grainger...... 26 year. The company credits “unique product In addition to apparel, Urban Outfitters Williams-Sonoma (#21), which includes Amerimark Holdings...... 90 Spiegel Brands ...... 47 Thermo Fisher Scientific ...... 3 Wayside Technology ...... 99 ■ Home improvement products retail- quality and design and innovation on our also sells home goods, a category that has the numerous Pottery Barn catalogs, posted Aramark Corp...... 59 Sport Supply Group ...... 81 Thompson Group ...... 91 Wesco International ...... 6 er Home Depot sold its HD Supply Website and in our catalog.” seen a big lift in recent years thanks to the a 6% gain in direct sales in 2007. But the Aristotle Corp...... 87 Staples ...... 5 Tiffany & Co...... 97 Williams-Sonoma ...... 21 business to Bain Capital Partners, Army & Air Force Exchange ...... 80 Swiss Colony...... 48 TTI ...... 88 Zones ...... 44 Urban Outfitters (#92) grew its direct real estate boom. But now that the housing company’s catalog/Internet sales for the Carlyle Group, and Clayton, Dubilier Bass Pro Shops...... 78 boom has gone bust, merchants that sell first quarter of this year slipped 4.0%. ■ & Rice for $8.5 billion—18% less than sales to $192 million in 2007 from $153.70 Black Box Corp...... 35 the price the group had initially agreed Blyth...... 89 to pay two months earlier Brady Corp...... 75 Broder Bros...... 33 ■ Outdoor sporting gear cata- Cabela’s ...... 29 loger/retailer Cabela’s buys S.I.R. 2007 direct 2006 direct CDW Corp...... 4 Rank Company sales (in millions) sales (in millions) Market segment Notes Charming Shoppes ...... 57 Warehouse Sports Store, a Canadian retailer of hunting, fishing, camping, Cintas Corp...... 32 Sport Supply Group $243.8 $230.1 athletic equipment changed name from Collegiate Pacific in Coldwater Creek...... 64 and related outdoor merchandise 81 Farmers Branch, TX • 972-484-9484 July 2007 Collections Etc...... 74 Corporate Express ...... 11 SEPTEMBER 2007 Sierra Trading Post $236.7 $227.7 discounted apparel, home launched Sierra Home & Gift book in 82 Crate & Barrel ...... 68 ■ Multititle cataloger Redcats USA Cheyenne, WY • 800-713-4534 goods, and outdoor gear September Crutchfield Corp...... 77
acquires United Retail Group, a spe- DBL Distributing...... 58 Orvis $234.0 $211.0 apparel, gifts, outdoor cialty retailer of plus-size women’s refined online lifetime value and Dell ...... 1 8 3 Sunderland, VT • 802-362-8525 gear and home goods fashion apparel, for $198.9 million customer acquisition tactics Deluxe Corp...... 22
Digi-Key Corp...... 39 Potpourri Group $230.0 $220.0* gifts, crafts, decor, toys founded in 1963; today includes 12 OCTOBER 2007 Direct Marketing Services Inc...... 85 8 4 Chelmsford, MA • 978-256-4100 catalog titles Doctors Foster and Smith ...... 79 ■ K+K America sells Conney Safety Dr. Leonard’s Healthcare Corp...... 86 Products to private equity firm Direct Marketing Services Inc. $220.0* $190.0* home decor, gifts enhanced search capabilities on Eddie Bauer Holdings ...... 73 Caxton-Iseman Capital for $48 million 8 5 Chicago • 312-328-7400 Montgomery Ward Website Fingerhut Direct Marketing ...... 69
Foot Locker ...... 65 DECEMBER 2007 Dr. Leonard’s Healthcare Corp. $220.0* $151.0* housewares, healthcare bought by Amerimark Holdings in Guest Supply ...... 37 ■ AmeriMark Direct buys fellow 8 5 Edison, NJ • 732-225-0100 items, gifts December Guitar Center ...... 52 multititle cataloger Dr. Leonard’s Hanesbrands...... 95 Aristotle Corp. $211.6 $203.0 educational and achieved balanced organic growth in Healthcare Corp. 87 Hanover Direct ...... 56 Stamford, CT • 203-358-8000 agricultural supplies education and commercial segments Harry & David Holdings ...... 62 JANUARY 2008 HD Supply ...... 46 TTI $209.0* $184.0* electronics components Mouser Electronics only ■ Computers and industrial suppli- 88 Fort Worth, TX • 817-740-9000 Henry Schein ...... 7 ers marketer Systemax buys the Hewlett-Packard Co...... 12 CompUSA brand, trademarks, and Blyth $206.8 $199.4 housewares, photo includes Miles Kimball and Walter Drake IAC/InterActiveCorp...... 14 e-commerce business for approxi- 89 Greenwich, CT • 203-661-1926 supplies, gifts IBM ...... 2 mately $30 million Interline Brands ...... 41 Amerimark Holdings $205.0* N/A apparel, accessories, with Dr. Leonard’s acquisition will J&R Electronics ...... 71 ■ Fruit gifts mailer Harry & David 90 Cleveland, OH• 440-325-2038 health-related items become a $420 million company J. Crew Group...... 63 J.C. Penney Co...... 24 Holdings acquires breakfast foods K+K America...... 51 cataloger Wolferman’s from Williams Thompson Group $200.0* $210.0* home decor, gifts, includes Thompson Cigar, Casual Living, 91 L.L. Bean ...... 28 Foods; sources say the deal was worth Tampa, FL • 813-884-6344 cigars, coffee Linen Source, and Café Belmondo LifeWay Christian Resources ...... 94 about $22.5 million Urban Outfitters $192.2 $153.7 apparel, home decor included the Urban Outfitters, Limited Brands ...... 25
92 Philadelphia • 215-454-5500 Anthropologie, and Free People brands LTD Commodities ...... 45 APRIL 2008 Mattel...... 54 ■ Current USA, a subsidiary of Recreational Equipment Inc. $190.0 $155.0* outdoor equipment total 2007 sales increased 13.5% to Macy’s ...... 38 Taylor Corp., agrees to buy personal- 93 Kent, WA • 253-395-3780 and apparel $1.3 billion McMaster-Carr Supply Co...... 61 ized gifts merchant Lillian Vernon McNichols Co...... 98 Corp. for $15.8 million LifeWay Christian Resources $189.0 $150.0* church and Christian operates 140 stores in two dozen states MSC Industrial Direct Co...... 20 94 Nashville, TN • 615-251-2000 living products NBTY...... 100 MAY 2008 Neiman Marcus Group ...... 42 ■ 1-800-Flowers.com buys Hanesbrands $186.0* $180.0* innerwear, casualwear acquired textile plant in El Salvador Northern Tool & Equipment ...... 53 95 Office Depot ...... 10 DesignPac Gifts for $36 million Winston-Salem, NC • 336-519-3386 in September OfficeMax ...... 8 PetMed Express $184.3 $155.3 pet medications and Web sales now 65% of total revenue Omaha Steaks...... 72 ■ Gadgets and gifts cataloger/retailer 96 Pompano Beach, FL • 949-979-5995 supplies Orchard Brands ...... 30 Sharper Image Corp., which filed for Oriental Trading Co...... 50 Chapter 11 bankruptcy protection in Tiffany & Co. $182.1 $174.1 jewelry, tabletop items, direct sales were flat for holiday Orvis...... 83 February, agrees to be acquired by a 97 New York • 212-755-8000 gifts at $69.9 million Patterson Cos...... 16 joint venture led by units of private PC Connection ...... 19 investment firms Hilco Consumer Capital McNichols Co. $181.0 $153.0 metal industrial started walking program that now PC Mall ...... 27 Corp. and Gordon Brothers Group 98 Tampa, FL • 813-282-3828 components includes about 25% of its 110 employees PetMed Express ...... 96 Potpourri Group ...... 84 ■ Provide Commerce agrees to 9 9 Wayside Technology $179.9 $182.3 programming software sales for Lifeboat technical software Premier Farnell ...... 40 acquire substantially all of the assets Shrewsbury, NJ • 732-389-0932 segment were up 5% Production Tool Supply ...... 76
of gifts mailer Red Envelope, which Provide Commerce ...... 70 NBTY $179.5 $214.5 nutritional supplements includes Puritan’s Pride catalog Recreational Equipment Inc. (REI)...... 93 had filed for Chapter 11 bankruptcy 100 Bohemia, NY • 631-567-9500 Redcats USA ...... 23 protection in April ■ Restoration Hardware ...... 66
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