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| Direct Marketing Division of Large Public Company |
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We were engaged to turn around the Direct Marketing division of a large diversified public company. Although the division was small, losses were extreme. We took on the role of surrogate managers in five areas -- merchandising, pricing, catalog presentation, e-commerce, and credit -- and directed the necessary changes. The division experienced a major turnaround, which it has sustained since (2 years). |
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| Multi-channel Retailer |
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We were engaged by the private equity owners of a multi-channel retailer to assess the situation and recommend a turnaround strategy. Our recommendations were to exit a number of product categories and concentrate on the original foundation of the business. We also recommended they encourage telephone order placement until they could implement improvements in their website. The turnaround is underway. |
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| Business-To-Business Catalog Company |
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A small business-to-business cataloger engaged us to review their eroding performance. Two of us spent a day reviewing a comprehensive information package and then visited the company for 3 days, sharing our findings on flip charts in the third day. Our easy-to-implement marketing initiatives will result in savings of over $750K. In addition, our strategic recommendations in pricing and e-commerce should provide additional profits and future growth. |
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| Dual-Channel Cataloger |
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We were engaged by a company that owns three catalogs to review the eroding performance of two of them. We developed merchandise assortment criteria, pricing strategies, and catalog presentation guidelines and assisted with their implementation. On a like-cell basis, sales per book increased over 30%. The business has moved from marginally profitable to generating an attractive return. |
