Word: cataloger
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...catalog keeps the conversation going. The text is often full of lengthy and technical explanations of how Lands' End products are made. Example: "At our yarn-spinning facility, every bale of cotton is inspected on both sides to insure top quality. (They end up rejecting 10% of the bales -- fussy, fussy folks...
Lands' End wins friends by populating its catalog with real people, complete with wrinkles and middle-age spread. Often the models are employees or readers who have sent in photos of themselves along with suggestions for the catalog. In one recent issue, Roxanne Clouse and her teenage daughter Franny, who are customers from Amazonia, Mo., sported bathing suits. Says one appreciative customer: "I get tired of catalogs full of models who wear a size...
...floors and exposed industrial pipes, J. Crew is far from folksy. The company's offerings are decidedly casual but with a note of sophistication. Arthur Cinader, 61, J. Crew's chairman, describes the J. Crew look as "understated flair." Cinader, whose family-owned firm operates a clothing-and-furnishings catalog business called Popular Club Plan, started J. Crew six years ago and had an almost instant...
...catalog offers stylish variations on some familiar themes in American sportswear. Besides selling a garden-variety pocket T shirt ($12), J. Crew offers a prewashed (or "weathered," as the catalog puts it) T shirt for $24 in 15 different colors, including watermelon, tangelo and mango. Other characteristic items: Shaker cotton sweaters ($38) and unlined canvas jackets ($68). This year J. Crew is branching into clothes for the office as well. Fall offerings will include a wool V-neck dress ($128) and a men's herringbone-tweed jacket (about...
...Cinader's 28-year-old daughter Emily is the firm's president and chief of design, though she had no previous business experience when she joined the company in late 1982. Another daughter, Maud, 23, directs location photography for J. Crew. Nepotism may work: the company expects that its catalog sales this year will reach $150 million, up 50% from...