Word: woolman
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Dates: during 2000-2009
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...Sears' online purchases are picked up at the store, and once there, about one-fifth of those shoppers end up making unplanned purchases, according to Sears' research. Sears.com contributes directly or indirectly to about $1 billion of the company's $41 billion in annual sales, according to spokeswoman Ann Woolman...
Retailers still look at the conversion rates--how many of their website visitors complete a sales transaction--but those numbers are no longer so critical. "Of course we want our site to be profitable," says Sears.com spokeswoman Ann Woolman, "but it's there to serve as a catalyst for growth for Sears overall." The company reports that 1 out of every 10 in-store major-appliance purchases comes directly from customers who logged on to Sears.com first--representing upwards of $500 million a year in sales...