Ann Shachtman

Massaging private and prospect sale invitation lists from new angles By Janet Pinkerton Computerization has simplified generating invitation lists for a retailer's private sale, but simply pulling a list from a retail customer database is only the first step towards a profitable sales event. Besides practicing good in-house "list hygiene," retailers tap out-of-house services to "clean" the list-remove duplicates—correcting or updating addresses to improve their investment in postage and mailer costs. Often, these companies also will profile a retailer's current customer base and more accurately cast a direct-mail net for new clients. More options for database services are available to retail as some

Associated Volume Buyers/Brand Source 100 S. Anaheim Blvd., Suite 250 Anaheim, Calif. 92805 Phone: (714) 502-9620 FAX: (714) 502-9627 Web site: www.brandsource.com e-mail: bob.lawrence@avb.net Bob Lawrence, Executive Director Bill Pleasants, President Kathy Maloney, Comptroller Mike Allen, General Manager Furniture Jim Ristow, General Manager Electronics Members: 1,800 Storefronts: 2,500 Regions: 17 Divisions: 4 Sleep Source-Mike Allen Home Entertainment Source-Jim Ristow Mobile Entertainment Source-Jim Ristow Home Rental Source-Mark Taylor Annual Sales Volume: $5 billion Key Suppliers-Electronics: Thomson, Pioneer, JVC, Mitsubishi, Zenith, EchoStar, DirecTV and Yamaha Key Suppliers-Appliances: General Electric, Frigidaire, Whirlpool, Maytag, Amana, Fisher & Paykel, Holland, Oreck and Bosch Key Suppliers-Furniture:

U.S. Listing for the Consumer Electronics and Major Appliance TradeAssociated Volume Buyers/Brand Source 5000 East Spring St. Suite 390 Long Beach, Calif. 90815 Phone: (562) 496-4402 Fax: (562) 496-4543 Web site: www.brand-source.com e-mail: bob.lawrence@avb.net Bob Lawrence, Executive Director Bill Pleasants, President Kathy Maloney, Comptroller Mike Allen, General Manager Furniture Jim Ristow, General Manager Electronics Members: 1,800 Storefronts: 2,500 Regions: 17 Annual Sales Volume: $5 billion Key Suppliers, Electronics: Thomson, Pioneer, JVC, Mitsubishi, Zenith, EchoStar, DirecTV Key Suppliers, Appliances: General Electric, Frigidaire, Whirlpool, Maytag, Amana, Fisher & Paykel, Holland, Oreck Key Suppliers, Furniture: Ashley, Action-Lane, Powell, Best Chair, Simmons,

LAS VEGAS—Dealerscope and E-Gear's Best of 2000 awards reception, held January 6, the opening night of the 2001 International CES, featured cold beer, good blues and an impressive awards roster. A multimedia presentation sponsored by Forbes Magazine honored five Dealerscope Hall of Fame inductees (including the first two retailers in the Hall of Fame's 10-year history), four retail Dealerscope Pride Awards and the innovative, designated winners of the Dealerscope Editors' Choice and E-Gear All-Star Awards. Tired feet and busy schedules notwithstanding, we had a blast. Eric Schwartz, vice president and group publisher of Dealerscope and sister consumer magazine E-Gear, chats with Tom DeVesto

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