This is a sample taken from the 22698 Internet Retailer: Top 500 Guide. Internet Marketing Conference/Exhibition pages accessible below. You are currently viewing information organised by Author.

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	E-mail newsletters star in a campaign to drive offline sales Description: In spite of the number of commercial e-mail messages that arrive in consumers’ inboxes every year, e-mail marketing is still a work in progress. Analysts constantly urge marketers to apply the same time-tested techniques to e-mail marketing that they apply to direct mail. Just as direct marketers test envelopes and wording, consultants urge e-mail marketers to test subject lines. Direct marketers test content and offers with A/B splits, so should e-mail marketers, consultants say. Ditto for response rates.
	Beyond Products Description: Retailers demand—and vendors are developing—extended site search capabilities
	Rewarding Behavior Description: 21st Century technology brings the small-town feeling back to the hardware store
	Order Please Description: Accept and track orders
	New Realities Description: Monica Luechtefeld looks to the future of the Internetand Office Depot
	What kind of impression do you make? Description: Retailing is as much about theater as it is about merchandise. That’s true even among the discount chains that carefully cultivate the image they want customers to walk away with—high quality at low prices, for example, or no-frills stores that cut overhead and keep prices low. Online retailers didn’t take long to apply that approach to their web sites. E-retailers continually refine their sites, updating the look and navigation and adding features and functions that will appeal to their customers.
	Creatures were stirring, especially the mouse Description: While bricks were mixed, a rising tide of online sales lifted all sleighs
	Can’t Get No Satisfaction Description: how severely a poor online shopping experience impacts overall impression of the retailer
	Skivvies site soars Description: Atlanta, Ga.
	In the catalog world, there are no more pure plays Description: The web pushes catalogers into multi-channel retailing and profoundly changes how they do business
	Digging out Content Description: Product info is gold to retailers, but finding it is challenging
	3-D Comes to the Web Description: 3-D technology pushes online retailing into a whole new dimension
	Keeping an eye on things the web way lets retailers know who’s minding the shop Description: The Eyecast system—which is running about 600 cameras—links a retailer’s cameras to a small box in the store and from there to a phone line and then to the Eyecast IBM mainframe in Herndon, Va., which hosts Eyecast’s web site. Any time of day, managers from a retailer’s headquarters or division office can log onto the password-protected web site and see what the camera sees.
	Beep beep, beep beep, yeah! Description: When information overload strikes, retailers can winnow data with a dashboard
	Manufacturers are turning to the web to help their customers figure out complex products Description: How2TV, e-Sim Ltd.’s Live Products Division , based in New York, and OneCare are competing for the burgeoning market in interactive, web-based user manuals. Called by some self-service customer relationship management and considered a subset of CRM, the technology is poised to play a major role in retailers’ and manufacturers’ use of the web. The measure of the self-service CRM market is hard to come by, but OneCare, for one, estimates it could reach $7 billion a year, depending on what is counted. The user manual portion is a further subset of that. “This is a significant market opportunity,” says Chris Martins, research director at Boston-based Abderdeen Group, information technology consultants and researchers. “The technology supplier who has the sophistication to do this will provide real value to retailers and manufacturers.”
	Fallout from Katrina Description: Sudden spike in gas prices drives consumers online
	Surviving the shakeout: E-retailers adopt many strategies to assure their future Description: Kicking off the program on Feb. 27 will be Mark Goldstein, president and CEO of BlueLight.com. Probably no retailer in the past 12 months has generated more interest in its web strategy than BlueLight.com, the online division of Kmart Corp. Kmart offered free Internet access, signing up 5.5 million users in a year.
	State of the Industry Description: Growth in online shopping slows, but channel shift continues
	E-retailers ramp up their buying Description: The Internet Retailer Conference & Exhibition has just concluded at the San Jose Convention Center, with more than 4,000 total attendees. They jammed the 93,000-square-foot Exhibit Hall where they visited 245 technology and services vendors. Traffic in the exhibit hall was strong and continual. That tells me the appetite for technology and services that serve the e-retailing market is stronger than ever. In fact, one successful online retailer, who operates a well designed, easy-to-navigate site and understands the marketing ins and outs of web retailing, told me that one of the highlights of the conference was the exhibit hall. “Every single vendor was right on the money in terms of something we need,” he said. “I didn’t have time to talk to all the vendors I was interested in.”
	When discounts drive customers away Description: Evidence is accumulating that online retailing is becoming a lot like offline—except when it come to online discounts.
	May We Suggest Description: Cross-selling online is much to be desired, but the problem is in the execution
	New Payment Options Description: PayPal ramps up new services as it makes its move off of eBay
	The Bucks Stop Here Description: The flow of money back to Internet companies has started
	How the browser is becoming the entry point to retailers’ shrink data Description: One of the biggest issues that confronts chain retailers is employee honesty. Most employers realize that no matter how closely they screen prospects, they will end up hiring a few dishonest employees; the odds favor that outcome in a pool of several thousand people. And so the challenge becomes how to spot those who are dishonest, alert the opportunistic thieves who are basically honest to the fact that there’s a chance of getting caught, and not implement procedures that will disrupt the company’s primary job of selling merchandise. On top of all that, retailers are cautious about not overloading their IT infrastructure to catch a few thieves.
	Better Self-Image Description: E-retailers’ opinions of their industry move up, but still lag consumers’ views
	The CRM imperative: Wooing existing customers is more important—yet harder—than ever Description: If anyone had any doubts about the importance of customer relationship management, the news from Shop.org’s retail multi-channel report that came out last month will go a long way toward settling those doubts.
	The learn-as-you-go plan at eBay Description: As sellers become smarter about using online auctions, they continue to refine their approaches to maximize returns. Liquidator Genco Distribution Systems recently found a correlation between the starting price of an auction and the winning bid. Genco, which sells surplus goods at eBay, used to start all bids at 30-35% of the original cost of the item. The average auction generated five or six bids and the average selling price was around $60, says Pete Rector, senior vice president.
	Do You Know Me? Description: The two positions are the battle lines in the fight over privacy on the Internet. And as with most contentious issues these days, the majority of consumers fall in the middle. There’s plenty of anecdotal evidence that consumers are willing to give up degrees of privacy that range from trivial to significant to get something in return. For instance, consumers who sign up for AT&T WorldNet’s i495 Internet access give AT&T permission to track their movements around the web. In return, they get Internet access for $4.95 a month vs. WorldNet’s usual $19.95 or $21.95 price. AT&T won’t say how many customers it’s following around the web, other than to say that within a short period after i495’s introduction, hundreds of thousands of customers had signed up for it.
	After success in stores, retailers take e-learning up the corporate ladder Description: Even though retailers have yet to adopt e-learning widely, some pioneers in e-learning are getting ready to take it to the next level. “We are expanding beyond the store base to the store support group,” says John McKeever, director of superstore training for Circuit City Stores Inc. “We want to expand and leverage this type of learning into the corporate office, including service and distribution.”
	The Age of Innovation Description: The
	Great selection, good taste Description: San Francisco, Calif.
	Gateway does it, Dell does it, and now even IBM does it: Selling direct to consumer Description: When the web was new, many expected manufacturers would take to the Internet to sell directly to consumers, bypassing the retail middlemen. Some did—and still are. But a highly publicized retreat by Levi Strauss & Co. 18 months ago spooked many of the manufacturers who were planning to sell on the web, and the notion of manufacturers dealing directly with consumers has had a very low profile of late.
	Making the Connection Description: The key to making data communication possible among various retail entities is the point-of-sale terminal. Always a linchpin in a retail operation, the point-of-sale terminal today has been elevated to star status. Retailers more and more are recognizing that the POS terminal is the link from the store to the outside world and many are upgrading its abilities, including adding web access. In fact, 75% of POS terminals today include web technology, says Greg Buzek, president of IHL Consulting Group, of Boynton Beach, Fla., which follows the retailer technology market. That high number, though, does not mean retailers are taking full advantage of the capability. “Retailers are still trying to figure it out,” Buzek says. “In 2000, only about 10% of retailers were using the capabilities of the POS terminal. This year it will grow to 20% to 25%.”
	The Match Game Description: The web creates price competition and Jenson USA answers it withg a price-match database
	The Bucks Stop Here Description: The flow of money back to Internet companies has started
	A competitive market is pushing site search technology to new plateaus Description: Until last fall, the search function at NeimanMarcus.com was typical of e-retailers. “It was very frustrating. Results very rarely were spot on and in many cases there were no results,” says Michael Crotty, vice president of marketing of Neiman Marcus Group Inc.’s Neiman Marcus Direct. “It was terribly flawed.”
	How the web’s role is expanding in the fight against shrink Description: It was a very sophisticated scam that netted the criminal $100,000 in five years from one retailer. Here’s how it worked:
	Writing the book on wireless Description: New York, NY
	Giving the customer what she wants— and making it easy to find Description: Unlike most searches, a natural language search does not rely only on the descriptions of products that reside in databases. Rather, it performs a synonym search on all the information in the database. Thus the customer who types in “pants” will see listings for trousers if the retailer uses the word “trousers” but not “pants” in the database. It also incorporates automated functions to match unfamiliar words with familiar words, corrects spelling and makes decisions about proper names.
	Why same-store sales fall and web sales rise Description: I am not much of a store shopper any more. The Internet is my medium of choice. But recently, I had a few minutes to fill between when I bought movie tickets and when the movie began, so I stopped into the department store—owned by a major chain—across the mall from where we were seeing the movie.
	Filling the Pipeline Description: Avon, Ohio-based Manco was the first vendor to move to Ace’s web-based supply chain system from Atlanta-based E3 Corp. Now, two years later, nine suppliers are participating in it. Those nine already represent more than 10% of the goods that Ace buys, and Ace is on the verge of bringing two more online. Ace deals with over 2,000 suppliers and Smith sees no reason that all would not want to be part of the web-based supply chain. “Who wouldn’t want to dial into their customer and cut themselves a purchase order?” Smith says.
	Focused----but not too fancy Description: Sandpoint, Idaho.
	The new call center agent Description: Wired consumers and tons of product data on the web create new challenges for customer service reps
	The new realism of web site design Description: Creating retail web sites that sell
	Appliance makers on the web learn to walk a fine line between retailers and consumers Description: Levi Strauss and Co. got a lot of publicity-most of it negative—when it tried to sell slacks directly to consumers over the web in the late 1990s. Back in those days, retailers and manufacturers were still trying to figure out how the web worked. Levi decided it would be the sole source on the web for its jeans and Dockers. It created Levis.com and Dockers.com for that purpose, just as most retailers were building their own web presences.
	Leaders for today and tomorrow Description: With this issue,
	Everything you ever wanted to know about a store, but didn’t know how to get Description: There’s little doubt that the web changes the way retailers operate. The surprising thing is that it is doing it in ways that some retailers would never have dreamed of.
	One Small Step Description: In our anonymous society, the biggest challenge is knowing who your customer is
	The Paperless Application Description: How the web helps retailers zero in on the right applicant
	The Money Spigot Opens Description: Investment criteria get looser as more investors open their wallets

Last updated on 19 February 2008, 06:57:56+0000