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Sales Management is a nicely designed specialist magazine for the commercial professional. Sales Management is published 10 times annually and writes about sales and marketing, CRM, e-business and purchasing management.
In every edition a successful commercial case study is presented. In the May 2003 issue a big article on Possen Fashion is published. Some quotes:
"Possen Fashion succeeds in what retailers thought a mission impossible: selling tailormade suits using the Internet. A well-thought combination of clicks and "bricks" is the secret. The company has no stocks. "We reverse the chain and operate according to the production-on-demand principle", says founder Bas Possen. ( ... ) The information on customers is used by us for specific marketing communication events. "We use an intelligent database", Possen says. We know exactly which customers prefer a luxurious Italian pinstripe fabric. If an Italian weaver offers me such a fabric, I will select this group of customers and send them an email with a special offer. This way we can sell tailormade suits, without keeping one inch of fabric on stock. So our concept totally is demand-driven. ( ... ) The advantages for the customer are obvious. Possen never has to say "no" to a customer and because of the absence of purchasing risks and stocks the price is relatively low. ( ... )"
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