LANDS’ END SETS WEB SITE FOR SATURN

Byline: Thomas Cunningham

NEW YORK — As part of an expanded plan to sell to corporate customers online, catalog retailer Lands’ End said Monday it would launch an online custom store for the car maker Saturn, and also said its products would be featured on two business-to-business e-commerce sites.
“We’re making it faster and cheaper for purchasing managers to buy logo’d apparel,” Mike Grasee, Lands’ End director of Internet development for Land’s End corporate sales, told WWD. “E-commerce is part of our overall corporate business. We envision that every business order in some form or fashion will touch the Web.”
Quoting Forrester research, Lands’ End said the business-to-business marketplace would reach $1 trillion by 2003. Grasee declined to say what sales he had projected for Lands’ End’s online business-to-business efforts.
Under the deals announced Monday, Lands’ End will be a featured supplier on Commerce One’s MarketSite and on Ariba’s Supplier Link business-to-business site. The two portals are targeted at corporate customers worldwide.
The Saturn store, which will be launched before the end of this month, will be available to Saturn’s 8,000 employees and more than 400 Saturn dealers, Lands’ End said. Lands’ End, which is developing a store for electronics retailer RadioShack, plans to expand further the online custom store business, Grasee said.
Smaller business customers can buy from Lands’ End’s business-to-business site, at Landsend.com, which started selling online in January, he noted.
In 1999, Lands’ End’s corporate division had sales of about $140 million, accounting for 10.6 percent of the company’s $1.32 billion in annual revenue. Nine out of 10 Fortune 500 companies buy business apparel from the Lands’ End corporate catalog, the company said.
Lands’ End shares gained 3/16 to close at 37 1/2 on the New York Stock Exchange Monday.

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