-7-
The impact on CFI was immediate. By the early 1990s, CFI’s
sales had grown to a peak of over $300 million. Mr. Rabinowitz
attributed a significant portion of the sales growth to CFI’s use
of chartered aircraft. Using a private jet enabled petitioners
to visit department store buyers in cities that could not be
reached via commercial airlines. In addition, petitioners were
able to open a flagship Carole Little store in Aspen, Colorado,
to showcase their brand and their products.5 This store was one
of only one or two that carried the full line of Carole Little
merchandise. The store also served as a product testing ground,
where CFI could test particular items before distributing them
nationally. With the jet, they could quickly visit this store to
check on or deliver merchandise, examine the store’s appearance,
and discuss any issues regarding sales of the clothing with the
store staff. They learned what clothing sold and, more
importantly, why certain clothing did not sell.
Also, the arrival of Mr. Rabinowitz on a private jet to make
a sales call distinguished him from other salespeople in his
buyers’ eyes and allowed Mr. Rabinowitz to call on high-ranking
executives to whom he would not otherwise have access. Ms.
Little was able to make more personal appearances to market her
brand. In addition, because she could bring garments on the jet
with her and add finishing touches, Ms. Little could devote more
time to creating new designs rather than waiting for commercial
airlines. The jet also cut down on the risk of loss or delay of
5Petitioners also had a second home in Aspen, Colorado.
Page: Previous 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 Next
Last modified: May 25, 2011