Cdnow Inc - Impact Of Increased Competition And Dot-com Fallout

Despite CDNow's rapid growth, competition from the likes of Amazon.com and barnesandnoble.com began taking its toll on the firm in 2000. That year, Amazon surpassed CDNow in music sales. CDNow found it difficult to compete with Amazon's massive customer base and customer service savvy. A survey completed by Forrester Research Inc. ranked CDNow fourth—behind Amazon, barnesandnoble.com, and buy.com—on its list of the best music Web sites, citing poor customer service, unreliable delivery, and technology glitches as common problems faced by users of CDNow. However, the survey complimented CDNow on its buyers' guides, which helped users to select merchandise.

A merger deal with club-based music and video seller Columbia House, announced in July of 1999, fell through in March of 2000. This prompted speculation that the dot-com fallout and CDNow's resulting stock price plunge had soured the deal. Others pointed to CDNow's $30 million debt and lack of profitability—it had lost roughly $200 million since its inception—as reasons for the nixed plans, which caused share prices to tumble 28 percent. Columbia House co-owners Sony Corp. and Time Warner Inc. still invested $51 million in CDNow. However, reports that the firm might run out of cash by September pushed stock to a record low of $3.50. According to a March 2000 issue of Billboard magazine, after the demise of the merger deal, CDNow was perceived as "struggling to keep pace with market leader Amazon.com and as scrambling to find a partner with deep pockets before it runs out of money."

To cuts costs, CDNow slashed its advertising expenditures and closed its London office. The firm also began diversifying its revenue stream by increasing sales of ads, such as banner bars, buttons, and sponsorships, on its site. Customer retention programs, including reward and incentive schemes, were put in place. According to a June 2000 article in Brandweek, the changes were designed to "make the beleaguered music e-tailer a more attractive package for potential investors or partners." CDNow's efforts paid off in July, when international media giant Bertelsmann agreed to purchase the firm for roughly $117 million, or $3 per share.

Bertelsmann's e-commerce efforts had been formally launched in 1998, when the firm bought half of barnesandnoble.com for $200 million and created its own online retail book site to take on Amazon.com in Europe. By the time it began considering a takeover of CDNow, Bertelsmann had funneled roughly $13 billion into its Internet operations. For example, it had involved itself in the founding of Terra Lycos, created when Spain-based Terra Networks bought Lycos, a leading U.S.-based World Wide Web portal, for $12.5 billion. Bertelsmann secured itself access to the 50 million customers already using either Terra Networks or Lycos. CDNow's founders believed that Bertelsmann's market reach would allow their firm to better compete with Amazon.

In October, Bertelsmann merged CDNow into its newly formed Bertelsmann eCommerce Group, headed by former AOL Europe executive Adreas Schmidt. Jason Olim was named chairman of CDNow, which began operating as a wholly owned subsidiary of Bertelsmann. Believing that CDNow had built a viable brand, Schmidt maintained the CDNow name and planned to use the site mainly as a music hub for Bertelsmann's existing online music operations, such as its GetMusic site, a joint venture with Seagram Co.'s Universal Music Group. With access to Bertelsmann's deeper pockets, CDNow continued to grow in the months following its takeover. For example, the firm began offering wireless access to its site in late 2000 via deals with ViaFone Inc. and Sprint PCS. CDNow also saw its video sales double by early 2001 after expanding its video offerings to more than 70,000 titles and adding content such as film reviews and best seller lists to its Video Shop.