Power-Packed Product Line: Focus on B-to-B Merchandising

This fall, Galeton will mail a 160-page catalog. A bit less than half of the merchandise in that book is gloves. Currently, the company’s total SKU count is 5,000 to 6,000 — still relatively small by catalog industry standards. But Mis says that a testament to the success of the product launches is the penetration curve of new merchandise lines over time. “We track these data, and they display a classic ‘S’ curve. New product sales build gradually, then accelerate over time,” he explains. “Many of our new products still are in the initial stages of their market penetration, and have significant room for growth.”