Profile on Plow & Hearth--Reaping What You Sow (2,623 words)

"We also did some matches of our house file against Abacus," says Hay. "There were some pretty good matches with traditional home catalogs, and that supported the evidence that our customers had an appetite for indoor furnishings."

With a responsive market buried right in its own house file, Plow & Hearth had only to develop the right merchandise mix and brand. The result is American Country Home's mix of simple, quality casual country furnishings.