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

For holiday 1999, Plow & Hearth upped the number of item-specific upsell suggestions, each selected by a human merchandiser, not predictive software. "This year we have in the neighborhood of 200 different item-specific selling scripts," says Hay.

Expanding on the Web

The next step for Plow & Hearth will be extending upselling and other advanced merchandising features to its Web site, launched as an e-commerce site for holiday 1998. The company is currently working on enhancing the site's features and functionality.