Securing the Future

That led to Connolly’s second insight: Quit whining, and fix the goods. “As an industry we have not done enough in merchandising as we should,” he said. Williams-Sonoma bought Pottery Barn in 1986 when it had 30 stores each averaging about $1 million in sales annually, Connolly noted. This year, Pottery Barn expects to generate $1.5 billion in sales. Connolly cited an expertly selected product assortment.