Smart selections in merchandise and staffing are driving Acorn Direct’s exponential growth rates.

By Matt Griffin and Catalog Success

There’s little doubt in their minds that focusing their merchandise lineup accounted for sales that rose to more than $15 million in 2004, from $10 million in 2003 and $5 million just a year earlier. Marron and her team found new items that widened the company’s appeal to ever greater circles. This story is about that business strategy.