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

By Matt Griffin and Catalog Success

Establish the Right Relationships

Founded not quite 20 years ago in Edwards’ home, Acorn’s beginnings were decidedly humble. Seeing an opportunity to take advantage of the burgeoning home video market, Edwards, then a cable television consultant, became a producer and distributor of documentaries — the sort of programming that didn’t get much mainstream attention, but enjoyed a strong following by public TV viewers. He called his new venture Atlas Video.