New York — Enzo Angiuoni is planning to have its greatest expansion ever in the U.S.A. over the next three years by concentrating on key decorative jobbers, furniture manufacturers and bedding producers, according to Philippe Coupe, marketing manager. The catch is that although Angiuoni is expanding, the company may end up working on fewer accounts.

''By focusing on key accounts, we expect three countries — the U.S., U.K. and Italy to be responsible for over 50 percent of our business,'' Coupe said.

The pair identified expanded product ranges to meet lofty sales goals. These products include contract fabrics in the form of a Trevira® CS program covering 40 different designs in 25 colors each. The new ranges also target the residential bedding, drapery and upholstery markets.

In Italy, Angiuoni is in the process of reducing its customer base from 300 accounts to only 50. ''We'll try to do the same thing in other countries,'' Coupe said.

In the second year of the 'pare-down' strategy, Angiuoni's volume actually grew. By focusing on fewer accounts, Angiuoni believes it will improve service and ultimately breed customer loyalty.

With this end in mind, Angiuoni is now developing computer systems that will allow its customers to access the organization using the Internet. The system will provide customers an avenue by which to process the orders and then use appropriate credit information. The customer will be able to tell if the article is in stock from this process. The company hopes the system will be operational sometime in 2000.

Roberto Angiuoni, second generation owner of the firm, is studying the firm's global business opportunities (often from the cockpit of his private plane, as flying is one of his hobbies). He also hopes to have his young son Filippo and daughter Andrea join the business some day.

''All that I know about this business, I learned on the job,'' he said. ''I've been with the company for 12 years and before that, I studied economics and business. What I like most is the contact with people.

''My father Enzo was an agent before he started this company. He originally had partners but eventually became the sole owner. He came from Southern Italy and had six brothers and sisters. He knew the meaning of hard work at a young age. He has taught me that our customers are like the stars in the universe. Without them, we have no world.''