Product diversification is enabling Beau Ties Ltd. of Vermont to tighten its hold on a niche market.

By Matt Griffin and Catalog Success

Challenges: Prices and Staffing

Managing this niche business is not without its challenges. Despite their varied product mix, one of the problems Kenerson and Venman faced in the past year was a slip in the pricing mix. Although sales were going well, revenue appeared lower than it ought to have been. As it turns out, they gradually had removed some higher-priced items without replacing them, which eventually took its toll on the company’s bottom line.