Retention Strategies

I did a double take when he mentioned his Web site, and I asked him about it.

Mr. Higgins had his Web site created in April and sold 10 pieces of furniture on the Web in July alone. Regular customers e-mail him with special item requests and questions. He also has an online catalog that is updated frequently. As I see it, by entering the online catalog business Mr. Higgins is providing options for his customers that may enable him to take a bite out of traditional catalog sales for similar merchandise.