What Works

• For every piece of information that you have stored in your company computers, figure out if it would be of interest to some of your customers. If so, find a way to let them access this information directly on the Web without human intervention. Let them come behind the counter.

• Set up special Web sites for your best customers. Provide reports to your customers on what they are buying and who is buying it.

• Provide volume-pricing arrangements to induce your customers to use your new Web site for ordering.

• Before you do anything, use the tables in this chapter to determine whether your new system will be profitable. If it will be, use these tables to sell your concept to your management.