Wiring Small Business

There's a big market in small companies that aren't hooked up

Here's a marketing lesson from cyberspace: Bulk Handling Technology Inc. of Winchester, Ohio, with only three employees and $1 million in annual sales, builds conveyor belts, rock crushers, and the like for mines and industrial sites. It survives against giants such as Dresser Industries by offering customized products that the huge competitors won't bother with. Problem is, Bulk Handling doesn't have the resources to spread the word. So this summer, it decided to jump on the World Wide Web. A computer hobbyist on staff designed the Web site--after about $1,500 worth of training from AT&T--and the long-distance carrier "hosts" the page on its Web server. Bulk Handling only had to buy a modem and Microsoft Corp.'s Windows 95.

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