Subscribe to Entrepreneur for $5
Subscribe

Direct Access

Selling solutions straight to end-users brought this company back to life.

By
This story appears in the January 2007 issue of Entrepreneur. Subscribe »

Established in 1958, Handi-Ramp is the oldest manufacturer of ramps for the disabled. By 1995, however, the Libertyville, , had stalled. Thom Disch purchased the struggling company that year and, with the help of a new company website and solution- tactics, revitalized it at a averaging 30 percent per year over the past 11 years.

When Disch, 51, launched www.handiramp.com in 1996, the let him sell to end-users directly rather than depend on the traditional but less effective method of using a dealer network. Now, about 75 percent of all are to end-users, who find Handi-Ramp via the web--and with 1 million site visitors annually, the company projects year-end sales of $5 million. Disch also targets niche markets: He's done jobs for troops in and has even customized ramps to safely transport sea turtles and three-legged rhinos. Says Disch, "Solution selling has really enabled us to expand the business."

Continue reading this article - and everything on Entrepreneur!

We make some of our best content available to Entrepreneur subscribers only. Become a subscriber for just $5 to get an ad-free experience, exclusive access to premium content like this, and unlock special discounts.

Entrepreneur Editors' Picks