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What shipping and handling can do for your business.

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This story appears in the March 1999 issue of Entrepreneur. Subscribe »

Looking for a way to grow your business? If you sell products through traditional retail or wholesale channels, consider adding mail order to your operation--it's a low-overhead, relatively safe way to expand.

Ouidad in New York City is one example of a company that did just that. The hair salon was doing well in the mid-1980s, but growth was limited by a finite facility and market. At the same time, owner/stylist Ouidad and her husband and business partner, Peter Wise, noticed a trend among clients who were moving out of the area to want to keep buying the products Ouidad had developed for the salon.

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