M.C.,
We have a niche market that focuses on a clientele that is more prone to detailed research due to the base cost of each unit. What started out as a "hobby business" 15 years ago has steadily grown with a cautious approach. Our dealer network (brick and mortar stores) are limited and we have restricted "internet sales partners". While some may think this restricts overall sales, it affords us quality sales in terms of customer satisfaction and "word-of-mouth" referrals. You typically do not find many Bonzini's on E-Bay or Craig's list. Active players may attribute to 4%-5% of product sales annually. Most customers are looking for a table that will remain attractive in the home and stand the test of time. The business has come at a cost as far as maintaining my own playing skills, but has been very rewarding in building a positive image for the product and the players with their charity work.