The Internet continues to be a growing force in the home accents industry, as more retailers are getting on board and learning the benefits of being able to do business with their vendors online.

Mark Moussa, president of Arteriors Home, said his company has invested heavily in its Web presence because it makes things easier for its customers.

"Our goal is for the Web to be another way for our customers to shop Arteriors Home," Moussa said. "It is all about letting them shop the way they want to shop. Whether they want to visit our showrooms, work with a sales representative, browse our catalogs, go to the Web site or any combination of these, we want to make it as easy as possible for customers to find what they are looking for."

Last month, Arteriors launched the new Arteriors Home Web site after undergoing a major overhaul. The site now offers the ability to place orders online, more detailed product information and a comprehensive online catalog, Moussa said.

Christina Loison of Canadian-based accessory and tabletop producer Abbott, said the Abbott site has evolved over the years, and is now a one-stop shop for customers.

"Our Web site started as a product catalog — now it's all about managing your account with Abbott online," Loison said.

Customers can see their entire account including back-orders and re-orders. The site includes the entire product line, availability, quantity and price.

Abbott has completely eliminated paper catalogs and directs all customers to the Web; the company distributes a brochure to market visitors on how to operate and use the site.

David Moses, vice president of sales and marketing for Lazy Susan, and president of consulting firm Next Step Strategies, said the Web offers too many opportunities for vendors to ignore it or not maximize its usage.

Lazy Susan launched its e-commerce site in January. In the second quarter of 2009, Lazy Susan will launch to consumers with Shopatron technology, whereby retailers who sell a certain vendor's line can make the sale based on their proximity to the end buyer.

The Lazy Susan site is password-protected for pricing and ordering information, but all products are visible to the general public. A dealer locator directs consumers to local retailers.

Abbott has been aggressive with its Web site because technology is evolving so quickly, Loison said.

"Fifteen years ago we didn't have the Internet and life was grand," she said. "But as technology improves, we have to grow with it. We had customers two years ago who didn't have e-mail and wouldn't do e-mail. Now they do."

The growing use of the Internet may have an impact on the tradeshow business, vendors said, but they also believe in the overall importance of the markets.

"Tradeshows will remain an important part of our industry," Moussa said. "Home furnishings as a whole are 'see it and feel it' products that work well in an in-person environment. But with that said, I do think buyers may reduce the number of shows they go to and use the Internet to help supplement their assortment between shows. I see the Internet positively affecting the buyers' experience by giving them an easy way to preview and review market introductions. It is a great way to get information out to a large group of people quickly and efficiently."

"This business is design-driven," Moses said. "People want to see and touch the products. The show is not going to go away. They need to see what does that really feel like, and they want the inspiration and merchandising ideas that you can only get from going to the shows."

The role of reps is also impacted, but it too can be a positive change.

"The best reps are consultants, not order-takers," Moses said. "The Web is there as a great additional tool. Yeah, the world is changing, but I don't see that the Web is going to obliterate everything else. You need your sales force on the road. People are ordering more frequently and placing smaller orders until they can make sense of the economic climate. The Internet is invaluable for that."

"Reps will never die — we need reps in the stores," Loison said, though she noted that some reps feel they are in competition with the Web. Instead, she said, they should use it as a tool — the site can help them with managing duplication and distribution issues and they can see all their customers' orders online.

Moses said his best advice to vendors about being on the Web is to "think about integrated marketing and communications — be sensitive to your brand and what it stands for.

"Your showroom looks like you and your catalog," he said. "We want people to know and trust that the feeling that is here (on the Web site) can be found in our showroom — that should be your goal online."

The biggest benefit of working online is the speed at which things can change and be updated.

"Once your catalog is printed, it's done," Moses said. "The Web is almost like a living, breathing organism."

Arteriors' Moussa said, "I love the immediacy of it, new products, closeouts, etc., can all benefit from real time customer interaction."

"Being a vendor, (the Web) is the way to go," Loison said. "Whether you are looking for travel or buying a pizza ... everything is online now."