Gateway builds sales via retail-store sites

by Jan K. Allen

SBJ Contributing Writer

In the early 1980s, fourth-generation Midwestern farmer/rancher Ted Waitt developed an interest in computer hardware. In 1985 he started marketing custom-built systems by telephone, and then over the Web. That was the beginning of Gateway computers, according to Greg Lund, spokesman for Gateway Country.

In 1996, the principals of the growing company decided to look at additional marketing avenues, including sales in a retail setting. Two stores were opened late that year in Matthews, N.C., and Orange, Conn.

More stores were added in 1997, and by late 1998, when the Springfield store opened, there were 107 Gateway Country stores in operation. Now there are 158 stores, including showrooms in the United Kingdom, Western Europe and Asia, Lund said.

The company has three manufacturing plants located in Hampton, Va.