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Tip for July 27, 2004

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Sales Incentives, #2: Delivery and shipping

Symbolic price incentives can take the form of relatively low cost, but highly visible, concessions such as free delivery or shipping.

Free shipping of products like books can give you a competitive edge over local vendors. Free delivery can give you a competitive advantage over local discounters when selling large, bulky, and heavy products, like home appliances, big screen televisions, furniture, etc.

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