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Special Delivery

Drive sales by offering stellar delivery services.
July 1, 2005
URL: http://www.entrepreneur.com/article/78316

When local customers buy new furniture by 5 p.m. from Classic Furniture & Sleep World in New Albany, Indiana, the salesperson delivers the merchandise to their homes by 8:30 the same night.

"We send the sales person because he knows exactly what was agreed to, and customers appreciate it," says owner Todd Coleman, 32.

"Delivery is so important that if you're not offering it, you shouldn't be in a retail business today," says James E. Dion, president of Dionco Inc., a retail consulting firm in Chicago. Not all companies need to have a superfast drop-off like Coleman's shop, he says, but either local delivery or shipping is essential for brick-and-mortar stores to compete with e-tailers.

Dion offers these tips to keep deliveries from driving you crazy:


Gwen Moran is a writer and consultant specializing in marketing.