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This story appears in the June 1997 issue of Entrepreneur. Subscribe »

If a dentist asks Peter Chwalisz to handle his tax return, he'll get a referral to another accountant, while a doctor asking the same question will get an appointment. If you want Chwalisz, president and co-owner of a 10-person Mississauga, Ontario, accounting firm, to do your taxes after April 30, you'll get a nice discount compared to people who want to file earlier.

What may sound whimsical is actually sound practice, says Chwalisz, a student of an emerging discipline called revenue management. He's found he makes money on doctors' returns but loses on dentists'. And he cuts prices May 1 because it's the day after the Canadian tax filing deadline.

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