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Groupon was worth it at first. the deep discounts didn't make sense to him until he realized he could up sell the customers keeping the groupon below the average receipt total. >> say they spend $100. $50 is the groupon. they spend another $50. that second $50, i'm making my full profit. i have people in empty chairs. >> timing is key. since the last weeks of the offer get the biggest number of groupon customers, he schedules it to expire early fall. >> as you get toward the end of the expiration date, it's not a bad idea to time it. i time the end of my groupon to my slower period of time. >>...

Until he realized that he could upsell his customers by keeping the groupon value below his average receipt total. >> my case let's say to make it easier they spend $100. $50 of that is the groupon. they spend another $50, that second $50 that they're spending, i'm making my full profit and i've got people in empty chairs. >> ray also says timing is key. since the last weeks of the offer get the biggest number of groupon customers, ray schedules his offer to expire during his slow periods, early fall. >> as you get toward the end of your groupon expiration date you see a very heavy influx of b...