Episode 49: Strategy and Tactics of Pricing- Purposeful Promotions

Sales and discounts can bring people in the door — but they can also quietly eat away at your profits and your brand. In this episode of Main Street Matters, Patrick Keiser continues our series inspired by Thomas Nagle’s The Strategy and Tactics of Pricing with a practical look at how to design promotions that drive results without eroding your value.

As Nagle reminds us: “Discounts should reinforce value, not replace it.”

In this episode, you’ll learn:

• Why random discounts train customers to wait for sales — and how to stop the cycle
• The five true purposes of a good promotion (and how to align each with your goals)
• How to reward loyalty, move inventory, and celebrate occasions without hurting margins
• The difference between discounting and adding value — and why it matters
• Three simple ways to start running smarter, more intentional promotions this week

If you’re tired of feeling pressured to mark things down, this episode will help you plan promotions that strengthen your brand, reward your best customers, and keep your profits healthy.

Keywords: independent retail, small business pricing, retail promotions, discount strategy, purposeful marketing, value-based pricing, Main Street marketing, The Strategy and Tactics of Pricing