6.7: Pricing Tactics I
Pricing tactics are short-term strategies businesses use to sell their offerings to meet specific objectives such as boosting sales, attracting new customers, or clearing out inventory. These tactics are:
- • Markdown: is a pricing tactic where retailers reduce the selling price of a product, typically to clear out old inventory or make room for new items. It is common in fashion retailing and electronics, where product life cycles are short.
- • Quantity Discounts: offer a reduced price per unit when customers buy a larger quantity. The aim is to incentivize bulk buying and increase overall sales volume. For example, "buy one, get one free" or "buy two, get 20% off".
- • Seasonal Discounts: are price reductions offered during certain times of the year, often tied to seasons or holidays. Retailers use this tactic to boost sales during slow periods or to capitalize on high-demand periods like Christmas or Black Friday.
- • Coupons: give customers a discount on specific products upon presentation at the point of sale through various channels – newspapers, direct mail, email, and mobile apps. Coupons attract new customers, reward loyal customers, or encourage repeat purchases.
Each of these pricing tactics can be effective depending on the context and objectives of the business.
