Discount Dependence: Breaking the Cycle

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One of the most common mistakes I see in consumer brands is falling into discount dependence . It almost always begins with good intentions and short-term pressure: “We’re so close to hitting this quarter. If we just add a few sale days, or give new customers a slightly better offer, we can make the number.” It works once, maybe twice. Then it becomes a habit. When sales inevitably fall after the…

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