The Perils of Predictable Discounting | Yield Story with The Yield Doctor
In this Yield Story, James Deaker (The Yield Doctor) shares a cautionary tale about the dangers of predictable discounting and pulling revenue forward — a trap that many pricing and yield leaders fall into.
Based on real (but anonymized) consulting experiences, this story dives into how one company’s quarter-end discounting habits trained customers to delay purchases, eroded pricing power, and created operational chaos.
You’ll learn:
✅ What "pulling demand forward" really means
✅ How predictable discounts damage long-term revenue
✅ Practical strategies to break the cycle and retrain your customers
✅ Why sales incentives must be designed with caution
If you're a pricing, sales, or yield management leader, this is a must-watch.
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