Black Friday: How to Boost Profit Not Just Sales
- Nijo Antony
- Nov 10
- 3 min read
Updated: 15 minutes ago
Black Friday is coming up fast, and while it’s a huge opportunity for retailers, it’s also easy to get swept up in the hype. Discounting for the sake of it can turn a busy weekend into a profit drain. However, with a brilliant plan, you can clear stock, attract new customers, and actually grow your margins, rather than shrink them.
Here’s how to make your Black Friday campaign work for you, not against you.
Know Why You’re Doing It
Before you start cutting prices, ask yourself: what’s the real goal?
Clearing old or slow-moving stock?
Attracting new customers?
Increasing the average sale per customer?
Each goal needs a different approach.
If your aim is to clear stock, consider bundle deals rather than heavy discounts.
If you’re chasing new customers, consider offering a “first-purchase bonus” or a free gift with purchase; you’ll win goodwill without sacrificing your margin.
Bundle to Move Old Stock Without Killing Your Margin
Bundling is a clever way to clear older items while still making money.
Example: A clothing store with leftover scarves could run a “Buy a Jacket, Get a Scarf for Half Price” promo. This moves slow stock, keeps prices feeling premium, and increases the average transaction value. Think in pairs: shoes and socks, coffee and mugs, skincare and serum. The more natural the combo, the better it sells.
Use Tiered Discounts Instead of Storewide Markdown Mayhem
Flat 30%-off sales destroy margin. Instead, reward bigger spends:
Spend $100 → 10% off
Spend $200 → 20% off
Spend $300 → 30% off
This structure nudges customers to spend more, and your average sale climbs instead of your costs.
"One WLW client who tried this saw their average sale jump from $85 to $220"
Compete on Value, Not Price
You can’t out-discount the big chains, but you can out-serve them.
Lean on what makes you different:
Personalised service and product advice
VIP nights for regulars
Exclusive bundles available only in-store
Complimentary wrapping or local delivery
And don’t underestimate the power of “shop local” messaging; it still matters.
Be Honest About Urgency
Don’t be that retailer who says “Sale ends in 48 hours!” when the same sale has been running for two months.
Everyone knows that 48 hours never seem to come, and it kills trust.
If you use scarcity, make it real. Limited-stock and time-sensitive offers work as long as they’re genuine. A credible campaign builds loyalty and repeat business.
Keep Your Cash Flow Front of Mind
Overordering for Black Friday can create a cash squeeze in December. Plan your inventory carefully:
Only discount genuine clearance stock.
Keep high-demand items at full price.
Pay suppliers after you’ve reviewed your sales results.
"Remember, it’s not about turnover, it’s about what’s left in the bank"
Review & Learn
After the rush, take time to look at the data:
What sold fastest?
What sat on the shelf?
Did your average sale rise?
Did you attract new customers?
Use these insights to plan smarter for next year, same effort, better results.
"Black Friday doesn’t have to mean slashed prices and thinner margins"
When you focus on strategy instead of panic discounts, it becomes a tool for profit, not just turnover.
Need a Hand?
If you’d like to review your pricing, stock strategy, or cash-flow plan before Black Friday, our team can help you structure your campaign to protect your margins and boost your profitability.
Get in touch today to schedule a brief discussion before the sales rush begins.
Nijo Antony
Director