“Can you do it for X€?”
This phrase has kept many inflatable manufacturers awake at night. You know the scene: the client loves your catalogue, approves the quality of the materials, but when it comes to sealing the deal… out comes the request for a discount.
Giving in can erode your margin. Refusing can cost you the sale.
What if there were a middle ground?
In this guide, I’ll share 7 tried-and-tested tactics used by manufacturers like you to turn this situation into an opportunity—without lowering your price.
Why Automatic Discounts Are a Risk for Your Factory
- The domino effect: A discount today becomes an expectation tomorrow. Your best clients will start negotiating every order.
- The devaluation trap: Your reinforced PVC inflatable ends up being worth “what the client wants to pay,” not what your product truly costs.
- The invisible loss: That “just this once” becomes the rule. In 12 months, you’ll realise you’ve worked harder to earn less.
(Tip from someone who’s seen it happen: Discounts are like medicine—they should only be used in measured doses and with clear criteria.)
1. The Art of Strategic Exchange (Instead of Price Cuts)
When they ask for a discount, ask for something in return:
- “I can adjust the price if you commit to 3 units instead of 1.”
- “I can offer a better rate if you handle the shipping.”
- “Let’s close the deal today—I can prioritise your next order as a bonus.”
Why it works: Successful manufacturers negotiate terms, not just prices.
2. The Power of a Tiered “Menu”
Create packages like:
- Basic: Standard inflatable + manual
- Premium: Repair kit + operator training
- VIP: On-site assembly + spare motor
Phrases that sell:
“If the budget is tight, we can start with the basic package and add extras for your client’s next event.”
3. The Magic of Low-Cost Perks
Offer:
- Custom covers with the client’s logo
- A minor repair kit
- 1 hour of consultation on safe assembly
Real-world example: A Mexican manufacturer increased their average order value by 18% by swapping discounts for strategic perks.
4. Flexibility That Protects Your Profit
Instead of lowering the price, offer:
- Payment in 2 instalments (interest-free)
- 5% discount for confirmed orders on the spot
- Priority delivery on their next purchase
Psychological win: The client feels they’ve gained something exclusive.
5. The Secret of “Pre-Cycle” Inflatables
For budget-conscious clients:
“I have demo units used twice, fully inspected and under warranty. I can offer them at X% off if you’re interested.”
Advantage: You maintain the value of new stock while clearing inventory.
6. When the Client Insists on a Discount
Use the Positive Silence Technique:
- “I understand. [Pause] What would make this price work for you?”
- 80% of clients reveal their real budget at this point.
7. The Golden Rule: Swap Discounts for Something Worthwhile for YOU
Only concede a discount if the client agrees to negotiate before closing the deal (not after).
✅ Testimonial + Photo of the Inflatable in Use (Marketing material for you!)
Include it as a clause in the quote/order:
“The X% discount is conditional upon submitting feedback material (2 photos of the product in use + a brief testimonial) via [LINK] by [DATE]. Failure to submit will result in the original order value (£XX) being charged within 5 working days after the deadline.”
(This turns it into a formal commitment, not just a “verbal promise.”)
✅ Upfront Payment (or Larger Deposit)
“I can offer this price if we close with a 60% deposit today.”
(Improves your cash flow and filters serious clients.)
✅ Organic Promotion (No Competition)
“If you refer my catalogue to a friend in the events industry (no obligation to buy), we’ll lock in this price.”
(Low effort for the client, high potential return.)
✅ Permission to Use Photos in Your Marketing
“I can offer X% off if I can use images of this inflatable on my website and social media (without naming you, if preferred).”
(You gain authentic content to attract new clients.)
✅ Increased Minimum Order
“I can do this price if you take 2 units of model X (instead of 1).”
(Boosts your volume without pressuring the client—many prefer more items for better value.)
Practical Example:
“I understand the budget is tight. If you can close with a 60% deposit now and send me 1 photo of the inflatable set up at the event later, I can adjust the price by 5%—you save money, and I get a case study to show other clients. Deal?”
This approach turns the discount into a partnership, not a one-sided concession.
What Smart Manufacturers Know
Your inflatable isn’t a commodity. It’s a solution that:
✔️ Generates income for the buyer
✔️ Creates memories at children’s parties
✔️ Elevates corporate events
When you negotiate strategically, you teach the market to value your work.
Next time you hear “Any discount?”, you’ll be ready—not to concede, but to steer the negotiation.
Inflated Greetings!
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