Peak sale periods—whether it's Black Friday, Labor Day, Amazon Prime Days or end-of-season clearances—can be a double-edged sword for retailers. While foot traffic and online activity soar, the pressure to discount heavily often eats into margins. So how can you convert more customers without compromising profit? Strategic positioning, smart upselling, and operational resilience can help your business thrive during high-volume sale periods, stand out from the competition, and protect your bottom line even amid global challenges like tariffs.

1. Convert More Customers Without Slashing Prices

Shoppers come for the deals, but they stay for the value. To convert more browsers into buyers:

• Create limited-time bundles: Instead of offering deep discounts on single items, create bundled deals (sofa + loveseat + ottoman) with a small discount that feels like a high-value package.

• Highlight instant availability: If you have inventory ready to go, make that loud and clear. “In-stock and ready to deliver” can be more compelling than a 15% discount on a backordered item.

• Streamline in-store and online experiences: Make it easy to shop across all channels. Offer user-friendly paths to purchase, fast delivery quotes, and digital look-books that replicate your showroom experience.

2. Maintain Healthy Margins by Offering Protection Plans

One of the smartest ways to protect margins during sale events is by upselling furniture protection plans like Mulberry. Protection plans go beyond the manufacturer's warranty, covering damages like spills, rips, breaks and stains.

• Train your team: Equip your sales staff to position protection plans as part of the value proposition—not just an add-on. Help your customers understand the value of extended protection by focusing on peace of mind, longevity and the out-of-pocket repair costs.

• Advertise it prominently: Mention protection plans in your sale ads and signage. A headline like “Add 5-Year Extended Protection for Only $99—Even on Sale Items!” makes it a part of the deal rather than an afterthought.

• Bundle it creatively: Consider running a limited-time promotion where protection is included on best-selling items. It reinforces value and encourages full-price upsells.

Protection plans typically have high margins, and during sale periods, they allow you to generate incremental revenue even on heavily discounted items.

3. Differentiate Your Brand During the Sales Frenzy

When every retailer is screaming "50% OFF!," how do you stand out without giving away the house?

• Emphasize service, not just price: Offer free design consultations, white-glove delivery, or room layout advice to shift focus from cost to customer care.

• Use social proof: Promote customer reviews, testimonials, and real in-home photos featuring your products. People trust other people more than they trust ad copy.

• Focus on sustainability or local value: If your products are sustainably made, locally sourced, or handcrafted, highlight these features. Consumers are increasingly value-driven in their purchasing decisions, especially when it comes to supporting other local businesses.

4. Alleviate the Impact of Tariffs Without Raising Prices

Tariffs on imported furniture and raw materials continue to squeeze profit margins. Here are a few ways to reduce the sting without passing the full cost to customers:

• Diversify your supply chain: Work with domestic or tariff-exempt suppliers wherever possible. Even shifting 10–20% of your sourcing can ease long-term exposure.

• Negotiate with vendors: During high-volume periods, you may have stronger bargaining power. Push for temporary price reductions, bulk discounts, or extended terms.

• Invest in private label: Develop exclusive, in-house product lines that give you more control over pricing and margins while minimizing direct price competition.

• Spread some costs creatively: Rather than blanket price hikes, add small surcharges for delivery or assembly during tariff-heavy periods and communicate them transparently.

Peak sales don’t have to be a race to the bottom. By offering well-positioned value—like protection plans, bundles, and exceptional service—you can increase conversion rates while protecting your margins. And by strategically managing global cost pressures like tariffs, your business can remain resilient, profitable, and primed for long-term growth.