Money, pricing & unit economics
Pricing & discounting strategy
Charge for value; stop training buyers to wait for sales.
How do I price a new D2C product when I have no direct competitor to benchmark against?
Don't price off a mythical 'competitor' - price off your contribution margin and what your target customer will actually pay for the outcome you pr...
Should I price the same on my own website and on Amazon, Flipkart and Zepto?
No - and pretending otherwise is how brands quietly bleed margin. Marketplaces and quick commerce each carry their own commission, ad-spend and ret...
How much can I discount before I train my customers to wait for the next sale?
Every extra point of average discount depth costs you roughly 1.5-2 points of contribution margin at typical D2C gross margins, so 'small' blanket ...
How do I raise prices without losing customers or crashing conversion?
Raise in small, defensible increments (5-10%), tied to a real reason - reformulation, added value, input-cost inflation - communicated openly rathe...
What pricing psychology actually works for D2C - charm pricing, bundling, anchoring?
Charm pricing (₹499 vs ₹500), anchoring (show the higher-priced variant first) and bundling (three-for-two, not '33% off') reliably move conversion...
How should I price differently across categories - F&B vs supplements vs electronics?
Category shapes your pricing ceiling and floor: F&B and consumables live on repeat purchase and thinner unit margins, so price for trial and reorde...
Related in Starting Up
Not D2C-specific, so it lives in our founder hub. Same engine, different corner.
Founder mental health, burnout and loneliness
Co-founder dynamics, equity splits and conflict
Founder pay, personal finance and mixing personal and business money
eChai Partner Brands
