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MYB092: How to Stop Discounting and Start Making Real Profit

Max Your Business

Release Date: 06/19/2025

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In this episode of the Max Your Business Podcast, hosts Ben Fewtrell and David Carlin explore one of the biggest challenges for business owners: how to measure real progress, not just busyness. It’s easy to get caught up in the day-to-day, but are you truly building a business that gives you more money and more time, or have things ended up a bit different than you’d hoped? Ben and David break down the blind spots that keep business owners from moving forward, share stories from clients who’ve turned things around, and offer practical tools for getting clarity on where you’re at and...

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In this episode of the Max Your Business Podcast, Ben Fewtrell and David Carlin tackle a challenge that hits home for so many business owners: You’re making sales… but where’s the profit? If you’ve ever looked at your revenue and wondered why there’s nothing left over at the end of the month, this episode is for you. Ben and David break down the real reasons why businesses stay busy but broke and what to do about it. From silent cost creep to outdated pricing and the dangerous mindset of discounting, Ben and David will help you uncover the financial leaks and get back on track to...

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More Episodes

In this episode of the Max Your Business Podcast, Ben Fewtrell and David Carlin tackle a challenge that hits home for so many business owners: You’re making sales… but where’s the profit?
If you’ve ever looked at your revenue and wondered why there’s nothing left over at the end of the month, this episode is for you. Ben and David break down the real reasons why businesses stay busy but broke and what to do about it.
From silent cost creep to outdated pricing and the dangerous mindset of discounting, Ben and David will help you uncover the financial leaks and get back on track to building a profitable, sustainable business. With relatable stories (including a restaurant rethinking its entire menu) and straight-talking advice, this is a must-listen for anyone serious about turning revenue into real profit.
Episode Highlights:
 00:00 – Welcome to the Max Your Business Podcast
 04:18 – The discount trap: how it quietly destroys your margins
 08:39 – Why increasing sales doesn’t always solve your problems
 10:50 – Clarkson’s Farm: A business lesson in doing the numbers
 13:23 – Charging what you’re worth (and why most people don’t)
 16:06 – How one restaurant owner is adapting their offer for today’s market
 21:51 – Pricing with confidence and evolving your business model
 23:34 – The maths behind discounting (and why it rarely works)
 29:04 – The truth about time, effort, and delivery costs
 34:53 – Service businesses: the hidden cost of underquoting
 38:58 – The bottom line: know your numbers or gamble your future

Key Takeaways:
Revenue ≠ Profit
 Sales are great—but they mean nothing if your costs are swallowing your margins.
Discounting Isn’t a Strategy
 A 10% discount could mean needing 30% more sales just to break even. It’s not worth it.
Small Price Increases = Big Wins
 Most customers won’t even blink. And if they do? They’re usually not your ideal client.
Track, Review, Adjust
 If you haven’t reviewed your pricing in the last 12 months, you’re probably already behind.
Use a Budget, Forecast, and Breakeven Tool
 Episode 86 walks you through how to plan for profit—not just hope for it.
Mindset Matters
 Shifting from employee thinking to business owner thinking is the first step to charging what you're really worth.
📘 Get your free workbook The Dangers of Discounting at maxmyprofit.com.au/dangers

If you're serious about building a profitable business (not just a busy one), this episode could be the wake-up call you need. Subscribe for weekly episodes packed with practical advice and no-fluff strategies to help you Max Your Business.