Reduce Price to Improve Revenues and Margins

CHOICE 1 OBJECTIVE: ATTRACT CUSTOMERS

CHOICE 2 SEGMENTS: VOLUME PURCHASED SEGMENT / VOLUME DISCOUNT OF PERCENTAGE OF VALUE OF PURCHASES OVER TIME

CHOICE 3 COMPONENT: CHANGE THE LIST PRICE

No. SIC Year Notes
1 3571 1989 IBM began selling PCs to Businessland and ComputerLand, the two largest chains, at 44% off list – four points better than other dealers get from IBM or Compaq.
2 3716 1997 If we have a dealer with an order of 15 or 20 of them versus a guy who orders 1 or 2, he may get a little bit better pricing, maybe 2% or 3% more.
3 4481 1991 The cruise industry's prices depend largely on which travel agent you call. Most cruise line operators give lower rates to travel agents and national discounters who can guarantee large #s of bookings.
4 4513 1991 So the large customers were getting maybe as much as 50% off the base price in say the last five or ten years? That would be the maximum, yes. The range was anywhere from 10% to 50%.
5 4812 1989 Last month, the San Jose Real Estate Board signed a contract w/ Cellular One to get a 20% discount on cellular calls for its members. By buying up to 50 cellular #s, the board qualifies as a "reseller" of cellular service.
6 4813 1988 In 1988, AT&T had Multi-Location Calling Plan that let customers earn discounts based on the traffic volume from all their locations, not just the main office.
7 4813 1992 AT&T is also offering volume discounts of 10% on usage above $200 monthly and 12% on bills topping $2,000, effective April 20. AT&T is promoting this offer by giving customers a 3-mo. 20% discount on calls to their favorite area code and a 5% cut on int'l calls.
8 4813 1992 AT&T has an Area Code Option that gives customers a 20% cut on calls to the domestic area code they dial most frequently–if the customer signs an 80-month contract. Plan starts May 1.
9 4813 1995 New MCI Friends & Family plan offers a 25% discount after you spend just $10 a month. The discount increases to 30% when your monthly tab hits $75. AT&T's True USA plan also begins at $10 level, but only offers 10% off at that point. The discount only rises to 20% after you spend $25. AT&T also gives 30% at $75.
10 6021 2004 Many clients are attracted to the Bryn Mawr bank because of its modest fees: with a sliding scale that starts at 1% for trust management and declines as the portfolio size rises.
11 6282 1997 An employee with $30,000 in his 401(k) could be paying more than $300 a year at a large employer, or more than $700 a year at a small employer. Some 401(k) "vendors" charge fees totaling more than 2.5% of a plan's assets.
12 7372 1992 Lotus software that lists for $495, can be purchased for $339 by mail, and big companies pay $307, or $250 in lots over 100.
13 7514 1988 Avis in price war w/ Hertz. Corporate contracts are 70% of rentals. Weak demand from vacationers leaves industry open to price-cutting. Avis received big accounts through rate cuts of 25% – 30%.

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