Reduce Price to Improve Revenues and Margins
CHOICE 1 OBJECTIVE: RETAIN CUSTOMERS
CHOICE 2 ISOLATE SEGMENTS: VOLUME PURCHASED SEGMENT
CHOICE 3 COMPONENT: PROVIDE A REBATE
| No. | SIC | Year | Notes |
| 1 | 2111 | 1984 | Liggett successfully used volume rebates to sell generic cigarettes in the early 1980s. By 1984, it was siphoning thousands of smokers away from other manufacturers. B&W fought back with its volume rebate plan. |
<< Return to Choice 3