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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