Reduce Price to Improve Revenues and Margins

CHOICE 2: ISOLATE SEGMENTS RECEIVING THE LOW PRICE

C. Competitor Supplier Segments

Relationship Renewal Segment

No.	SIC	Year	Notes
1	1531	1996	Del Webb's studies show that 45% of their 80,000 homebuyers have moved more than once since turning 55. To keep them, the company keeps upgrading its floor plans and amenities, and offering discounts to those who buy another Del Webb home.
2	2711	2006	Subscribers can now renew their Business Week subscription and send a year-long subscription to the person for only $59.97. That's a savings of 88% off the cover price for both subscriptions.
3	4812	2003	Verizon offers its customers a Worry Free Guarantee. One feature is "New Every Two" which allows the subscriber to get a new phone or a $100 credit towards a new digital phone.
4	5812	1992	Pizza Hut is trying to build customer loyalty with its "come-back" coupons. The customized coupons are generated through each store's individual customer database.
5	6300	2005	On renewal policies today, prices are twenty to thirty points lower.