A global sports brand wanted to optimize its performance and pricing structure in both online as well as brick-and-mortar stores to bring the overall performance to the next level.
We executed research to identify key price points, strong and weak price points and built a new standard price point structure.
Also we executed workshops to identify actual value drivers in different products, in order to build and implement processes and tools to enable value-based pricing.
We developed and implemented a range architecture method and process across all business units.
- The organization switched from cost-based to value-based pricing, enabling consumer-focused price architecture and improved net sales.
- Number of price points reduced by 2/3 while net margins increased >1pp absolute.
- Decreased range size with increasing revenue and EBITDA.
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