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Posts Tagged "Hershey"

And They Think They Won?

Posted on Jun 27, 2011 | 0 comments

In a June 3, 2011 article in Booz & Co’s strategy + business entitled “A Sweet Victory”, Reed Holden and Mark Burton highlight Hershey’s victory over Nestle in the Krackel vs. Crunch war.

Results

Construction
Process improvements and a 12.5% price increase raised margins from 24.8% to 53.5%

Manufacturer
Structured the renegotiation of a contract with a Fortune 500 customer. My client and his customer explored more than a dozen iterations of my original proposal before agreeing to the terms I had originally suggested.

Entertainer
Identified and directed this entertainer to a market that valued what he offered at 5 times the amount the previous market did.

Toxic waste disposal
Created a bidding template that allowed owner of rapidly growing business to hire a sales force for this highly-specialized industry.

Training company
New product, new markets - quantified value of offerings, developed product positioning statements, sales scripts and got the firm 1.5 times what it had originally thought the price should be.

Testimonials

Dear Dale,

I wanted to thank you for the advice you gave me. I also enjoyed your book, Pricing for Profit.

I wanted to let you know that using your Pricing for Profit concepts, I initiated a double digit price increase to my embroidery clients. We hadn’t raised prices in over 2 years and were badly in need of an increase. I have to admit I was concerned that I'd lose business.

I got push back from my two largest customers, but after providing some information about the value they were receiving I retained both of them. I never lost a customer, and sales are actually up since the increase. Thanks again. Jeff Charlton, President, Graphic Connections Group

More testimoials

Posts Tagged "Hershey"

And They Think They Won?

Breaking the Bonds of Industry Pricing

For Your Convenience

Results

Testimonials

From The Blog

Pricing for Profit

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