Case Studies

Multinational High Street Chain

Food & Beverage


  • Legacy price bands not driven by logic / empirical evidence
  • Excessive use of discounting leading to business cannibalizing covers and reduced return on investment
  • Continual heavy discounting eroding value perception
  • Unclear market price positioning and understanding of customer


  • £5m-£10m incremental margin benefit per annum
  • New price band structure implemented to capture additional value, with roadmap and process for bi-annual assessments of band allocation
  • Clear set of discounting principles provided to inform any future discounting strategy
  • New discount types suggested to test. Misapplication and excessive discounting highlighted, and remedies offered
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