Pricing and Promotion Strategy

What We Do > Business Optimization > Pricing and Promotion Strategy

Are we charging too much? Too little? Do we even have a pricing strategy?

The Integrated Insight Difference

Consumer-First Mentality

We lead with the consumer and where they place value, taking calculated risks by leveraging consumer insights and research to inform decisions.

Holistic Strategies

We develop data-driven pricing and promotional strategies that encompass the business as a whole versus silos of products or services.

The Marketing of Pricing

We do more than just price products and services. We provide specific instruction on value messaging, how to display your pricing structure on the web or in-store, and how to train your team to upsell.

Track Record of Results

We measure both website conversion and transaction sales results to understand immediate impacts and make adjustments where needed. Our pricing engagements routinely deliver a 10% to 20% improvement in net income, or more.

Our Approach

Discovery

We examine historic data and speak with key stakeholders to understand past performance, current pricing structure, channel strategy, and recent price changes that have impacted the business.

Analysis

Our team works with the data to discover trends and opportunities. In addition, we assess your competitors (both direct and indirect), and understand their strategy.

Delivery

We use our expertise to build a custom pricing strategy, develop a pro forma for the expected incremental value, and deliver a detailed plan for execution.

Featured Case Studies

Live Nation - Improving Revenue with Pricing, Distribution, and Targeted Marketing

PRICING and Promotion Strategy

Live Nation produces live music concerts in both owned and operated venues, and represents artists across all music genres ranging from new artists to established superstars. Integrated Insight was engaged to help grow revenue per show through more effective ticket pricing, broader strategic ticketing distribution, and more targeted promotional marketing. Through analysis of historic data and a robust discrete choice research study among thousands of concert fans, a holistic pricing strategy for several multi-city tours across four genres was developed. A dynamic optimization model was developed to enable Live Nation to extend the analysis further.

Harlem Globetrotters - Increasing Per Caps with a Holistic Pricing Strategy

PRICING and Promotion Strategy

The iconic Original Harlem Globetrotters, a Herschend Family Entertainment business, entertaind fans worldwide today with hundreds of shows annually. The management team engaged Integrated Insight to understand market potential and how to optimize revenue across the franchise holistically.
Through market by market analysis, we were able to identify where pricing opportunity was present and streamlined the categorization of markets and the number of tiers for seat pricing. A targeted reduction in discounts and promotions, coupled with a pricing structure that incentivized buy-up, resulted in significant improvement in net income. Recommendations were also made for marketing and distribution to increase demand, and organizational structure to facilitate subject matter experts and improve decision making.

national restaurant association research integrated insight

National Restaurant Association - Leveraging Market Position to Improve Pricing and Yield

PRICING and Promotion Strategy

The National Restaurant Association engaged Integrated Insight to holistically examine the association for revenue opportunity. Three phases of work were completed: Pricing for the Chicago Trade show, both participants and exhibitors; training and certification through the ServSafe, Food Handler, and Food Safety courses; and membership pricing. Recommendations called for higher pricing, packaging and bundling of key products and services, and better articulation of the price-value proposition versus competitor products.

Legoland Discovery Centers - Unified Pricing Strategy, Localized Price Points

PRICING and Promotion Strategy

Merlin Entertainments manages Legoland Discovery Centers in seven countries and engaged Integrated Insight to develop a pricing strategy for properties in The United States and Canada. The recommended strategy was designed to be consistent in its structure across the portfolio, but allow individual sites to localize price points based on market conditions. The strategy streamlined ticket selections and made pricing more transparent while positioning options in a way that would encourage upsell. Strong savings messages embedded in the structure were designed to incent buy-up to combination tickets and annual pass products. The strategy also included recommendations on group, trade, and promotional pricing.