520: Margin = Pricing Strategy--It’s a Real Balancing Act
Click player below to listen
- Part I
DSR Dave has a few suggestions on how to achieve the margin you need to make, and keep your customers in business plus making money.
Miesse explains it takes some work, but it’s worth it to get your calculator and your customer’s scales out and start weighing the yields and portion sizes. Breaking things down to the basics is a must if you’re going to have any chance of helping your customers which ultimately will help you.
Pack sizes on the same kind of product are one of those little things that you really have to pay attention to because a lot of the times, case pack is the reason you win or lose the price opportunity/war. For example, 4/1 hamburger patties sold by one rep in a 9 pound case versus 4/1 patties sold in a 12 pound case will have a price difference due to the case size.