Key Insights & Strategies
Value Over Price
The team learned to shift conversations away from price and toward the unique value they deliver. The sales team reframed negotiations to highlight expertise, scale, and added benefits, leading to stronger client relationships and improved pricing outcomes.
Pricing Confidence
Team members developed a rock-solid belief in the unique value they provide to stand firm in negotiations. They recognized that their offering is not a commodity, despite customer claims to the contrary in pursuit of discounts.
Hidden Revenue Capture
The team identified services they had been providing without charge, like international fees, rush orders, and hard copy proofs. Confidently charging for these value-adds generated new revenue streams and strengthened the company’s bottom line.
Results
Profitability Impact
The company realized and sustained a two-point increase in gross margin in a tight intermediary market.
Culture of Confidence
The program led to stronger pricing confidence in the sales team, who now approaches negotiations with laser focus on the company’s unique value.
New Revenue Streams
Services that were once given away became appropriately billed, boosting profitability and helping the team take pride in the value of their often-hidden work.
Conclusion
EMC Outdoor strengthened its pricing approach, boosting margins and uncovering hidden revenue. With a renewed focus on value over price, the team now stands stronger, with both the tools and the mindset to protect and grow their profitability for the long term.
“Boost Advantage™ was a game changer for our agency. We have instilled Boost’s psychology and application with our team for over 8 years; it has led to a company-wide understanding of value creation, opportunity, and better outcomes that allow us to reinvest in our business and drive growth successfully.”
