The client engaged Profit Insight to quickly identify new pricing techniques and strategies. Ultimately, a number of our recommendations were implemented, generating $10 million in incremental revenue per year.
The Business Challenge
Top 25 card issuer in North America and major retailer impacted by a challenging economic climate as well as regulatory changes, needed to quickly identify new pricing techniques and strategies. The client was sensitive to market reputation and did not want disruption to their product offerings or customer base.
How Profit Insight Helped
Profit Insight’s analysts discovered gaps in the value proposition of the client’s card products and limited variation in pricing structures and application of financial elements at the account level.
Our analysis enabled the development of various segments and the ability to apply different pricing levers among various products while increasing market awareness and consumer engagement.
Engagement Results
Profit Insight identified and quantified 10 strategies totaling $18 million in annual benefit.
Client ultimately implemented 6 of the recommendations resulting in $10M incremental revenue in the first year.
Insights
- Initial scope was focused on Early Month on Book accounts with only limited data available. Analysis conducted uncovered significant value, resulting in an expansion of the review to encompass marketing and pricing
- To minimize impact to the client’s daily activities and other projects in flight, the analysis was conducted with relatively few client interviews and almost exclusively off-site.
- The Profit Insight team worked closely with the client’s finance and risk teams to ensure they were able to mirror our up front value calculations as well as impacts post implementation to not only measure revenue lift, but to confirm the low impact on downstream processes tied to front line and consumer activities.
