Challenge:

• Limited sophistication in list price setting for annual sporting events
• Client suspicion that current pricing was approaching a tipping point for top venue, beyond which inventory could remain unsold
• Client pressure to increase prices due to venue cost increases, project insights would be used to support venue negotiations

Outcomes:

• +2.3% (Venue 1), +1.1% (Venue 2), +3.9% (Venue 3) incremental margin
• Recommended list prices which protect commercial performance, with consideration of customer tipping point risk
• Sophisticated methodology to assess price sensitivity, with ability to repeat the analysis after next sales cycle
• Supported client negotiations with venues