Industry
Company Profile
- Top-tier casual dining chain
- 500+ locations in the US, over 300 in other countries 300 SKUs;
Situation and Objectives
- Create brand pricing strategy while accounting for local dynamics (customer and competitive)
- Support in brand pricing strategy and detailed pricing tactics at menu, and local level
Approach

Results
- Identified cornerstones or brand pricing policy at national level to support brand communication and support customer acquisition
- Identified actionable drivers of local price sensitivity
- Derived 12 restaurant clusters requiring specific pricing tactics and enabling to capture the brand’s untapped pricing power
- Defined actual price points by cluster
- Created revenue management processes and tools, to make cluster-based price differentiation approach sustainable
Impact
- 2.1pts Return on Sales
- Volume-neutral
- 95% franchisee compliance