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CASE STUDY: In the early 1990’s falling demand had profitability under attack. For one packaging manufacturer it was time for some bold pricing moves. But first, it needed to understand the market, its customers and its competition. Based on its analysis, this manufacturer was able to reward its loyal customers, control competitive responses and position itself for a return to profitability once the downturn was over.
CASE STUDY: In the early 1990’s falling demand had profitability under attack. For one packaging manufacturer it was time for some bold pricing moves. But first, it needed to understand the market, its customers and its competition. Based on its analysis, this manufacturer was able to reward its loyal customers, control competitive responses and position itself for a return to profitability once the downturn was over.
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