Per Sjofors

Pricing Right

Transcript

1. How to price “right” Price to Increase Both Sales and Profits Per Sjöfors Founder/CEO Atenga Inc
2. Pricing “right” solves: Sales volume is not high enough Sales growth is not high enough Profits are not high enough Discounting is too high Competition is too strong
3. Imagination Applies to me? Inspiration!
5. Customers rarely buy what companies think they are selling them. Peter Drucker:
6. “The single most important decision in evaluating a business is its pricing power.” -Warren Buffett
7. Twice:The Growth The Profitability
8. More than double shareholder value
9. Mini case study Data Storage Software
10. 9 Examine competitors last years price- list Guess current industry “cent per gigabyte” Carefully calculate and add a fudge factor based on gut feel Discount to any price to get the deal
11. 9 Examine competitors last years price- list Guess current industry “cent per gigabyte” Carefully calculate and add a fudge factor based on gut feel Discount to any price to get the deal Invested D ollars A sset Sale in Bankruptcy Million Dollars
12. Setting the stage
13. Profits comes from only three variables Cost Sales volume Price
14. 0% 5% 10% 15% Sales Volume Reduce Cost Price Performance 11.3% 5.5% 3.3% 1% Pricing Action is leverage
15. Price performance improvement Cost reduction Sales volume increases 0% 20% 40% 60% 80% 100% 82% 13% 4% Which is the most important? More than 4 out of 5 respondents note that sales volume increases are more important than price performance improvement and cost reduction
16. The 1% Challenge
17. Work-session Your annual revenue: $__________________ 1% of your annual revenue: $__________________ Your annual profit: $__________________ Now, add the 1% to your annual profit. Results: $__________________ 10,000,000 100,000 1,000,000 1,100,000
18. ? Have you ever failed in making a single percent change in anything?
19. Let the team know!
20. What would you do with all that money?
21. More product, marketing, and sales development Increase competitiveness Increase shareholder value
22. The inner living of pricing
23. Definition Measures responsiveness of buyer behavior to changes in price. Percent change in sales volume divided by percent change in price Demand Revenue Price Sales Volume Revenue
24. The Psychology of Pricing
25. Too Expensive
26. Failed to deliver a unique differentiator and value message
27. Too Cheap
29. Meet or exceed specs Honor and execute guarantees Vendor interaction Prior experience ………and more
30. 81%
31. 1 1
32. 2 2
33. 0% 25% 50% 75% 100% 0 $50 $100 $150 $200 $250 $300 $350 $400 $450 $500 Too expensive Too cheap Percent of potential buyers who will not buy $175 Percent who will NOT BUY due to high price Percent who will NOT BUY due to low price
34. The Psychology of Pricing
35. The dangerous price wall
36. $0 $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000 Demand Message of inferior quality Too expensive Simulated Market Share Willingness to Pay
37. $0 $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000 Revenue Demand Max market share $199 Simulated Market Share Willingness to Pay
38. $0 $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000 Revenue Demand Max market share $199 Max revenue $299 Max revenue & profit $399 Simulated Market Share Willingness to Pay
39. $0 $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000 Revenue Demand Simulated Market Share Willingness to Pay !
40. Cross-price elasticity Definition: How your price affects your competition and/or your other products/ services Use to: Minimize internal cannibalization Maximize external cannibalization Predicted Market share $400 $600 $800 $1000 $1200 My Product Company X Company Y Current price Company Y’s product is not much affected by price changes of “my product.” Means it is not seen as a viable alternative by the market Company X’s product is affected by price changes of “my product” but only strongly so if I price is close to $1000 or higher. Means I can increase my price to $950 without significant loss of market share.
41. Case Study
    Strategic use of pricing Internet Security Services Sells enterprise SaaS software Wanted to laugh a SMB SasS software Competition in the SMB marketplace consisted of internet security appliances Market leader Charter: Find optimum price for a new SMB offering Minimize internal cannibalization Maximize external cannibalization
42. Case Study
    Strategic use of pricing Market share of three competitors at different prices of the new SMB offering At lower prices of the SMB offering, Competitor 1 will loose substantial revenues -50% -40% -30% -20% -10% 0% $10 $15 $20 $25 $30 $35 $40 $45 $50 Competitor 1 Competitor 3 Competitor 3
43. Case Study: Internet Service Company
    Strategic Use of Pricing $-20k $0k $20k $40k $60k $80k $100k $10 $15 $20 $25 $30 $35 $40 $45 $50 Revenue Delta (inc cannibalization) Overall Revenues New Product Price Project Monthly Revenue x 10000 Revenue Max = $35 Price Revenue Neutral - Hurt Competition = $15 Price Company have two choices. Price the new SMB product for max revenues at $35/month/user. Or; Price at $15/month/user. To be revenue neutral but hurt competitor 1 Company decided to price at $15/month/user. Already financially weak Competitor 1 filed for Ch11 bankruptcy after proximally 9 months Client acquired Competitor 1 Increased pice to $35/month/ user by laughing “new” version
44. Common Pricing Mistakes
45. 39 Always believing your customer
46. 1 The customer lies!
47. 41 Gain future advantage
48. Loss of pricing power
49. Gut Feel
51. Cost Plus $0 $20 $40 $60 $80 $100 $120 Cost Markup Price 5 times 1.5 7.5 5 times 2 10 5 times 3 15 5 times 5 25 5 times 10 50
52. Cost Plus $0 $20 $40 $60 $80 $100 $120 Cost Markup Price 5 times 1.5 7.5 5 times 2 10 5 times 3 15 5 times 5 25 5 times 10 50 $7.5 $10 $30 $50 $25
53. Demand Revenue $0 $50 $100 $150 $200 $250 $300 Simple Cost Plus pricing strategy: Double landed cost $46.16 $71.33 Ceiling Speakers
54. Demand Revenue $0 $50 $100 $150 $200 $250 $300 Simple Cost Plus pricing strategy: Double landed cost $149.95 70% increase in revenue Ceiling Speakers
55. Demand Revenue $0 $50 $100 $150 $200 $250 $300 $46.16 Ceiling Speakers Simple Cost Plus pricing strategy: Double landed cost Left money on the table
56. Demand Revenue $0 $50 $100 $150 $200 $250 $300 $99.95 Ceiling Speakers 30% increase in sales Simple Cost Plus pricing strategy: Double landed cost Left money on the table
57. Demand Revenue $0 $50 $100 $150 $200 $250 $300 $99.95 Ceiling Speakers 200% increase in revenue Simple Cost Plus pricing strategy: Double landed cost Left money on the table
58. View the market as homogeneous
59. Corporate Training Software
 Marketing messages Traning Managers C-level
60. Corporate Training Software
 Segmentation Each segment has its own value profile Serving each segment optimizes market penetration
61. Price Customizer Service Brand Product Cost Customization Content Updates Ease of Use Ease of Use Product Cost Ease of Use Content Updates Maintenance Fees Ease of Use Interactivity Maintenance Fees Content Updates Visual Appeal Brand Brand Interactivity Interactivity Product Cost Interactivity Visual Appeal Maintenance Fees Customization Product Cost Brand Content Updates Maintenance Fees Visual Appeal Customization Brand Visual Appeal Customization Corporate Training Software 
 Purchase Drivers Per Segment
62. Corporate Training Software Demand and revenue comparison Price and Customizer Segments $0 $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000 $199 - Price Segm ent - dem and optim ized price $499 - C ustom izer Segm ent - dem and optim ized price Price Segment Customizer Segment
63. Corporate Training Software 
 Price Per Segment Body Level One Body Level Two Body Level Three Body Level Four Body Level Five BSS/P $199 12% Not customizable Low price BSS/C $499 17% No content updates Highly customizable BSS/S $599 22% Template driven customization Frequent content updates BSS/B $599 17% Not customizable Frequent content updates Product Price Annual Restriction Unique Per Seat Maintenance Benefit Each segment has a version of the product with a unique benefit, price, and restrictions to appeal to a certain segment and not others
64. Some companies attempt to achieve the same profit margin across different product lines.
65. Companies hold prices at the same level for too long, ignoring changes in costs, competitive environment and in customers’ preferences.
66. Companies change prices without forecasting competitors’ reactions.
67. Companies spend insufficient resources managing their pricing practices.
68. Companies fail to establish internal procedures to right-price.
69. Market Price
70. Self-inflicted downward pricing pressure Relevant Quality statement for this industry gets lost
71. Self-inflicted downward pricing pressure What the customer sees: “New Lower Price”
72. Guessing the best price
73. Finding a price that “feels” good
74. Incentivize sales-reps on VOLUME - not profits Use Wrong Sales Rep Incentives: On Revenue - not on profits.

75. The Four Most Common Pricing Mistakes Failure to understand the market and price accordingly
76. Demand comparison, Learning Method Website vs App It is clear to see that an app diminishes the value of the learning method. Not only is demand lower, willingness to buy at all price levels is lower. It might be worthwhile exploring other ways to monetize the Learning Method content, e.g., a website (with animations) and a written textbook. Access to the Learning Method on a website can be priced as high as $149. $0 $100 $200 $300 $400 Learning Method Demand App Demand Demand Optimized Price, App: $49 Demand Optimized Price, Website: $149
77. Not On Target
79. Results It would appear, Hopkins, that your gut feel was only indigestion.
80. The solution A deep dive into the marketplace’ perceptions, drivers and willingness to pay
81. Anonymous Research
82. Price
83. Decision Landscape
    Decision Drivers Value Drivers 72
84. Choices 73
85. Perceptions
86. Satisfaction
    and
    Dissatisfaction
87. Your customers’ and non-customers’ willingness to pay
88. Customer Customer Customer Customer Prospect Prospect Prospect Prospect Stranger Stranger Stranger Stranger
89. 78 Differentiation
90. 79 Pricing Power
91. Targeting the Right customer
93. $0 $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000 Men Women
95. Fixing Downward Pricing Pressure
96. Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 Rolls Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 SKU
97. Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 Thermal Transfer Stock Labels Rolls Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 Size
98. Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 Rolls Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 Label per roll
99. Item Number W X L Across Labels/ Roll Rolls/ Case Labels/ Case Case Weight Price/M / Roll Up to $350 Price/M / Roll Over $350 T0P150100P1P38G 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 T0P150100P2P38G 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 T0P200100P1P38F 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100N1N38F No Perf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 T0P200100P2P38F 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 T0P200150P1S38F 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 T0P200150P2S38F 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 T0P200200P1P38F 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 T0P200200P2P38F 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 T0P300100P1P38G 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300100N1N38G No Perf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 T0P300200P1P38G 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300200N1N38G No Perf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 T0P300300P1P38G 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 T0P300500P1P38G 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P300500N1N38G No Perf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 T0P350100P1P38F 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 T0P350800P1P38F 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 T0P400100P1P38F 4 X 1 1 5500 4 22000 22# 2.10 / 11.55 2.02 / 11.11 T0P400150P1P38F 4 X 1.5 1 3500 4 14000 24# 3.50 / 12.25 3.30 / 11.55 T0P400200P1P38F 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3 45 / 10 35 3 25 / 9 75 T0P400200N1N38F No Perf 4 X 2 1 3000 4 12000 24# 3.45 / 10.35 3.25 / 9.75 T0P400250P1P38F 4 X 2.5 1 2400 4 9600 24# 4.45 / 10.68 4.22 / 10.13 T0P400300P1P38F 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400300N1N38F No Perf 4 X 3 1 2000 4 8000 24# 5.05 / 10.10 4.70 / 9.40 T0P400400P1P38F 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400400N1N38F No Perf 4 X 4 1 1500 4 6000 24# 6.72 / 10.08 6.28 / 9.42 T0P400500P1P38F 4 X 5 1 1200 4 4800 24# 8.30 / 9.96 8.00 / 9.60 W X L Across Roll Case Case Weight Up to $350 Over $350 1.5 X 1 1 5500 14 77000 26# 0.90 / 4.95 0.85 / 4.68 1.5 X 1 2 11000 6 66000 26# 0.90 / 9.90 0.85 / 9.35 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 rf 2 X 1 1 5500 8 44000 22# 1.10 / 6.05 1.05 / 5.78 2 X 1 2 11000 4 44000 22# 1.10 / 12.10 1.05 / 11.55 2 X 1.5 1 3500 8 28000 21# 1.98 / 6.93 1.90 / 6.65 2 X 1.5 2 7000 4 28000 22# 1.98 / 13.86 1.90 / 13.30 2 X 2 1 3000 8 24000 23# 2.04 / 6.12 1.92 / 5.76 2 X 2 2 6000 4 24000 23# 2.04 / 12.24 1.92 / 11.52 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 rf 3 X 1 1 5500 8 44000 35# 1.57 / 8.64 1.48 / 8.14 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 rf 3 X 2 1 3000 8 24000 35# 2.75 / 8.25 2.60 / 7.80 3 X 3 1 2000 8 16000 36# 4.00 / 8.00 3.82 / 7.64 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 rf 3 X 5 1 1200 8 9600 34# 6.40 / 7.68 6.06 / 7.27 3.5 X 1 1 5500 4 22000 20# 2.01 / 11.06 1.92 / 10.56 3.5 X 8 1 750 4 3000 20# 14.70 / 11.03 13.76 / 10.32 Price
100. Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 1.0 1.4 PET, White TC 100 48 x 216 yd Flexo, TT UL M* 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL 3M™ Thermal Transfer Label Materials Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red)
101. Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL 3M™ Thermal Transfer Label Materials Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Product info
102. Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL 3M™ Thermal Transfer Label Materials Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Value Statement
103. Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL 3M™ Thermal Transfer Label Materials Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) More Product Info
104. Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) Polyester Gloss White 7816FL Same as 7816 label stock, except with polyester liner. 2.0 0.8 1.5 PET, White TC 310 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 7868 Excellent high temperature resistance. Excellent adhesion to LSE plastics and smooth powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.1 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871FL Same as 7871 label stock, except with film liner. 2.0 1.8 1.5 PET, White TC 350 Polyester Film 54" 1668' Min. Flexo, TT UL CSA RoHS 8418 Ideal for fuel line identification. Meets MIL-T-9906C when used with 8417 overlaminating film. 1.0 1.4 2.5 PET, White TC 100 43# Densified Kraft 48 x 216 yd Flexo, TT UL M* RoHS 7816 Offers excellent durability. Film adhesive that resists oozing. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 0.8 3.2 PET, White TC 310 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS 7871 Heavy adhesive coat weight for textured surfaces. Excellent high temperature resist- ance. Excellent adhesion to LSE plastics and powder coats. Precision Roll Program – custom slit rolls as small as 2.5” x 1668’, as wide as 54”, and with up to one splice. 2.0 1.8 3.2 PET, White TC 350 55# Densified Kraft 54" 1668' Min. 4.5", 6" Precision Flexo, TT UL CSA RoHS FM122 Good initial tack. General purpose adhesive for durable goods and nameplate applications. 2.0 0.9 3.2 PET, White TC P1212 50# SC 54" 1668' Min. Flexo, TT UL CSA RoHS OFM03402 Glossy film label with excellent UV resistance 2.0 PET, White TC 54" Flexo, TT UL 3M™ Thermal Transfer Label Materials Facestock Product Typical Performance Characteristics Construction Roll Width Print Specs Caliper Facestock Minimum Method Mils Adhesive Type Mini-Master Liner (shown in red) SKU
105. 94 7745 . . . . $10.40 7776 . . . . $3.47 7777 . . . . $13.45 7779 . . . . $4.16 7800 . . . . $12.78 7804 . . . . $19.06 7810 . . . . $8.19 7811 . . . . $4.59 7812 . . . . $6.62 7813 . . . . $4.49 7815 . . . . $3.12 7816 . . . . $8.03 7830 . . . . $6.54 7831 . . . . $3.74 7840 . . . . $5.83 1 . . . . . . . . . . . . . . . . .92 2A04 . . . . . . . . . . . . . .87 2A05 . . . . . . . . . . . . . .87 2A10 . . . . . . . . . . . . . .87 2A12 . . . . . . . . . . . . . .87 2A25 . . . . . . . . . . . . . .87 2A26 . . . . . . . . . . . . . .87 2A29 . . . . . . . . . . . . . .87 2A87 . . . . . . . . . . . . . .87 2A88 . . . . . . . . . . . . . .87 2A89 . . . . . . . . . . . . . .87 2AU23B/UV . . . . . . . . .89 2AU26B/UV . . . . . . . . .89 2E79 . . . . . . . . . . . . . .87 88 . . . . . . . . . . . . . . . .94 92 . . . . . . . . . . . . . . . .92 160 . . . . . . . . . . . . . . .70 160C . . . . . . . . . . . . . .70 162 . . . . . . . . . . . . . . .70 164 . . . . . . . . . . . . . . .70 180 . . . . . . . . . . . . . . .70 180C . . . . . . . . . . . . . .70 200 . . . . . . . . . . . . . . .79 202 . . . . . . . . . . . . . . .79 203 . . . . . . . . . . . . . . .79 213 . . . . . . . . . . . . . . .79 214 . . . . . . . . . . . . . . .79 215 . . . . . . . . . . . . . . .84 463 . . . . . . . . . . . . . . .2 465 . . . . . . . .20,110, 11 465XL . . . . . . . . . . . . .2 467MP . . . . . . . . . . . . .1 467MPF . . . . . . . . . . . .1 468MP . . . . . . . . . . . . .1 468MPF . . . . . . . . . . . .1 469 . . . . . . . . . . . . . .11 470 . . . . . . . . . . . . . . .8 471 . . . . . . . . . . . . . . .8 472 . . . . . . . . . . . . . . .8 477 . . . . . . . . . . . . . . .8 480 . . . . . . . . . . . . . . .8 481 . . . . . . . . . . . . . . .8 Numerical Product Index Numerical Product Price Index 7956 . . . . $5.68 7957 . . . . $5.68 7958 . . . . $5.13 7969 . . . . $8.96 7980 . . . . $4.52 7981 . . . . $3.25 7982 . . . . $6.84 7990 . . . . $3.98 7991 . . . . $5.47 7992 . . . . $5.61 7993 . . . . $7.98 7994 . . . . $3.29 7995 . . . . $8.96 7996 . . . . $4.89 7997 . . . . $7.59 Case
     Study
106. Making decision
     based on value 95 Case
     Study
107. Incremental
     Revenue
108. Pricing Actions
109. Strategic Approach
 A single mindset for pricing Price Execution Every Day Price Strategy Every Year Price Tactics Every Month
110. $2.8m pure profit
111. But it is for any 
 company, small or large
112. 150 Feature “A,” but not “B” Feature “A” and “B,” but not “C” Feature “C” and “D,” but not “B” Feature “D” only Transformational Pricing Actions
     Segment Customers
113. Customer Segmentation SaaS Software Segments need to be sizable so you can cost-effectively target each Segments need to be sufficiently different so that overlap is minimized Each segment need unique differentiators Experience 
 Segment 27% Price Senstive 
 Segment 42% Qualiy 
 Segment 31%
114. Demand Curves
     Segments SaaS Software $0 $500 $1,000 $1,500 $2,000 Price Segment Quality Segment Experience Segment Willingness to pay of different segments need to be leveraged with different product version and prices
115. A B C Product Categorization
116. A B C
118. 2.99 3.00
119. 20%+
120. Price imaging $4,000
121. Price imaging $4,000 $600
124. Part no Old Price (cost plus) New Price(adjusted) Annual sales volume Revenue Difference 1 $146.70 $149.95 9,532 $30,979.00 2 $77.35 $79.95 8,326 $21,647.60 3 $142.45 $149.95 7,182 $53,865.00 4 $296.20 $299.95 6,531 $24,491.25 5 $196.95 $199.95 4,176 $12,528.00 Added cash profits $143,510.85 Tiny Price Adjustments
125. Market share before price chance 0% 20% 40% 60% 80% Drill 1 Drill 2 Drill 3 Case Study: Power Drills $90 $100 $110 $120 Drill 2 Drill 1 Drill 3
126. After 0% 20% 40% 60% 80% Drill 1 Drill 2 Drill 3 Case Study: Power Drills $90 $100 $110 $120 Drill 2 Drill 1 Drill 3
127. Case Study: Power Drills Before: Drill 1 and 2 are so close in price that there cannot be any quality difference, so I’m good saving a few bucks buying the cheapest one
128. Case Study: Power Drills Afterwards: Drill 2 must be much better than Drill 1, and for only a few bucks more, I can get the best, Drill 3!
129. Power drills - results Revenue increase 14% Gross Margin increase 20%
130. 0% 5% 10% 15% 20% 25% Jan Feb Mar April May June July Aug Sept Oct Nov Dec Don’t train your customers to expect discounts at the end of the quarter Average Discount
131. Increase Prices on Low Unit Volume SKU’s I know exactly what this “should” cost I have no clue on what this “should” cost
132. Transactional Pricing Actions
     Discounts, Rebates and Incentives 
 Drive customers to more profitable products 0% 20%
133. Transformational Pricing Actions
     Messages
134. Transformational Pricing Actions
     Messages
135. Bundles Focus attention on your advantages Address new market segments
136. Unbundles Instead of lowering price Force buyers to revaluate value elements Capture lower-price buyers Force company to focus on value
137. 3 3
138. Sales Transaction Analysis Contribution Margin Regression Analysis Simple graphical representation
139. The “fix or fire” concept Fix or Fire Outliers Learn: The less profitable The most profitable
140. Contribution Margin 0% 15% 30% 45% 60% Total Sales per Client $0 $1,000,000 $2,000,000 $3,000,000 $4,000,000 $5,000,000 Contribution % By Customer Cost to serve? Fix or Fire Increase margin Increase sales Contribution Margin by product
141. Contribution Margin by sales reps Contribution Margin 0% 15% 30% 45% 60% Sales by rep $0 $1,000,000 $2,000,000 $3,000,000 $4,000,000 $5,000,000 Cost to serve? Fix or Fire Increase sales
142. Sales Processes Enhancements
143. Prep Work Control the Conversation No Discount Close Increased Accountability
144. Price Management Software
145. Execute Optimize Control Insight
146. Summary
147. Processes Execution
148. Price “Right” Drives Superior Business Results
149. Differentiation Give You Pricing Power
150. Customers Lie
151. There is Psychology Behind Pricing
152. Anonymous Third Party Research
153. Sales
     Transaction Analysis
154. Sales Process
     Development
155. Price Management Software
156. It’s A Wrap!
157. Thank You! Per Sjofors per@atenga.com www.atenga.com