Price increases in industry are a fact of life. Most manufacturing companies and wholesale distributors see rising costs on a regular basis and feel the need to respond with price increases to maintain margins. But, how do you best communicate the increase to your customer base?
Depending on the customer profile there may be several approaches employed. Larger accounts may require a personal meeting to announce the increase and explain the impact on the account. Customers that order infrequently, say once a year for a small quantity, may not warrant an announcement at all. They may just see the increase at the time of the next order.
However you approach a price increase announcement it is likely that you will want to draft a letter explaining the increase. Over the years our pricing consultants have seen numerous letters announcing increases many of which we feel are ineffective.
Here are some recommended steps to building an effective price announcement letter. See if your announcements follow this pattern.
How you handle price increase announcements can make or break the results. Well thought-out price announcements have a higher acceptance rate with customers. Spend the time and attention to the details to ensure that you get the most out of your increases.