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September / October, 2011 Volume 70, Number 5, 2011/2012 OFFICIAL PUBLICATION OF THE MINNESOTA BEVERAGE ASSOCIATION www.municipalbev.com $9.99 The Power of “9” One Penny Does Make a Difference! CHANGE SERVICE REQUESTED SERVICE CHANGE PERMIT NO. 91770 NO. PERMIT TWIN CITIES MN CITIES TWIN PAID Minneapolis MN 55432 MN Minneapolis US POSTAGE US Box 32966 Box PRSRT STD PRSRT Municipal Liquor Store Liquor Municipal Statewide: 1-800-552-8711 Twin Cities: 952-854-8600 MUNICIPAL LIQUOR ON THE COVER STORE Check the prices: $9.99, $19.99, $99.99. The 9 is ubiquitous. So, why do so many Volume 70, Number 5, 2011/2012 prices end in 99, and does the one penny really make that much of a difference? Official publication of the Minnesota “For one penny, I can get you to think of it differently. If price matters, I can get Municipal Beverage Association. Published you to entertain our product,” said Mark Bergen, a Professor at Carlson School of six times annually: September/October, Management at the University of Minnesota. Bergen has researched pricing strate- November/December, January/February, gies, including the use of the 9 as a price cue. March/April, May/June, July/August. For advertising and editorial inquiry conact Some marketers call the concept “psychological pricing.” The idea is that instead Paul Kaspszak, Editor, Box 32966, Fridley, of thinking of $69.99 as a price of $70, you think of it as a price in the 60s. MN 55432. Phone 763-572-0222 or 866-938-3925. Advertising rates available upon request. Change of address: List both old “From a psychological perspective, you ground my attention to a digit that’s $10 and new address. less,” said Bergen. For more, see page 7 DIRECTORS TOM AGNES STEVE GRAUSAM (President) Edina Liquor Brooklyn Center Liquor 6755 York Ave. South 5625A Xerxes Ave. North Edina, MN 55435 Brooklyn Center, MN 55430 952-903-5732 763-381-2349 LARA SMETANA GARY BUYSSE (Vice President) Rogers Liquor Voyageur Bottle Shop 22350 South Diamond Lake Road 205 - Main Street South Rogers, MN 55374 Pine City, MN 55063 763-428-0163 320-629-2020 BRIAN HACHEY BRIDGITTE KONRAD (Sec./Treas.) City of North Branch Stacy Wine & Spirits P.O. Box 910 30962 Fenway Avenue North Branch, MN 55056 Suite 700 651-674-8113 Stacy, MN 55079 651-462-2727 MICHELLE OLSON Sebeka Liquor NANCY DRUMSTA P.O. Box 305 Delano Wines & Spirits Sebeka, MN 56477 P.O. Box 108 218-837-9745 Delano, MN 55328 763-972-0578 VICKI SEGERSTROM Milaca Off Sale MICHAEL FRIESEN c/o Milaca City Hall Hawley Liquor 255 First Street East P.O. Box 69 Milaca, MN 56353-1609 Hawley, MN 56549 320-983-6255 218-483-4747 TONI BUCHITE CATHY PLETTA Fifty Lakes Bar & Bottle Shop Kasson Liquor P.O. Box 828 30 West Main Street Fifty Lakes, MN 56448 Kasson, MN 55944 218-763-2035 507-634-7618 SHELLY L. DILLON City of Callaway PO Box 116 Callaway, MN 56521 218-375-4691 MMBA President’s Message He said no a guy bought it here 20 that kind of a price. minutes ago and sent the tweet out and Tom Agnes now I am here! I was amazed at the My point in bringing this up is to say that President power this displayed. information flows so quickly these days. If this happened 20 years ago a few Then just last week, another high demand customers would have been mad and a Smart phone= Smart communication? and very limited product hit stores and couple of their buddies would have heard was pretty much sold out within hours of about it. But it would have stopped there You be the judge. its release. The Social Media sites were and been forgotten about. lit up with messages on where to find this These days, information and communica- product. Now this incident has multiplied by tion move so fast. Twenty or thirty years hundreds if not thousands of comments. ago you made a phone call or mailed a Because of the limited supply, stores letter to someone if you wanted to give make a healthy GP -- we were at 34%, So with all that being said, realize the them information. which works out to be a 53% mark up. good and the bad that can come with this fast flowing information process. Then e-mail came along and you would Then something really strange happened, send someone an email and expect a a big store decided to run this product Finally, you will soon find MMBA on pretty quick response. with 65% GP or that just under a 300% Facebook. We are developing a page mark up. and operating guidelines right now. If Now the “Smart Phone” has changed you have any ideas or suggestions on everything we know about the flow of All week long this store’s own Facebook making it effective and fun give me a information. Emails go directly to our page was riddled with negative comments call or send me an e mail, phones. If we do not have a data plan we on their decision. Customers were very [email protected] can text, basically the same thing as an upset on this store’s decision to charge email. Then we can take it to a whole new level “Social Media.” While there are many different ones out there, two are Facebook and Twitter. One Call. We at BC liquors had a seasonal product If it has anything to do with beverages ice come out a few weeks ago that was in high demand and we had people calling or refrigeration call the Shamrock Group. days before wondering when the delivery With our expert attention to detail starting was coming. When the truck came and the with us will set you up for business success. product was on the shelf, people started rolling in for this unique 4-pack of beer. Over 100 beverages . Shamrock Beer Systems About 30 minutes after it was delivered a . guy came in and said he heard it was here! . Walk-in Freezers/Coolers So I asked him if he called. He said no it . Shamrock Water Filteration was on Twitter. Bulk CO2 other gasses . Service, repair, installation I was confused because we do not have a . Ice machine rentals Twitter account, I said the supplier must . ‘Perfect’ Ace Ice have “Tweeted it”. MUNICIPAL LIQUOR STORE 4 Providing Service and Brands to its customers... Since 1882 With the largest selection of Fine Wines, Distilled Spirits and Beer in Minnesota www.wirtzbeveragegroup.com Statewide Wine & Spirits 651-646-7821 or 1-800-672-0970 Metro Area Beer 651-646-6063 489 North Prior Ave. • St. Paul, MN 55104 One Penny DOES Make a Difference MINNEAPOLIS (WCCO) — With “From a psychological perspective, you said Bergen. “You’re focused on the all the weapons retailers have to try ground my attention to a digit that’s digit that matters: the 100s, or the 50s. to get our money, it’s hard to imagine $10 less,” said Bergen. In that case, all the rest is just noise.” that a penny has much of a pull. Yet, check the prices: $9.99, $19.99, $99.99. Other researchers talk about the “Left There is also the theory that we’ve The 9 is ubiquitous. So, why do so Digit Effect,” the idea that people focus trained ourselves to expect the last many prices end in 99, and does the on the left-most digit, instead of the digit, the number 9, to be a signal one penny really make that much of a pennies at the end. meaning: deal. difference? Data supports the idea that people make “When we see $99.99, it looks like a “For one penny, I can get you to think pricing decisions based on those pen- sale. Since, you know, we’re looking of it differently. If price matters, I can nies. for a deal, we’ll start there,” he said. get you to entertain our product,” said Mark Bergen, a Professor at Carlson Some researchers at University of Not that the one penny difference School of Management at the University Chicago looked at an experiment with always gets us to buy, but it’s an ex- of Minnesota. a local grocery store. Margarine started tremely cheap way for retailers to get at 89 cents. When the grocery store cut us in the door, to open the conversation. Bergen has researched pricing strategies, the price to 71 cents, sales improved including the use of the 9 as a price cue. 65 percent. When they dropped it two However, the Harvard Business Review more pennies to 69 cents, sales went up wrote about a clothing store that took Some marketers call the concept “psy- a remarkable 222 percent! a $34 dress and raised the price to $39. chological pricing.” The idea is that Sales went up 25 percent. instead of thinking of $69.99 as a price “There’s a magic penny from $25 to of $70, you think of it as a price in the $24.99. That penny has way more ef- “If price matters, you want to give them 60s. fect, has way more power. It’s magic,” a cue,” said Bergen. 2012 2012 2012 MMBA / MLBA MMBA MMBA Legislative Boot Camp Annual Day • Conference • February 21-22, 2012 • February 27, 2012 Breezy Point May 20-22, 2012 Kelly Inn - St. Paul Resort Arrowwood Resort MUNICIPAL LIQUOR STORE 7 Regardless where you are, we've got you covered. Rely on the MIIMA members for 'bottled water' quality ice, first-rate service and fast, dependable delivery.
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