Your most expensive package is supposed to not sell

Your top package sells fewer than two a month. That's normal.

When owners see it isn't selling, most either want to cut it or discount it. Both are wrong.

1. The most expensive package isn't there to sell volume. It's there to anchor

Customers never judge a price on its own. They compare a few numbers. The most expensive package gives them something to compare against.

For example: your menu has three packages at RM680, RM1,280 and RM2,880. A customer sees RM2,880 first, then looks back at RM1,280 and thinks, "That's reasonable." With the premium package standing beside it, the mid-priced one looks like good value.

2. Cut it, and the mid-priced package becomes the most expensive

Remove the RM2,880 package and only RM680 and RM1,280 are left. RM1,280 suddenly becomes the most expensive option, so customers immediately look down and choose RM680.

Discounting does the same damage. Drop RM2,880 to RM1,680 and it sits too close to RM1,280. It can no longer hold the "most expensive" spot, and the mid-priced package stops looking like a good deal.

It doesn't make money itself, but it makes everything else make money.

3. Do this today: check whether your menu has an anchor

1. Sort by price. List your packages from cheapest to most expensive and see how far apart the top one and the one you most want to sell are.
2. Check placement. Is the most expensive package in the most visible spot on your menu? When staff present, do they mention it first, then the mid-priced one?
3. Don't judge it by its own sales. Look at how the mid-priced package next to it is selling. If that one sells well, the premium package is doing its job.

Conclusion: keep it, and put it in the right place

Your most expensive package doesn't need to sell much. It just needs to stand in the right place so customers have something to compare. What really matters is whether the mid-priced package beside it sells better because of it.

CCS Plus ranks every package by monthly sales volume and revenue, so you can see how the premium and mid-priced packages are doing side by side. Book a 30-minute Demo and we'll show you using your real data.