Juggling thousands or even millions of price points calls for common systems, greater transparency in performance, and an organizational balance between centralization and decentralization.
Content: Article | Authors: Andrew H. Kincheloe, Dieter Kiewell, J. Kevin Bright | Source: McKinsey Quarterly | Subjects: Marketing / Sales, Pricing
Companies have more power to create value through pricing – including raising prices, even under weak economic and strong competitive conditions – than many realize. Companies that focus their organizations on what we call precision pricing typically boost EBIT margins by three to five points, and sometimes by as much as ten points. Moreover, they score these gains fast. The key is to conduct continuous, … [ Read more ]
Content: Article | Authors: J. Kevin Bright, James P. Andrew | Source: Boston Consulting Group (BCG) | Subject: Pricing