122 Posts Found

When does pricing become a competitive weapon in the corporate arsenal? Execution that is consistent, sustainable and easily repeatable allows organizations to implement pricing strategy effectively. Such execution makes companies more agile in competitive circumstances and more highly responsive to changes in market conditions, thereby benefiting the bottom line.

Keys to sustainable pricing execution include a comprehensive pricing process, effective organizational design, robust tactical capabilities and … [ Read more ]

Content: Article | Author: Steven Tom | Source: Deloitte | Subject: Pricing

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In one of a series of interactive presentations, McKinsey director Rob Latoff offers insight into the industry cost curve, a business school classic for understanding pricing. By bringing discipline and a practical set of definitions to bear, this framework can be applied to real-world, competitive markets.

Content: Article | Author: Rob Latoff | Source: McKinsey Quarterly | Subjects: Economics, Pricing, Strategy

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Too often, industrial companies are leaving cash on the table – and missing opportunities to cement customer loyalty and boost repeat sales of their equipment – because they base decisions about bundling and pricing their services on anecdotal information. We offer a systematic approach to examining markets, leading to a much more informed perspective on the opportunities and risks in bundling and pricing services.

Content: Article | Author: David Rickard | Source: Boston Consulting Group (BCG) | Subjects: Market/Investment, Pricing

Consumers get hit with the price-increase hammer every time they drive past a gas station. Harvard Business School professor John Quelch offers tips on how marketers can cope with inflation and consumer sticker shock.

Content: Article | Author: John A. Quelch | Source: Harvard Business School (HBS) Working Knowledge | Subject: Pricing

A quick guide to handling a price hike without hurting your business.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Pricing

Strategic pricing is one of the most powerful sources of profits and growth. Yet, in recent years, it has been the least exploited driver of shareholder value. Few manufacturers review their pricing systematically. Most set prices reactively. Some extrapolate from history, and for others it’s just a hunch.

Content: Article | Authors: Henry M. Vogel, Matthew A. Krentz, Michael Grindfors | Source: Boston Consulting Group (BCG) | Subject: Pricing

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

Kent B. Monroe talks about guidelines and basic rules to follow for developing and maintaining an effective organizational approach to solving pricing problems.

Content: Article | Authors: James Nelson, Kent B. Monroe | Source: Emerald for Managers | Subjects: People, Pricing

A SlideShare presentation covering a wide variety of pricing issues.

Content: Article | Sources: Armstrong, Koller & da Silva | Subject: Pricing

Now that pricing is seen as a primary contributor to better performance, many companies are applying advanced technology and setting up new teams so they can price more effectively. But that’s not enough. Here’s how to make pricing a sustainable part of management’s strategic repertoire.

Content: Article | Authors: Greg Cudahy, Thomas G. Jacobson, Tiago L. Salvador | Source: Outlook Journal (Accenture) | Subject: Pricing

A comprehensive, managerially-focused guide to formulating pricing strategy. Practical in focus and lively in style, this volume explains ideas and concepts that are essential to integrate pricing successfully into marketing strategy and that should be a part of every marketer’s repertoire. Features numerous walk-through examples, illustrating how companies successfully implement pricing strategies.

Content: Book | Authors: Reed K. Holden, Thomas T. Nagle | Subjects: Marketing / Sales, Pricing

It’s every executive’s worst nightmare: You wake up one day to find that a competitor is selling a product much like yours at a much lower price. Matching the lower price would devastate your profit margins, but ignoring the low-price gambit may prompt your customers to flee. Don’t panic. Taking on a low-price competitor requires a careful rethinking of how your company does business. To … [ Read more ]

Content: Article | Author: Geoffrey James | Source: BNET | Subjects: Pricing, Strategy

What does the net price per each individual product look like over time at your company? If it is not going up, the business is headed for trouble.

Content: Article | Author: Paul Calthrop | Sources: Bain & Company, Harvard Business Review | Subjects: Management, Pricing

The profit equation has three variables: price, volume, and cost. Of these, price is the most common candidate for manipulation since nothing else need change to produce profits for everyone, provided everyone changes prices together.

Editor’s Note: written in 1970…

Content: Article | Author: Bruce D. Henderson | Source: Boston Consulting Group (BCG) | Subject: Pricing

Most companies fail to capture all of the opportunities for generating growth, profit, and competitive advantage through pricing. What’s more, many companies do an especially poor job of managing pricing as they come out of an economic downturn. Pricing for the recovery is an opportunity they can’t afford to miss. The authors discuss how companies can pull the appropriate pricing levers for the cost structures, … [ Read more ]

Content: Article | Authors: Henry M. Vogel, Ulrika Dellby | Source: Boston Consulting Group (BCG) | Subject: Pricing

Basic texts on marketing often refer to the “four P’s” of the marketing mix: product, place, promotion, and price. In popular marketing literature, the importance of setting the “right” price is usually acknowledged, but little advice is given on how to determine that price. Harvard business professor Dolan is author of Managing the New Product Development Process (1993), and Simon is the German business consultant … [ Read more ]

Content: Book | Authors: Hermann Simon, Robert J. Dolan | Subject: Pricing

Depending on the pricing problem the company is trying to solve, there might be different pricing processes and software categories, such as:
* price execution
* price enforcement
* price visibility
* price optimization
* pricing management

Content: Article | Authors: Olin Thompson, P.J. Jakovljevic | Source: TechnologyEvaluation.com | Subjects: Marketing / Sales, Pricing