Resource Search

Results: 237

The EPP Expert Board members read - and select - for you the ‘must’ read books, articles and whitepapers for pricing practitioners.  If you believe there is another reading that should be added to this list, please send to pva@pricingplatform.eu 


International Price Referencing and Launch Sequencing

EPP LIFE SCIENCES FORUM - 2011 - Zürich (Switzerland)
  • Author(s): Mohan Purushothaman - Adjility Consulting
  • Uploaded on: 17/08/2017
  • Content Type: Forum presentations

Construction industry ; how to raise prices after the crisis

The period after a recession always triggers the question: “in order to improve margins how can companies raise the price effectively after a period of severe price pressure ?”

  • Author(s): Marc Abels - MonitorDeloitte
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Driving profitability through aftermarket parts pricing

An often ignored opportunity can help aircraft OEMs boost operating profit up to 25% in 6 to 12 months

  • Author(s): Martin Hartigan - Principal - Deloitte Consulting LLP
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Achieving high performance with strategic competitive spare parts pricing

In the current competitive business environment, many original equipment manufacturers (OEMs) are searching for ways in which they can improve growth. Spare parts have always represented an important profit area for OEMs. On average, the spare parts business of manufacturers already makes up approximately ten percent of total sales, up to 50 percent of net income, and significantly impacts customer satisfaction and brand loyalty.

  • Author(s): Accenture
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Winning in the Aftermarket

As we all know, corporations compete by delivering customer value, which they can influence at three stages of a product’s life. Some businesses focus on the design phase, which determines a product’s raw materials, capabilities, and performance. (In fact, 80% of a product’s costs are determined when it is designed.) Most businesses compete in the next phase, production. Because a majority of businesses adopt the same standards in manufacturing, it’s difficult for them to distinguish themselves at this stage. The final stage is customer support, which spans the longest part of a product’s life. Although few executives realize it, after-sales support is the longest-lasting source of revenues to sellers and requires the smallest investment. Companies that ignore the aftermarket do so at their peril.

 
  • Author(s): Morris A. Cohen, Narendra Agrawal and Vipul Agrawal
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Introduction to the Theory and Practice of Yield Management

In general, the yield management/booking limit decision is just one aspect of a more general business question: How should a firm market and distribute goods to multiple customer segments? To answer this question, a firm must use tools for pricing and forecasting as well as for inventory management.  All of these tools are often grouped under the term revenue management, although the boundaries between yield management and revenue management are often ambiguous. In this note we will specifically focus on just a single aspect of revenue management ; yield management. 

  • Author(s): Serguei Netessine - The Wharton School University of Pennsylvania
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Towards value-based pricing—An integrative framework for decision making

The objective of this paper is to present a comprehensive framework for pricing decisions which considers all relevant dimensions and elements for profitable and sustainable pricing decisions. The theoretical framework is useful for guiding new product pricing decisions as well as for implementing price-repositioning strategies for existing products. The practical application of this framework is illustrated by a case study involving the pricing decision for a major product launch at a global chemical company.

2003 Elsevier Inc. All rights reserved. 

  • Author(s): Andreas Hinterhuber
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Playing the game: Effective strategies for combating reverse auctions

New suppliers entering a reverse auction have very low chances of success. Indeed, the research found that only 7.1% of new suppliers were successful in securing the contract. As a result, the following real-world examples detail the strategies used by incumbent suppliers to defend their account in the face of reverse auctions and so retain the business.

 
  • Author(s): Andy Moorhouse is a consultant at Huthwaite International
  • Uploaded on: 17/08/2017
  • Content Type: Articles

How to obtain a fair reimbursement of your products

EPP LIFE SCIENCES FORUM - October 2017 - Montreux (Switzerland)
  • Author(s): YOUSSEF MAMOUR EMEA Pricing Director - Getinge
  • Uploaded on: 17/08/2017
  • Content Type: Forum presentations

Biosimilars: From adjusting to different market access policies to a successful market entry

EPP LIFE SCIENCES FORUM - October 2017 - Montreux (Switzerland)
  • Author(s): SUE NAEYAERT - GLOBAL HEAD PRICING, MARKET ACCESS, Fresenius-Kabi SwissBioSim
  • Uploaded on: 17/08/2017
  • Content Type: Forum presentations