Resource Search

Results: 249

The EPP Expert Board members read - and select - for you the ‘must’ read books, articles and whitepapers for pricing practitioners.  
EPP Connect&More is another great source for pricing professionals, managed by a team of industry contributors. 
* Sign-up to receive the free monthly EPP Connect&More : here
* Some content in the EPP Content database is reserved for EPP Members only ;  sign-up : here


The Aftermarket Gets Connected

EPP MANUFACTURING FORUM - 2013 - Frankfurt (Germany)
  • Author(s): Neil Fryer - Price Positioning
  • Uploaded on: 17/08/2017
  • Content Type: Forum presentations

Profitable Aftermarket Business

EPP MANUFACTURING FORUM - 2013 - Frankfurt (Germany)
  • Author(s): Bernhard Ebel / Thomas Bard - EbelHofer Consultants
  • Uploaded on: 17/08/2017
  • Content Type: Forum presentations

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
Cron Job Starts