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 


Ertragssteigerung durch professionelles Preismanagement

Viele Unternehmen verspüren in den letzten Jahren einen immer stärker werden den Druck auf die Gewinnmargen. Der vorliegende Artikel zeigt Wege auf, wie diesem Druck durch ein professionelleres Preismanagement marktseitig begegnet werden kann. Da werden alle Facetten des Preissetzungsprozesses betrachtet und Ansatzpunkte zur nachhaltigen Verbesserung des Unternehmensgewinns diskutiert.
 
  • Author(s): Prof. Dr. Oliver Roll - Lehrstuhl für Preismanagement - und internationales Marketing University of Applied Sciences Osnabrück- and Jens Schreiner - Senior Manager - Prof. Roll & Pastuch – Management Consultants
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Maximize service parts profitability through effective pricing

Pricing professionals must carefully calibrate service parts prices to achieve an optimal balance between profitability and market share. To accomplish this, pricing has to be managed at an individual part-number level and also taking into account that the “one size fits all” model will not fit all. This might sound like mission impossible taking into account that manufactures usually have hundreds of thousands of service parts across all product ranges. Another aspect that makes service parts pricing even more complex is the ever changing business environment leading to a constantly moving target as the service parts lifecycle progresses
  • Author(s): Syncron
  • Uploaded on: 17/08/2017
  • Content Type: Articles

The Aftermarket in the Automotive Industry

The automotive  industry is experiencing  significant changes  in global market  volumes, with  flat  sales in Western  Eu rope   and  increasing importance of the  emerging markets of Eastern  Europe, Russia,  China  and India. Th is growing importance includes not only  new car  sales  , but also the  aftermarket.
 
  • Author(s): CapGemini
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Customer value-based pricing strategies:why companies resist

The increasing endorsement of customer value-based strategies among academics and practitioners is based on a general recognition that the keys to sustained profitability lie in the essential features of customer value-based pricing, including understanding the sources of value for customers; designing products, services, and solutions that meet customers’ needs; setting prices as a function of value; and implementing consistent pricing policies.  But their is resistence...
 
  • Author(s): Andreas Hinterhuber is a partner of Hinterhuber & Partners, a consultancy in strategy, pricing, and leadership.
  • Uploaded on: 17/08/2017
  • Content Type: Articles

The Role of Price and Cost in Driving High Performance in a Volatile Global Economy

During the most recent recession, companies experienced what has become standard operating procedure in downturns: a rush to slash costs in response to a dramatic slowdown in demand. Today, while the economy still is characterized by volatility, improving economic conditions in many parts of the world have companies once again considering growth (although cost reduction certainly has not left the executive suite’s agenda). Thus, the question becomes: How can companies reignite growth in a time of uneven demand while continuing to make intelligent, and appropriate, reductions in cost to strengthen profitability
  • Author(s): Accenture
  • Uploaded on: 17/08/2017
  • Content Type: Articles

The Power of Pricing

Transaction pricing is the key to surviving the current downturn—and to flourishing when conditions improve.
  • Author(s): Michael V. Marn, Eric V. Roegner, and Craig C. Zawada - are principals in McKinsey’s Cleveland office,
  • Uploaded on: 17/08/2017
  • Content Type: Articles

The New “Low Cost”

Multinational companies cannot avoid having a robust low-cost strategy. Without one, it will be impossible to compete in emerging markets and to prevail over innovative low-cost challengers in developed ones. Low-cost attackers often hit where it hurts,
rapidly crippling the economics of more traditional business models.
  • Author(s): Nicolas Kachaner is a senior partner and managing director in the Paris office of The Boston ConsultingGroup. and Zhenya Lindgardt is a partner and managing director in the firm’s New York office, and David Michael is a senior partner and managing director in BCG’s Beijing office.
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Stop Reacting to Buyers’ Price Expectations; Manage Them

Expectations drive behavior and nowhere more so than when setting prices. A customer’s decision to buy something at the offered price, or not, depends upon more than the tradeoff between benefits and price. It also depends on customers’ expectations, and their experience answeringthis question: how might our behavior influence the prices we have to pay?
  • Author(s): Thomas T. Nagle, Joseph Zale and John Hogan - Monitor Group  
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Profiting from Proliferation

Today many companies must juggle hundreds of thousands or even millions of price points. Traditional approaches for managing prices are inadequate in an environment of such complexity—so companies need a new operating model if they are to set prices effectively. Critical priorities include creating better visibility into pricing performance, and establishing a common system for pricing across brands, channels, and segments  Companies also must strive to maintain an organizational balance between centralization and decentralization.   An interview with the president of the Novartis Foundation for Sustainable Development Profiting from Proliferation
  • Author(s): Kevin Bright, Dieter Kiewell and Andy Kincheloe are members of McKinsey’s global marketing and sales practice in the Atlanta office.
  • Uploaded on: 17/08/2017
  • Content Type: Articles

Price Optimization and CPQ

CPQ systems expand upon traditional sales configurators by addressing operational concerns around ensuring the integrity of sales proposal, quoting and ordering processes.
 
  • Author(s): Michael Dunne 
  • Uploaded on: 17/08/2017
  • Content Type: Articles
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