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Pricing Products and Services v3.07 |
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86 page Guide to Pricing Best Practices
Companion Software for Microsoft/Star Office:
- Customer and Competitive Profiling
- Financial Modeling & Analysis
- Communication & Planning
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Guide to Pricing Best Practices
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Description
Details
Format
Requirements
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Compilation of best practices, decision frameworks and analytic techniques for pricing products and services. Applications include new product pricing, proactive re-pricing, promotional price discounting, responding to competitive activity, and price increases.
86 pages, 14 illustrations, 8 tables; Version 3.07.
PDF viewable and printable. Hardcopy optional.
Adobe Acrobat Reader 4.0 or greater (free from Adobe.com).
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Chapter 1 Approaches to Pricing
1.1 Cost-Plus Pricing
1.2 Competitive Reference Pricing
1.3 Customer Driven Pricing
1.4 Value Based Pricing
1.5 Target Costing
Comparison and Applications
Chapter 2 Pricing Research and Analysis
2.1 Profiling the Target Market
Assessment of Sustainable Profitability, Lifetime Value
Price/Value Segmentation
2.2 Evaluating Price Sensitivity
Management/Expert Panel Assessment of Price Sensitivity
Using Primary Research to Measure Price Sensitivity
Practical Assessment of Price Demand Elasticity
2.3 Determining Solution Value Across the Target Market
Evaluating Willingness to Pay
Estimating Economic Value
2.4 Competitive Assessment
Determining Relative Solution Strength
Evaluating Competitor’s Motivation to Respond
Assessing Competitor’s Ability to Respond
Non-Price Response Options
2.5 Financial Analysis
Pricing Floor
Profit/Contribution Trade-Off Analysis for Price Changes
Modeling and Analysis of Competitive Response
Chapter 3 Pricing Scenarios
3.1 Pricing the New Offering
Step-by-Step: How to Maximize Share, Financial Contribution
5 Fatal Errors in Pricing New Offerings
3.2 Responding to Price Discounting
Step-by-Step: How to Defend & Fortify Your Market Position
How and When to Avoid a Pricing War
The 4 Essential Lessons in Pricing Response
3.3 Proactive Re-pricing
Step-by-Step: Strengthen Your Business With Price Changes
Price Change Pitfalls and Implementation Issues
Chapter 4 Practical Pricing Management
4.1 Expert Perspectives & Best Practices in Pricing Management
Price Promotion: A Smart Tool?
Negotiated Pricing: Who Should Control Final Pricing?
Legal Guidelines on Pricing
4.2 Preparing for Pricing Opportunity
Pricing and Business Strategy
Maintaining a Market Pulse
Coordinate Pricing with the Marketing Mix
Forging Consensus and Support
Appendix Glossary
Appendix References
Appendix Presentation Template Summaries
New Offering
Competitive Response
Re-Pricing
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Easy-to-use frameworks speed the implementation of relevant best practices
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Rapidly pinpoint key pricing opportunities with concise, scenario-based instruction
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Companion Software Module: Customer and Competitive Research
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Description
Details
Format
Requirements
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Proven methods for rapid identification and assessment of pricing threats and opportunities. This module streamlines research design, fieldwork and analysis - for both traditional and online implementation. Delivers question sequences and techniques recommended by top authorities to maximize response and pinpoint key areas of vulnerability and opportunity.
Discussion Guide, Target Market Survey, and Management Assessment Guide
Editable and printable rtf (rich text format).
Any word processor (MS Word, Textpad, WordPerfect, etc.).
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Discussion Guide
For exploratory interview and focus group work. Screening tools, question sequences and subject activities that reveal current issues and evolving trends with:
- Price sensitivity
- Reference value
- Key customer value propositions
- Customer segmentation
- Competitive strengths & weaknesses
Pricing Survey
For mail, phone or online deployment. Quantify the findings of exploratory work and detect trends in customer needs, values and behaviors that are material to pricing decisions. Proven question sequences help you develop statistically significant assessments of:
- Low-High pricing band - Van Westendorp
- Economic value assessment
- Price sensitivity / demand elasticity
- Buying processes and behaviors
Management, Expert Assessment Guide
Gather essential insight and leverage the knowledge of key stakeholders and influencers. Identify:
- Market signals of pricing risk & opportunity
- Developments in the "market architecture" that will change the pricing landscape
- Competitive response tendencies and vulnerabilities
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Build a convincing fact base in as little as 1 week with tools and templates in Pricing Products and Services
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Companion Software Module: Financial Modeling & Analysis
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Description
Details
Format
Requirements
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Coded and tested modules assist in risk, profit and contribution analysis associated with pricing decisions. Graphics, typography and sizing fully match presentations listed below - for cut and paste compatibility.
Spreadsheet based application modules. Version 3.07.
XLS (Microsoft Excel).
Excel 97 or higher
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Price / Volume Profit Contribution Trade-Off
Creates price vs. sales volume curve that identifies equivalent profit contribution compared with current pricing and margin structure. Used to identify minimum volume thresholds for profitable price changes across a range of prices. Can accommodate incremental semi-fixed costs and structured variable costs.
Profitability Analysis
Calculates fully costed profitability across a range of user specified sales volumes. Addresses semi-fixed costs, structured variable costs, unit and revenue allocated costs.
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Excel-based analysis tools help you confidently and rapidly assess pricing alternatives
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Companion Software Module: Communication & Planning
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Description
Details
Format
Requirements
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Professionally designed slide sets for 20 - 40 minute overviews of pricing research, analysis and strategy. Fully editable, boardroom quality presentations optimized for projection and print.
Templates. Version 3.07.
PPT (Microsoft Powerpoint).
Powerpoint 97 or higher
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New Offering
Deliver pricing recommendation for new product or service. Summarize customer segmentation, economic value, price sensitivity, competitive value, pricing strength and financial analysis. 21 slides; 9 diagrams
Price Increase / Price Decrease
Document and present pricing opportunity for pricing change to in-market product or service. Address customer segmentation and price sensitivity, competitive and market risk, profitability trade-off analysis and implementation plan. 18 slides; 7 diagrams
Responding to Competitive Pricing / Introduction
Quickly build a comprehensive, convincing response to competitive price reduction or introduction. Summarize customer segmentation, customer price sensitivity, repricing scenarios, pricing strength and risk analysis. 17 slides; 6 diagrams
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Available for Immediate Download |
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*Includes electronic version of
"Guide to Marketing Strategy"
when purchased before April 16, 2005
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Assistance