Accenture Partner Discusses Pricing Practices in Manufacturing

Guest Blogger – Robert Rutledge, Partner, Accenture

 

With the success of PROS’ Global Leadership Seminar Series along its stop in Shanghai, China, Robert Rutledge, who leads Accenture’s Pricing & Profit Optimization practice in Asia-Pacific noted, “Manufacturers in China today face low-cost competition from places like India and Mexico and design and engineering competition from Japan and the west.” The seminar focused on the tremendous opportunity for manufacturers in China and across Asia-Pacific to adopt advanced pricing strategies and price optimization software to remain competitive and profitable in an increasingly global manufacturing landscape. Mr. Rutledge continued, “In order for Chinese manufacturers to maintain their competitive edge, they will increasingly turn to more robust pricing strategies such as those supported by PROS’ industry-leading price optimization software tools.”

 

Below are two video clips of Mr. Rutledge’s presentation which the discuss the topic of Cost Plus as well as a Case Study focusing on how Chinese manufacturers can evolve from basic to more sophisticated pricing models, including pricing strategies in manufacturing and a compare and contrast with other Asian countries.

 

 

 

 

 

 

 

 

 

High-Tech Price Optimization Veteran Talks Pricing with PROS

Guest Blogger – Matt Johnson, Managing Partner, Simon-Kucher & Partners

 

With 20 years of pricing experience, Matt Johnson is a recognized expert in price optimization software and processes.  His experience includes manufacturing, distribution, industrial, chemical, semiconductor, and electronics.  A former PROS employee, Matt recently took some time to talk to a group of high-tech manufacturers and PROS executives at the PROS Price Optimization Leadership Seminar - Santa Clara.  Check out some highlights from his session on pricing best practices.

 

 

“I remember working with PROS when SARS and 9/11 hit.  We had customers 30 days later up and running with new pricing strategies – full speed.  I love your IT department, I’m sure they’re all brilliant people, but I seriously doubt they’re up 30 days later with all of the conditions records from SAP re-tweaked and whatever homegrown system is up to speed.” 

 

 

 

Accenture Pricing Practice Leader Talks Pricing with PROS
Guest Blogger – Cecilia Bonfante, Sr. Manager, Accenture

 

Cecilia is a member of Accenture’s Pricing & Profit Optimization practice.  She has been involved in several systems implementations and has expertise in helping companies realize benefits associated with implementing their pricing strategies and technologies.  In this video she provides an update on what promises to be the largest implementation of pricing software with 10,000 field users for Deal Optimizer and 300 users for Scientific Analytics.

 

 

 

“Big 3″ Parts Aftersales Pricing Implementation with PROS 

Guest Blogger – Sanjay Seth, Partner at Carlisle & Company

 

Sanjay gives an update on a “Big 3” Parts Aftersales Pricing Implementation with PROS.  Sanjay is a Partner at Carlisle & Company, a firm specializing in revenue and margin strategies, market sizing, share assessment, services marketing and retention, and supply chain management.  Carlisle is focused exclusively on process initiatives related to motor vehicle parts, heavy equipment, construction, and other parts related industries.  Below are some highlights from the interview – click below to view the 5 minute interview with Sanjay.

 

 

 

Why Carlisle & Company selected PROS for their OEM Parts Manufacturer client:

• “flexibility of the solution, the configuration versus customization”
• “speed of the solution – you know in today’s environment everyone wants to see the value immediately, and the PROS team committed to a faster implementation than the other vendors”
• “total cost of ownership was another key driving factor”

 

Results to date:

“$5-6M in incremental revenue and margin in months… within 30 days we generated one-third of the cost of the software itself… and there is a lot more value to be generated down the road”

 

Recommending PROS to other parts manufacturing industry leaders and leaders in other manufacturing and distribution sectors:

“When I view the auto manufacturer and the service parts issues and I talk to other practitioners from other industries, I don’t see this being a unique situation for the services parts industry, you have the same issues across other industries”