Summary Today’s distributors face ever-present challenges, marked by an extremely competitive market place. This text discusses their pricing challenges, and provides a view into industry best practices to overcome the obstacles. Introduction Legendary dynasties like Germany’s Fugger family built their fortunes in trade. They organised themselves in guilds like the “Hanse” of Northern Germany, whose…
The concept of variant, or component, pricing is familiar to a lot of manufacturers these days, thanks to Dell. That’s because Dell introduced the concept of variant pricing through its model for customizing the purchase of a personal computer.
In one of our latest implementations, we had a scenario where we were getting lower than expected sales adoption of the optimized price guidance in one division of our large distribution customer. Initially when we were trying to determine potential causes, all seemed OK – this division had followed the same change management plan, same training…
Houston, Texas – August 13, 2009 — PROS (NYSE: PRO), the world leader in B2B pricing and revenue optimization science and software, today announced that it has received a “Positive” rating in Gartner’s 2009 MarketScope for Price Optimization and Management Software for B2B. PROS has the largest full-time staff and greatest total annual revenue in the…
Initial results are back from our implementation of PROS Scientific Segmentation and Pricing Guidance at a major health products distributor. PROS prices were rolled out in the field in mid-April and the entire sales force adopted PROS prices since the last rep went online about two weeks ago. Results so far: 130+ basis point improvement…
Nicolene Barnard says:
100% agree. Marco Bertini, Professor at London Business School will...
Marcel van Harrewijen says:
Totally agree! There are a lot of product managers who mistakenly...
Steve Sassi says:
Strongly agree! You cannot avoid the commodity trap unless you understand,...
Reno Koepp says:
A great article with many interesting examples of alternative and innovative...
What customers are looking for | kundennutzen says:
[...] often complain because their price is too high. But, according...
