In this article, the authors examine a recently introduced and highly innovative healthcare product and address significant questions about its pricing potential. Although this article is specific to current events in the healthcare industry, it provides valuable insight for pricers who are pricing innovations or new products in multiple market sectors.
In this article, the author presents strategies for quantifying intangible customer value and presents a practical example of a so-called intangible value driver. The hope is that any pricer reading this can adapt the strategies and example to their own business and use them for better strategic decision making, messaging or more productive customer discussions.
The wisdom of crowds, machine learning, and cloud computing are all trending topics in today’s business world. But how do these trends and advancements affect the profession of pricing?
When it comes to retail pricing structure, there are a lot of variables to take into consideration. In this article, the author discusses one retail pricing structure that helps to gain back control over prices and manage pricing effectively. This retail industry specific example contains pricing structure analysis that can benefit pricers in multiple industries.
When sales teams aren’t up-to-date on the value of your products, value-based selling methods, or the latest negotiation tactics, a vacuum is created that is filled with “training” messages from the folks they likely spend much of their time with: customer purchasing departments. In this article, the author explains why it is crucial for pricers to refocus sales teams with training and information that supports the value you bring to your customers.
One of the challenges pricers face on a daily basis is maintaining value pricing strategies in the face of sales teams dealing with customers looking to reduce costs. However, as the cases presented in this article demonstrate, sourcing and procurement teams and pricing and sales representatives don’t have to be enemies. In fact, they actually share the common goal of creating value as economically as possible.
Pricing transformations are a big topic in the business world, but many companies do not understand how to bring such a transformation into fruition. In this article, the author explores the key cultural and organizational changes required to implement meaningful pricing change.
In this article, the author presents three essential qualities to improve pricing teamwork and ultimately profits. Each recommendation centers on building a strong understanding of pricing objectives well before beginning price conversations with customers.
Pricing innovation can be a highly complex decision and one of the more challenging tasks marketers face. This is especially true in the MedTech industry, as the author explains. Although focusing on the MedTech industry, this article provides pricing advice that can be valuable to pricers in multiple markets.
Brad Soper (Brad.Soper@simon-kucher.com) is a Partner at Simon-Kucher & Partners and leads the US B2B practice. He has more than 10 years of consulting experience and is an expert in pricing strategy, sales effectiveness and pricing improvement transformation programs. Hendrik von der Brelie (Hendrik.Brelie@simon-kucher.com) is a Director at Simon-Kucher & Partner and co-leads the Building Materials vertical. He has more than 7 years of consulting experience in B2B and is an expert in price setting and price implementation programs. Dave Clement (Dave.Clement@simon-kucher.com) is a Director at Simon-Kucher and Partners and co-leads the Building Material vertical. He has more than 6 years of consulting experience in B2B and is an expert in pricing governance, customer segmentation & go-to-market strategy programs.