In this article, the author explains why he recommends Exchange Value to Customer calculations according to economic factors, rather than weighted average benefits, when pricing in industrial markets. This industrial markets specific example provides valuable pricing questions and insights that can be utilized by pricers in multiple industries.
What do executives get wrong about pricing? They treat it as a noun not as a verb. Treating price as a verb drives executives to define the culture, organizational structure, and process for making pricing decisions. Leading firms do this. Failing firms don’t, as the author explains.
In this article, the author explores the true meaning behind “end-to-end” pricing: what the term actually means, what tactics and strategies it includes, and what steps are necessary to establish a true “end-to-end” pricing process within your organization. This tenstep program also helps pricers communicate to non-pricers the importance and effectiveness of “end-to-end” pricing techniques, and the value that pricers create through pricing strategy development.
In this article, the author explores how the introduction of 3D printing technology and production into the industrial B2B space will possibly affect pricing and business models for industrial and distribution companies. He also explains how some companies are already making proactive changes to manage this market shift.