16 - 18 April 2018
London, United Kingdom

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Articles

European Pricing Handbook Part 01

Whilst businesses can benefit greatly from an effective pricing strategy, in practice, few actually manage to make long-term meaningful improvements. Many would rather cut costs rather than increase their prices, fearing that any change could turn away customers. To help, in part 1 of this eBook we have compiled thought provoking case studies from well known B2C companies, to give you a sample of some of the most effective pricing strategies currently in use.

How to Design an Effective Regional Pricing Strategy

Industry leaders continue to push the envelope about pricing capabilities and strategies—yet, the science remains inexact. Even in the face of innovations in automation and analytics, pricing experts often struggle to identify and implement the appropriate procedures on a circumstantial level.

A few select industries spearheaded the development of value-based pricing as a regional strategy, most notably in the medical device industry. Over time, this strategy proved effective in reflecting local consumers’ willingness to pay.

This article provides an analysis of the benefits and trends in regional pricing, and the factors that need to be considered in order for this strategy to be executed effectively.

Adopting Best Practices in Geo-Regional Pricing

Regional pricing can be an organic, spontaneous process of discovery - and the underlying signal mechanism is regional data. It is an extremely effective (and cost-effective) use of the divisions of dispersed knowledge among the company workforce. It is the quality of the resultant data which determines the future efficacy of otherwise abstract or loosely related information.

Experienced regional merchants and managers should review strategic decisions with regards to price, product selection, promotion and competitive intensity. It is important not to rely too heavily on any one manager in a region, given the potential for cognitive biases or personal agendas.

Exclusive Content

Report on Adopting Best Practices in Geo-Regional Pricing

Expand your knowledge within this area with this exclusive free report written by Finance IQ on the topic of: "Adopting Best Practices in Geo-Regional Pricing".

The report covers the following:

  • Why is regional data so important
  • Collect and transfer relevant data from regional salesforce to pricing experts
  • Value-based pricing: Best practices
  • Who are the leaders in Geo-Regional pricing
  • Charge what your customers are willing to pay

Download the full report for free here

Presentation on the do's and don'ts for implementing a successful pricing organisation

Expand your knowledge within this area, with this exclusive free presentation by Jessica Fradier, Head of Pricing at ZF on the topic of: "Do's and don'ts for implementing a Successful Pricing Organisation".

The presentation includes how companies can recognize the positive impact to be gained through pricing improvements on profitability, brand image, marketing and distribution effectiveness, as well as customer relationships management.

Also included are:

  • Common mistakes when setting a pricing infrastructure
  • Best practices to adopt


Download the full presentation for free here:

eBook on Pricing Strategies in the Modern Marketplace

There are only three ways to increase profits – sell more, cut costs or raise prices! The first two are difficult whilst the third one is, in of itself, easy. The real challenge is ensuring that you introduce your price increase in a way that balances the perceived value of your product or service with the amount that customers are willing the pay for it. But even if you manage this, how do you stop sales representatives lowering their prices out of fear that price increases will drive customers away?

Learn more about this topic area, with this exclusive eBook written by Finance IQ: “Pricing Strategy eBook 2018”. 

The eBook covers the following:

• Benchmark against your competitors and drive revenue through innovative strategies, data, and pricing automation

• Amazon’s dynamic pricing strategy

• Mcdonald’s counter-intuitive stairway pricing strategy

• The psychology behind Apple’s prestige pricing

• How does American Airlines leverage dynamic pricing

• The foundations of an effective pricing strategy

• Dispelling pricing myths

• Understanding pricing analytics

• Prince elasticity analysis

Download the full eBook for free here

Report on Is Value Based Pricing Really Worth It?

Value-based pricing has returned to the fore. Some pricing specialists, like Patrick Campbell, co-founder and CEO of Price Intelligently, deem value-based pricing to be in fact superior to what he calls “sub-par pricing strategies,” such as cost-plus pricing. 

But to what extent does value-based pricing work as an affective profit lever? Is it really worth the effort?

Learn more on this topic area, with this exclusive report written by Finance IQ: "Pricing it Just Right".

The report covers the following:

  • Modern Technology and Price Comparativeness
  • Is It A Workable Profit Lever or Not?
  • What of Price Commoditization?
  • Why Value-Based Pricing Remains the Favourite

Download the report for free here

Behavioral Pricing - How to Measure Value Perception

Willingness-to-pay is not a conscious concept: How to measure value perception directly from the buyer's mind

By Kai-Markus Mueller, The Neuromarketing Labs and Loon Lee, Philips Healthcare

Willingness to pay is not a conscious concept

Given that any behaviour is based on processes in the brain, the next logical step from behavioural pricing is bringing neuroscience into the field of pricing.

But how does the brain react to price bundles and what that means for sales and profitability? How to raise profitability with neuroscience-based insights and research-approaches?

Learn more about this approach to pricing, from this exclusive article from Kai-Markus Mueller, The Neuromarketing Labs and Loon Lee, Philips Healthcare.

Download the article here.

Philips Medical Systems Presentation on Beating Competitive Pricing Pressure

Expand your knowledge within this area, with this exclusive free presentation by Loon Lee, Senior Pricing Manager at Philips Medical Systems on the topic of: "Beating competitive pricing pressure".

The presentation included the following:

  • How competitive portfolio analysis works at Philips
  • Getting buy in from the various departments: Communicating the impact of the project
  • How to use competitive intelligence to train the salesforce to optimise on price
  • The challenges in the process and directly attributed success measures

Download the full presentation for free here

Reports & Studies

Pricing Strategy - Handbook Part I

Whilst businesses can benefit greatly from an effective pricing strategy, in practice, few actually manage to make long-term meaningful improvements. Many would rather cut costs rather than increase their prices, fearing that any change could turn away customers. To help, in part 1 of this eBook we have compiled thought provoking case studies from well known B2C companies, to give you a sample of some of the most effective pricing strategies currently in use.

Pricing Strategy - Handbook Part 2

There are only three ways to increase profits – sell more, cut costs or raise prices! The first two are difficult whilst the third one is, in of itself, easy. The real challenge is ensuring that you introduce your price increase in a way that balances the perceived value of your product or service with the amount that customers are willing the pay for it. But even if you manage this, how do you stop sales representatives lowering their prices out of fear that price increases will drive customers away?

Read more about this topic in the second pricing strategy handbook prepared exclusively by IQPC.

Identifying when value pricing is the right strategy

Rafael Farres of Agfa presents a step-by-step process for identifying the right pricing strategy and implementing it correctly for businesses looking to adopt Value Pricing models for their product or service. The model is explained in general terms for universal applicability, but Farres notes in which ways these strategies would differ in B2B/B2C.

Download the presentation to find out if value pricing is the right strategy for your organization, and what considerations you have to take in order to be applied effectively:

Interviews

Expert Interview on IoT and Pricing

Expand your knowledge within this area, with this exclusive free interview by Ernst Jan Bouter, Pricing Director at Sandvik Mining & Rock Technology in Sweden.

In this interview he discusses:

  • Why is IoT disrupting many industries
  • How does IoT affect the way pricing is being done
  • Typical pitfalls to avoid for IoT solution for your business and particularly in relation to pricing

Download the full interview for free here

Interview with Rahil M. Ansari, Head of Pricing at Audi Genuine Parts

Rahil M. Ansari, Head of Pricing at Audi Genuine Parts shares his experience on the most innovating pricing model and current challenges around the pricing environment.


Prof. Kieckebusch from MEDRONIC in an interview

Prof. Miguel Serrano Kieckebusch, Senior Director Global Pricing Strategy at MEDTRONIC gives answers about the following topics:

  • What has worked in the value-based pricing?
  • Insights into the marketing mix and the trade-off between product quality and price
  • Insights into the competition
  • The internal collaboration within MEDTRONIC

Additional Event Information

Download the Registration Form

Download this registration form as a quick way to register! Alternatively, you can email me at dennis.schurich@iqpc.de