published price strategy


QUESTIONS TO ASK

    How do we develop a global strategy that optimizes pricing and avoids inconsistencies across regions and countries?
  • Segments, positioning, fees, policies, etc.
    How do we set published/list price and fees relative to the competition to encourage optimal traffic?
    What are the risks and opportunities posed by any price change?
    What is the price elasticity?
    How wide is your pricing band? We'll help you answer this question to:
  • Avoid irrational pricing
  • Maintain customer good will
  • Reinstate price discipline


    How do we go about:

    Segmenting your customer base?

    • We'll help you design a pricing strategy that maximizes revenue by targeting various market segments
    • It's critical to find customers who highly value your products or services
    • Segmentation allows you to:
      • - Develop new products to meet the needs of the segments
      • - Set up distribution networks to reach these unique segments
      • - Effectively price the segments
      • - Spend your marketing dollars wisely


    MARKET SEGMENTATION TACTICS
    • Buyer value identification
      • - International students, ethnic markets, interline discounts, infrequent shippers
    • Product design
      • - Flexible versus inflexible scheduling/pricing, time/day definite, service quality
    • Product bundling
      • - International/domestic, logistics/ transportation, air/hotel
    • Time of purchase
      • - Season, day of week, ad hoc customers, time/date
    • Purchase quantity
      • - Volume discounts, order discounts
    • Purchase location (point of sale)
      • - Business parks, rural areas, Miami to Latin America pricing

    Pricing New Products or Services?

      Pricing can be an effective tool to communicate positioning (i.e., Low Price, Follower or Premium)


      WE CAN HELP YOU ...
    • Make a statement when pricing new products and services
    • Align price with overall marketing and positioning strategy, understand cost position, and optimize revenue and profit impact
    • Avoid mistakes due to poor initial pricing, which can be difficult to fix
    • Gather solid customer and market information to prevent guesswork about price level and structure
    • Develop a published price that is easy to communicate to internal and external users
    • Resolve a host of published/list price related issues
      • - The role of pricing as a promotional element
      • - Pricing that maximizes profitability and business control
      • - The ability to invoice, discount, track and measure

    Proactive Pricing?

    • We'll work with you to develop a tailored pricing process that allows you to proactively review and adjust
    • Take advantage of emerging opportunities and enjoy better control of your business by being the proactive market driver of price change

    Responding to Competitors Price Action?

    • We'll help your company prepare for a price reduction by a competitor or new entrant into the market place
    • We'll provide you with tools and processes needed to respond to a competitor's actions