009. Max Out Margins with Strategic Pricing
Instructor: Steve Deist
Level of Complexity: Advanced
4:10– 5:00 p.m.
Better pricing is one of the fastest ways to put more money on the bottom line. But…pricing changes can be complex and risky. This course outlines the steps to build a world-class pricing program that will grow profit while managing short- and long-term risks. We start with strategies and tactics for aligning your pricing with the market and your company goals. We review different approaches and concepts, including commodity Leadership & Professional Development, value-based vs. cost-based pricing, and functional discounting. A properly designed pricing strategy must be based on customer segments, so this course provides a framework for effective segmentation. The course includes individual exercises and a workbook to help students relate each topic to their own situation as we go. The workbook also contains supplemental material for ongoing self-study.
Senthil Gunasekaran, Pradip Krishnadevarajan, F. Barry Lawrence, Ph.D.
Sales and Marketing Optimization: Developing Competitive Value Propositions in Distribution is a first-of-its-kind, best practices study that focuses on aligning customer needs, sales force priorities, and wholesaler-distributor objectives to maximize value creation.