Regional and global key accounts represent a challenge for many international pricing people, as these key accounts more and more often compare prices, discounts, rebates and triple net prices across the different countries they buy products in. If a supplier has subsidiaries in Germany, China, Brazil and USA, the likelihood is that they will be charging differently for what is essentially the same or similar product. International buying teams are building structures and systems to increasingly discover such discrepancies and will exploit differences to their advantage. Pure price harmonisation is also usually not the solution as it will cost profits in price concessions as well as impact prices locally.
In this webinar we will look at the different challenges when pricing to regional and global key accounts, and suggest approaches and techniques for how to optimise that pricing and discounting.
The webinar will now take place on Thursday 24th January 2013 at 1500 Greenwich Mean Time / 1600 Central European Time / 1000 Eastern Standard Time. The session will last approximately 45 minutes with the opportunity for participants to ask questions.
Should you wish to participate, please email@example.com for access details.
For many businesses, December means the end of their Financial Year and a time when sales teams tally up their accounts and reflect on their successes and failures. As a result, sales teams will frequently try to boost their numbers by pushing sales through in November/December and we see a much greater than average number of off-invoice discounts being given to customers who agree to place orders before the end-of-year deadline. In particular where sales teams are rewarded based on volumes and not profits, this practise can be an effective one for sales teams to hit the sales targets that trigger their bonuses, but detrimental to the business counting costs of these sales.
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