Local and Global Pricing Insights

International Pricing: Understanding Differences

Posted by Stratinis on 30-Jan-2018 07:06:29

Our friends over at PriceBeam recently posted this article about how to improve international product launches through pricing:

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Topics: global key accounts, revenue control, international pricing

Revenue Control: Implement Control but Maintain Flexibility for the Sales Team.

Posted by Stratinis on 29-Jan-2018 13:26:33

Revenue Growth and Revenue Control go hand-in hand. In organizations with many customers, products, price points, discount types or rebates, it is key to keep the net revenue under control. Net revenue being defined as Quantity * (Gross Price minus all discounts minus all off-invoice rebates minus all other monies flowing to the customer). If the company manages gross prices / list prices, but let's sales teams discount arbitrarily, then net revenue tends to tumble as discounts grow. 

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Topics: Price Optimization, revenue control, floor prices, revenue management software, sales, deal management

8 Ways to Improve the Success of Price Increases

Posted by Finn Helmo Hansen on 05-Dec-2017 11:05:00

This is the time of year when many companies are planning or executing price increases for the new year. Some are successful and reap considerable improvements in profitability. Others have difficulty in making the price increase stick. And others simply fail to implement a price increase.

Over many years working in the pricing industry, I have seen a number of things that successful companies do when it comes to implementing the price increases. Here are some of those insights.

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Topics: Pricing, price research, revenue control, revenue management software, price increases

Building a Pricing Simulator for Sales People

Posted by Stratinis on 06-Jul-2017 19:13:27

Pricing Simulation for sales people can be highly useful in many situations. It can help assess price increases, or simulate different profitability outcomes when applying different assumptions. It can also be useful when e.g. merging companies to see what different scenarios play out well for the merged company versus the customer. 

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Topics: Pricing, Stratinis, revenue control, deal management

Revenue Control: Continuous, Incremental Profit Improvements

Posted by Stratinis on 21-Jun-2017 12:46:18

Controlling revenue in B2B, as well as B2C, means being on top of what prices and discounts are offered to each customer. 

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Topics: Pricing, Stratinis, revenue control, floor prices

Should Sales People Know the Floor Prices?

Posted by Stratinis on 14-Jun-2017 14:25:20

Pricing in B2B sometimes including setting a Floor Price, i.e. a pocket price that sales people are not allowed to go below for a given customer, at least not without prior approval. They are usually internal numbers not shared with customers, for the obvious reason that any buyer worth his salt will immediately push for that price if he knew how low the sales executive is allowed to go. But what about what the sales person him or herself? Two main school of thoughts exist:

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Topics: Pricing, revenue control, international pricing

Floor Prices in B2B

Posted by Stratinis on 13-Jun-2017 13:13:21

In business relations it is very much the norm that a variety of discounts or rebates are given to customers, which leads to that many customers have different pocket prices, or net net prices, after all those discounts. This is in itself a good thing, as it means that suppliers can differentiate discounting and final price paid, based on customer value and performance. 

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Topics: Pricing, revenue control, floor prices

Revenue Control: Sales-Friendly Approval

Posted by Stratinis on 08-Jun-2017 12:04:50

This is an article in a series about Revenue Control. Check out the main article on Revenue Control here.

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Topics: Pricing, revenue control

Price Waterfalls: a Revenue Control Perspective

Posted by Stratinis on 05-Jun-2017 06:00:00

This is an article in a series about Revenue Control. Check out the main article on Revenue Control here.

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Topics: Pricing, revenue control, price waterfall

Revenue Control: Improve Profits in Complex Businesses

Posted by Stratinis on 02-Jun-2017 09:40:08

This is the first article in a series about Revenue Control.

Revenue in B2B is defined as Quantity multiplied by (Price minus on-invoice discounts minus off-invoice rebates). Historically, Revenue Management has been associated with industries such as airlines and hotels, but in reality all B2B companies can benefit tremendously from revenue management and optimization. Especially those companies who have complex businesses with many products, discount types or considerable off-invoice amounts granted to customers.

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Topics: Price Optimization, revenue control