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In most companies, pricing is thrashed out by the Purchasing, Marketing and Sales departments, and with an eye to competitors’ prices – or it can just be down to gut feeling. The customer is ignored: a fatal error, because that means cash is slipping through your fingers.
Pricing Strategy
You don’t have a pricing strategy?
You are not alone!
Member of the Executive Board
Vocatus AG
Discounts undeniably boost sales in the shorter term. The consequences of discounts for the future price acceptance of customers are often overlooked. Discounts can make sense if they’re offered for the right reasons and are aimed at specific customer types, but any discount must form part of a comprehensive pricing strategy – otherwise you’ll rapidly end up in an unnecessary price war.
What your customers perceive as “too expensive” or “too cheap” very much depends on your price communication. We support you in framing your products (GRIPS typology), and show you how an improved communication strategy can help you to enforce the prices that are optimal for your company.
Do you want to make your company more profitable?
Optimizing your pricing strategy is by far the most significant lever at your disposal.
30% fewer cancellations due to improved price adjustment letters with an electricity provider
29% fewer discounts in the call center for renewal offers of a magazine publisher
6% lower prices in purchasing negotiations for a volume of 1 billion euros per year
“Prices are based on production costs.”
“The customer knows the price and wants as much as possible for his money.”
“Discounts boost business.”
Or maybe not?
We clear up the biggest mistakes and myths in pricing.
So you’ll stop giving away margin.
Head of Sales
Posta Biztosító Ungarn
Elisabeth Varn
Management
Burda
“Various workshops, as well as coaching and e-learning sessions, enabled us to optimally align our offer and pricing with the customers’ decision-making motives. ”
Thomas Beck
Managing Director
Würth Elektronik GmbH & Co. KG
„With a clear understanding of what truly drives purchase decisions, their recommendations were concise, actionable and well accepted throughout the organization.”
Dirk Reznik
CEO
Thermomix
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