Improve Your Ability to Set Prices

Effective pricing demands that you understand how customers view your price for performance and how that compares with the pricing of your competition.

• Customers’ insistence on greater price discounts
  Audio Tip: Pricing and Discounts
• Successful low-end competitors
  Audio Tip: Pricing and Low-end Competition
• Third place relationships with the industry’s largest customers
  Audio Tip: Pricing and Tertiary Roles
• New entrants to the market
  Audio Tip: Pricing and New Entrants
• “Last Look” spreading rapidly in the market
  Audio Tip: Pricing and Last Look
• Falling price environment for the industry
  Audio Tip: Pricing and Falling Prices
• Withdrawal of industry capacity
  Audio Tip: Pricing and Industry Capacity

• Find opportunities to improve revenues with better pricing
  • Future prices and margins: Where are prices heading?
  • Pricing guidelines: How can you price strategically?
  • Near-term opportunities: Can better pricing improve your margins?
  • Competitive responses: Will competitors respond to your price leadership?

• Audio Tip: Finding Opportunities to Change Price

• Use components of price to change pricing
  • Alternative pricing levels: Can you get better control of price discounts?
  • Five most important components of price: Can you use more components for better pricing?

• Audio Tip: Using the Components of Price to Change the Level Where Price Applies

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