Bringing Discipline in Pricing
- Topics:
- Price Optimization
- Source:
- McKinsey & Company
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Overview: Different local market environments create quite different opportunities for pricing. One must understand these environments to set prices optimally. Sales branches forced to discount heavily are making little or no profit, but those who can sell near or above list price are doing quite well. By grouping sales branches together in a meaningful way, a company takes the first step toward developing the ability to price its goods and services optimally. It can then plot the historical pricing transactions of sales branches in similar competitive environments, develop a way to reduce the variations between high and low pricing performers within each of them, and launch the new organization-wide pricing discipline.
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Format: HTML | Date: Jan 2000 | Pages: 1
