Pricing and Large Account Management

Tuesday, 21 February 2012
TWO SESSIONS
Europe: 3 PM – 4 PM CET (Prague)
US: 11AM – 12PM CST (Chicago)
LIVE Online Webinar

How should prices vary between customers?  Should all accounts be treated equally, or should some receive preferential treatment (read:  price segmentation)?  What should pricing professionals know about selling?  And, what should sales professionals know about pricing? 

In this Wiglaf Pricing Webinar, we will examine the relationship between selling and price management in the context of captured major accounts.

Learning Objectives

• How can the relationahip value accross Large Accounts be measured?
• How should this relationship value impact transactional pricing decisions?
• How might poor relationship and price management be destroying your top and bottom lines?

Register by contacting tsmith@wiglafpricing.com

 

Attend the Professional Pricing Society workshop at the Chicago 2012 conference.

Tim J Smith, PhD of Wiglaf Pricing will present The Story of Pricing:  A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes.

Eligible for 1 credit towards your Certified Pricing Professional designation.

Abstract

We have all heard that prices should reflect value, but how do executives put this paradigm into action?  How does the value a firm puts on the table for customers to pick-up translate into price captured through transactions?  How is value reflected in price setting, price discounting, price communication, and pricing strategy? 

In this The Story of Pricing:  A Bakers Dozen of Case Studies in Pricing Decisions and Outcomes, we will look at over  thirteen different case studies which collectively tell the story of pricing.  The case studies come from industrial and consumer markets, services and goods, durables and consumables.  They reflect the breadth of challenges that pricing professionals address and provide insights into the analytical approaches executives can use to address their opportunities. 

The format of this workshop will rely upon level setting through fact dissemination followed by instructor facilitated attendee discussions of individual cases and potential alternative decisions.   The goal of this workshop is to enable executives to address pricing challenges with a better understanding of the full complexity involved in the decision.

Who Should Attend

This workshop is designed for senior executives from sales, marketing communication, product design, pricing, and finance to better understand pricing decisions and outcomes, anticipate potential decision impediments, and communicate why the decision they are advocating is in the firm’s best interest.  

Learning Objectives

• The gravity of pricing decisions on individual executives, careers, and the firms the serve.
• Challenges firm’s face in communicating and capturing value.
• How firms can practice price restraint profitably.
  How the choice of the price structure is dependent on the structure of the market heterogeneity.
• How pricing decisions influence outcomes in standards wars.
• How firms have used an understanding of value from the customer’s perspective to drive pricing decisions

Register Here

 

Professionals Respond to Wiglaf Pricing Events

“Highly engaging and entertaining as they cover strategic issues in pricing.  Nice work also in drawing lessons from history applicable to the issues being discussed…”

John Suparman
Value Proposition
PPG Fiber Glass

“Excellent presentation. Good practical advice for managing price effectively.”

Calin Costian
Product Strategy & Pricing
HP

“Thank you for your insightful session on a different perspective to pricing. Your presentation went through a complex topic yet was easy to understand. “

Prasadkumar Dethe
Program Manager – India
HP

"Thorough and thought-provoking … almost an academic review of the latest findings in the pricing science; [yet] still they remain highly actionable and very relevant for the business life."

Roberto Bedotto
Pricing Director
Carrier HVAC

"Your presentations cover relevant and practical topics, with practical illustrations to bring your messages to life in an entertaining and engaging way."

Helen Taylor
Senior Global Pricing Manager
Sony Ericsson

"Thank you for another excellent presentation. As is typical of your style, your presentations are heavy on actionable ideas ..."

Shawn McNeil
Pricing Manager
Masco Retail Cabinet Group

“Provocative and relatively sophisticated compared to a lot of Pricing discussions.”

Wesley Woolbright
Director, Corporate Pricing
Safeway Inc.

“Not only do you learn to fish, you learn to price the fish for the maximum profit.”

John Yoo
Commercial Finance Manager
Crown Bolt, LLC

 

Pricing Strategy Book Release party photos

From Sunday, January 9, 2011, Buckingham Athletic Club,
Chicago, USA