We support our clients in achieving their growth and profitability targets. By improving the pricing performance we support the generation of sustainable margins for products and services.
Our main focus is to support the Sales, Marketing and the Procurement-side of a business. Our clients appreciate the dual experience we have in pricing for the selling but also the buying side.
We offer services in the following four areas:
1. Pricing
Price increases
Price management in an economic downturn
Price management when inflation is > 3%
Pricing excellence programs
Pricing strategies and tools
Fact-based price increase argumentation
Pricing clinic workshops for key accounts
“Ghost-Negotiation”
Trainings on price justification, negotiation, price defense
Pricing culture and capability building
Pricing excellence-benchmarking with pricing experts
Pricing tools such as price & allowance simulator, pricing cockpit for KAMs
Optimization of price and allowance schemes
Price controlling
2. Sales Management
Systematic sales management, sales excellence
Key Account Management OEM
Key Account Management Distribution
Customer Contribution Margin (”Pocket-Margin”)
Market and customer segmentation
Customer classification and prioritzation of sales ressources
Distribution partnering programs
Distributor assessment (scoring) and business planning
3. Marketing und Product Management
Price structure analysis
Value-driver analysis
Value pricing
Value calculator tools to quantify customer value
Total job cost / Total cost of ownership models
Initial pricing guideline (price setting for new products)
Pricing of break-through innovations
Innovative pricing models such as cost-per-unit
Pricing for technical services
Customer surveys
4. Strategic Sourcing
Strategic sourcing tools to reduce buying costs
Effective supplier and material classifications
Value driver analysis in procurement
Reduction of cash net working capital (CNWC)
Cost structure analysis for A-parts
Achieving of cost and price reductios with key suppliers
Negotiation training and coaching for buyers
Market price benchmarking – databases
Defense of unjustified price increases
Price negotiation with monopolists and brand leaders
