B2B Pricing Strategy and Margin Improvement

Overview

Pricing is the role which has the biggest impact on business profitability and yet, in many organisations, it is a decision not taken at the highest level but left as a dialogue between the marketing and finance departments, with limited senior overview.

For example, many businesses persist in pricing on a cost-plus basis, but the cost-plus price is never the profit maximising price, but, in fact, is an approach which will lead to lost income and wasted opportunities.

Hours and hours are spent on "cost management", while relatively little is spent on pricing for customer value. Perhaps this is because costs are easy to understand while pricing is perceived to be complicated.

However, approached systematically, pricing can be understood fairly easily. Pricing is about an understanding of the market and the "value" we create for our customers through our products and services. However, that "value" is not a fixed thing, but varies according to the different needs and circumstances of our customers, and the actions of our competitors.

Who Should Attend?

Aimed at owners and managers of small and medium sized enterprises who sell their goods and services to other business (business to business) and who need the essential business finance skills to help them guide their business pricing strategy. Finance managers, marketing and sales managers, owners and directors will all benefit from reviewing their current pricing strategy in the light of the straightforward tools presented during this course .

The programme is presented by a Fellow of the Chartered Institute of Management Accountants. The trainer has provided financial training to some of the world's leading companies including Boeing, Rolls Royce, Thermofisher Scientific, Parker Hannifin and many others.

Benefits To You & Your Organisation

"B2B Pricing Strategy and Margin Improvement" is a one-day course which will explain the key elements of a profitable pricing strategy. The focus of the course is the "value" that your products and services create over their competitors, and the good news is that there is no such thing as a "commodity product"!.

Topics covered include:

• The problem with Cost-Plus Pricing
• Pricing and Elasticity of Demand
• Product Families, Key Customers and Competitors
• Measuring the "Economic Value" of your Products and Services
• Measuring Customer Value
• Customer Value Exercise
• Differentiating your Products and Services
• A Strategy for Profitable Pricing
• Live Exercises: Pricing in your Business

"Pricing Strategy and Margin Improvement" is presented in-house and can be adapted and lengthened to include specific cases that the client currently faces.

 

To proceed simply email us at info@ripleytraining.co.uk or call us on 01423 861122 to agree your preferred date(s).