PricingBrew

Subscriber-Only Case Study

Already a subscriber? Login

Subscribe and get immediate access to this case study, full access to our research library, and much more...

How to Crater a Market with Cost-Plus Pricing

Learn How One Company's Lack of Strategic Pricing Capability Reduced the Value of an Entire Market by Over $1 Billion

Is cost-plus really just a weak approach where stronger approaches are available? Or can it be much more insidious and destructive than that? For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, you will learn:

  • Why product and manufacturing innovations so often fail to improve financial performance and competitive position.
  • How simplistic cost-based pricing approaches can spark pricing wars, destroy market value, and incite competitors.
  • How absurd pricing decisions can be rationalized as "sound pricing strategy" in the interest of gaining market share.
  • How one company reduced the value of an entire market by over $1 billion...and gained nothing for their efforts.

This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Three Core Pricing Skills That No One Talks About

    For many B2B companies, increasing knowledge around pricing is a priority. But this education regularly ignores skills that are critically important. In this guide, learn about three areas that are often overlooked.

    View This Guide
  • Getting Sales To Sell the Value

    Your offerings deliver greater value. But at the slightest pushback from a buyer, your salespeople give in and start discounting that value away. In this webinar, we explore how to change this dynamic for good.

    View This Webinar
  • Managing Mix to Improve Pricing

    Product and customer mix have an incredible amount of influence over every aspect of your performance. In this on-demand webinar, learn how to get proactive about "rigging" your mix to your advantage.

    View This Webinar
  • Breaking Out of Your Pricing "Box"

    Effective pricing in B2B often requires coordination between marketing, sales, product management, and even accounting. This on-demand training session exposes how to influence the other departments that can make or break your pricing efforts.

    View This Webinar