Using a Cost-Plus Mindset to Your Advantage
How One Company Improved Profitability Without Changing Their Team's Cost-Plus Pricing Behaviors
In a B2B sales environment, an entrenched cost-plus mindset can be a huge obstacle to improved pricing performance. Modifying this mindset often involves implementing new rules, training programs, governance structures, and even making personnel changes. But what if your back is against the wall and the "right way" isn't an option? In this case study, you'll learn:
- Why it sometimes makes sense to make your sales team think nothing's changing to get them to improve.
- How desperate times can sometimes justify effective solutions--even when they're a bit creative and sneaky.
- Things to consider when the seemingly logical courses of action just aren't available to you.
- How simple algebra managed to deliver results so good that they surprised both the CEO and CFO.
This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Methods of Measuring Value and Pricing Performance
Ever had a request for more resources or investment met with "what have you done for me lately?" In this Expert Interview, Erin Cihak and Peter Bloechle discuss multiple approaches for credibly demonstrating value and contribution.
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Developing Better Relationships with the Sales Team
Sales and pricing will rarely see eye to eye. Greg Preuer, Director of Pricing at Cooper Lighting, shares his experiences on how he's been able to work more effectively with the sales team.
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Rethinking the "Pricing Journey"
The “crawl, walk, run” approach used to be the standard for developing pricing capabilities in B2B. But that was 5-7 years ago, and a lot has changed since then. Read this provocative report to learn why you must rethink the pricing journey.
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Managing Your "Minimum Advertised Price"
Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.
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Pricing Configured Products
Strategies to Optimize Prices For Configurable and Custom Products
