Tag: B2B

Are You Being Intelligent About Your Pricing? | Industrial Distribution

Are You Being Intelligent About Your Pricing? | Industrial Distribution

In today’s age of e-commerce, consumer-like buying behavior is increasingly seeping into B2B procurement. Buyers are constantly vetting their options – making sure they are getting the best price, at the best time, on the best products. It’s a reality that makes it important for distributors not only to know what their competitors are carrying, […]

When Cost-Plus Pricing Is a Good Idea | Harvard Business Review

When Cost-Plus Pricing Is a Good Idea | Harvard Business Review

The Strategic and Tactical Benefits of Cost-Plus Pricing Despite these limitations, there are sometimes strategic and tactical reasons to use cost-plus pricing. When implemented with forethought and prudence, cost-plus pricing can lead to powerful differentiation, greater customer trust, reduced risk of price wars, and steady, predictable profits for the company. No pricing method is easier to communicate […]

Pricing Perogative: Most Companies Call Pricing a High Priority, But 85 Percent Say They Have Significant Room for Improvement | Bain & Company

Pricing Perogative: Most Companies Call Pricing a High Priority, But 85 Percent Say They Have Significant Room for Improvement | Bain & Company

Bain & Company conducted a global survey of sales leaders, vice presidents of pricing, CEOs, CMOs and other executives at over 1,700 companies, collecting their self-rating of 42 pricing capabilities and outcomes to understand which pricing capabilities matter most. The analysis showed that top performers are more likely to exceed their peers primarily in three […]

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes | Harvard Business Review

A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes | Harvard Business Review

Pricing to the Average Is Always Wrong One-size-fits-all pricing actually fits no one. Yet it is not unusual for sales executives to admit that their ability to tailor prices at the customer and transaction level is rudimentary, or that they are not even aware of how much margin they make on deals. By contrast, more-advanced […]

Is Pricing Killing Your Profits? | Bain & Company

Is Pricing Killing Your Profits? | Bain & Company

Poor pricing practices are insidious—they damage a company’s economics but can go unnoticed for years. For example, a major industrial goods manufacturer struggled with low profit margins, relative both to competitors and its own historical performance. It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was […]

Moving your B2B sales model online? Here’s what you need to consider | ITProPortal

Moving your B2B sales model online? Here’s what you need to consider | ITProPortal

How important is your website in your sales process? If your organisation uses highly customised pricing or you are bound by agreements with distributors, you may use your website as a catalogue of rich product content but don’t allow buyers to purchase goods online. These sites work best as search-engine friendly catalogues used to generate […]

How Revenue Recognition Impacts Pricing Strategies | CFO

How Revenue Recognition Impacts Pricing Strategies | CFO

In today’s customer-centric subscription economy, pricing and packaging can provide a winning edge. Companies using the subscription business model are using this key customer-touching aspect to differentiate their offerings. The more successful ones tend to offer plenty of flexible pricing and payment options. These companies think of pricing and packaging in the same way that […]

Business-to-Business (B2B) Pricing Strategy Research – Part 1 | Business2Community

Business-to-Business (B2B) Pricing Strategy Research – Part 1 | Business2Community

When developing the optimum pricing strategy in business-to-business (B2B) markets, it’s essential to have insights into how the market is likely to react when a product or service is sold at different price points. That’s where market research comes in. It informs pricing strategy by revealing likely levels of demand, revenue and profitability under different […]

Pricer’s Points: Dos and Don’ts in B2B Pricing | Stephane Bratu

Pricer’s Points: Dos and Don’ts in B2B Pricing | Stephane Bratu

1. Work on coordinating pricing strategy with product management: Product rationalization is important and it is often the case that a distributor has too many vendors for the same type products (instead of having 3 vendors: good/better/best they might have 5 vendors). As we have seen many times, the distributor’s pricing effectiveness weakens because the purchasing […]

Why You Shouldn’t Treat B2C Like B2B In Your Marketing (and How to Fix It) | The Huffington Post

Why You Shouldn’t Treat B2C Like B2B In Your Marketing (and How to Fix It) | The Huffington Post

If you’re a product-based business, chances are you cater to two sets of clients: B2C (retail) and B2B (wholesale). And while you most likely realize these are two totally different types of customers for your business, have you ever considered how you market to each of them? It might feel like i’m ridiculous for even […]