Archives tagged: commercial policy
When executives direct their focus on pricing, they need analytical tools that enable them to quickly get a lay of the land…
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What organizational factors make for pricing excellence in a company? Moorman and Day discussed the academic research on the development of excellence…
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For this month’s article, I offer an overview of a log-linear regression that I conducted for a client recently. While I find…
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Executive dashboards are valuable coordination tools. They help pricing teams communicate facts and identify areas deserving executive attention. This is demonstrably clear.…
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Since rebates are accrued and paid to customers later, one could state that all rebates are “retroactive” in that they impact the effective pocket price captured after the invoice is issued, and generally are issued after the invoice is paid. But that is too broad of a definition of “retroactive rebates.”
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What can a CPG control and what must be taken as a “given” from the market? Which price should a CPG use as its benchmark for comparing different channels and retailers? Which price points should a CPG attempt to manage?
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In this missive, I examine how companies selling to end customers through distributors and retailers can design their commercial policy.
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Learning from companies in other countries, we find common imperatives to undertake in response to price volatility. These imperatives are related to building the organizational ability to flexibly adjust prices in response to changing market environment.
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With new competitors Norwegian Air Shuttle and JetBlue Airways entering the market, and the addition of smaller 200-seat planes, capacity on transatlantic flights has grown by more than 20% since 2013. That is comparable to a 4% capacity increase year for the past five years. Did demand increase at this rate as well? Expect pricing pressure to increase as new entrants attempt to muscle their way in.
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What is not stated is “pricing transformation is a software implementation.” Pricing transformations do not require software. Changing routines, the way people work, and the goals of their effort may benefit from software and software may support the cultural change, but new software is not fundamentally required.
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