Much has been written recently about value pricing with some authors implying that understanding your product’s value is the most important and perhaps only requirement for superior profitability. While every company should understand product value, understanding cost, competition, and capacity utilization are far more important for most organizations. Left unchecked to “value price” products, incentive programs usually motivate sales personnel to set price at the lowest allowable number. Finance can influence profit in a big way by getting involved in pricing. This session will show you how.
Develop strategy. Understand value from the customer’s perspective. Understand your competitor’s value proposition. Manage capacity. Understand real cost.
Everyone involved in the pricing process as well as financial professionals who may not yet be involved in pricing.
Understand the finance department’s role in product pricing.
John L. Daly is a Chelsea, Michigan based management consultant specializing in costing, pricing strategy and pricing model development. He has taught continuing professional education courses since 1995. Earlier in his career, John was Chief Financial Officer for a Tier 1 automotive parts supplier. He also has been CFO for a large restaurant chain and COO for a window treatments manufacturer and retailing chain. He is the author of Pricing for Profitability published by Wiley & Sons.
Non-Member Price $109.00
Member Price $79.00