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Pricing Resources

In: Practical Pricing

Author

Listed:
  • Michael Calogridis

Abstract

The foundation of any effective pricing is data, and the ability to access this data is key and one of the most important tasks in developing a successful pricing strategy. What kinds of data are we talking about? Ideally you would want to have each customer-purchase transaction for a period of two full calendar or fiscal years. This will give you a picture of what the sales of the company’s products look like. You would want to have each customer transaction to a level of detail that shows what the list price (or price without any type of discounting), the level or types of discounts given on the transaction (volume discount, rebates, promotions, coupons, etc.), and how much the products cost to produce. This will take you from a list price to a net margin, that is, you can see where the price “started” and exactly how much you received in revenue when the product was actually sold to the customer along with the profitability on that transaction. This is also commonly referred to as a price waterfall, since it shows a cascading effect of offering incentives or discounts to customers to purchase a product.

Suggested Citation

  • Michael Calogridis, 2010. "Pricing Resources," Palgrave Macmillan Books, in: Practical Pricing, chapter 0, pages 41-45, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-10234-7_4
    DOI: 10.1057/9780230102347_4
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