In terms of results, raising prices is often more effective than trying to cut costs or increase sales. The question of setting the best price for a product or service therefore becomes crucial for companies.
What pricing process should be put in place? How to best respond to the different challenges of the Sales, Marketing and Finance Departments?
1/ The challenges to which pricing policy must respond are sometimes contradictory:
3/ There are many players involved in the price setting process, at a local or Group level: Marketing, Sales, Management Control, Finance and possibly Compliance for regulated markets.
4/ In the era of Big Data, the volume and type of data available for analysis is increasing, giving rise to pricing simulation sets: cross-functional internal company data (financial, commercial, logistics, etc.), partner data (sell-out / depletions), market data (competitors, prospects, etc.), product or customer data (structural or behavioural information on customers).
Il devient donc indispensable de :
Evitons ainsi les écueils d’un pilotage par les prix facturés au lieu des prix nets encaissés, supprimons les allers-retours incessants entre acteurs, cessons l’octroi de remises injustifiées. GAGNONS en réactivité et en efficacité. Travaillons ENSEMBLE.