Customers now influence pricing strategy more than ever before. In order to maintain shopper loyalty, retailers must be able to respond quickly and consistently with an intelligent pricing approach to address high customer expectations across all channels. Read the Size Doesn’t Matter, Prices Do Whitepaper: http://www.ibm.com/common/ssi/cgi-bin/ssialias?htmlfid=ZZW03375USEN&dd=yes&attachment=ZZW03375USEN.PDF

1. of the Omni-Channel Pricing
Maturity Framework
CLIMBING
the
STAIRS

2. Most of us have heard the adage that
the customer is King.
That’s never been more true than today.
The customer now influences pricing strategies more than ever before.
Mobile devices have the power to provide pricing information at the fingertips of
shoppers, and this transparency creates a new set of challenges for retailers.
As a retailer, you must be able to respond quickly and consistently with an
intelligent pricing approach to address these high expectations across all channels
in order to maintain shopper loyalty.

3. omni-channel
pricing maturity
FRAMEWORK?
Let’s find out how you compare with your retail peers
on your ability to deliver coordinated and consistent
pricing across all channels.
Where are you on the stairs of the
In this battle for shopper loyalty and market share,
retailers need to enhance their pricing strategies and use tools that
intelligently price products to drive margins, volume and profitability.
JUST GETTING STARTED
INTERMEDIATE
ADVANCED
BEST IN CLASS

4. She addresses pricing challenges on a daily basis.
Let’s look at these stages from her point of view.
Meet Olivia,
the merchandiser.

5. JUST GETTING STARTED
RESULT
Olivia typically captures prices and maintains
them manually on spreadsheets, resulting in errors
and non-compliance of business strategies.
Pricing is often inconsistent across channels.
Pricing strategies are formulated based on
Olivia’s instincts and experience, with little
shopper, competitive or data insight to
support pricing decisions.
Shoppers are disappointed with the brand experience and
start buying from one of her competitors.
?
?
?

6. She is applying the data given to her, but lacks the
solutions to effectively employ her pricing strategies across
all of her product categories. The available data is incomplete,
and she is unable to connect the relationships or impact of
pricing actions between products.
Olivia uses data and analytics provided by her IT dept.
The data is stored in disparate systems and insights are
difficult to uncover, so often the opportunity to leverage
the insight has passed.
RESULT
The organization’s business strategies aren’t effectively managed in a timely
and efficient manner. There is still quite a bit of manual intervention & inefficiency
which prohibit Olivia from focusing on more strategic opportunities to drive
shopper demand and loyalty while still meeting her financial objectives.
INTERMEDIATE
x

7. RESULT
Olivia can better understand her shoppers’ loyalty and adjust pricing
strategies based on this data. She can now coordinate pricing decisions and
accurately forecast and measure results against the objectives she’s defined
for each channel.
She now has visibility into which of her pricing strategies
are working, and she can use additional data to price her
products more intelligently by analyzing insights into market
fluctuations such as competitive price changes.
Olivia has the solutions that help evaluate and implement
more sophisticated pricing strategies through a series of
defined business rules so pricing strategies can be
executed automatically.
ADVANCED
$

8. She can now view current pricing activity, price movement
of key competitors, forecasts for her products, her
competitive position. The automated system follows rules
set by Olivia to make price changes in real time.
Olivia works with an intelligent pricing solution that accounts for
competitor prices and assortment changes, category trends,
private label and national brands, elasticity and more.
RESULT
Leveraging data insights and optimization science, Olivia defines pricing
strategies for each channel to grow sales, volume and profitability.
She can measure performance, compare different pricing scenarios, and
simplify the pricing process.
BEST IN CLASS

9. No doubt,
the customer is King
and their position is getting stronger through pricing transparency across retailers.
Today, retailers have access to more data on
shoppers and competitors than ever before,
and a stronger opportunity to become smarter
about developing an intelligent pricing strategy
to strengthen shopper loyalty.
To be a retail leader, you need an intelligent
approach to your pricing strategy and
operations! Take advantage of the insights
available from shopper demand-based
analytics. Gain visibility into the marketplace.
Learn how to translate this information into
a pricing strategy that attracts and retains
shoppers.

10. LEARN MORE.
Read the
size doesn’t matter, prices do
Whitepaper