Política de precios - Clase 1 Universidad: Fundación de Altos Estudios en Ciencias Comerciales Carrera: Comercialización Profesor: Arturo Fernández Vea nuestras publicaciones en: Nuestro sitio: http://www.nelsonpricing.com.ar Facebook: http://on.fb.me/1GrmVXU LinkedIn: http://ar.linkedin.com/in/arturonfernandez Pinterest: https://es.pinterest.com/nelsonpricing/

1. FUNDACIÓN DE ALTOS ESTUDIOS EN CIENCIAS COMERCIALES
 Carrera: COMERCIALIZACIÓN
 Asignatura: POLÍTICA DE PRECIOS
 Cátedra: PROFESOR ARTURO FERNÁNDEZ
GUÍA DE DESARROLLO PRÁCTICO 2016

2. FUNDACIÓN DE ALTOS ESTUDIOS EN CIENCIAS COMERCIALES
CLASE 1
 Carrera: COMERCIALIZACIÓN
 Asignatura: POLÍTICA DE PRECIOS
 Cátedra: PROFESOR ARTURO FERNÁNDEZ

7. BASIC PRICING
PROPUESTA
DE VALOR
FIJACIÓN PRESENTACIÓN EVALUACIÓN
ATRIBUTOS
DIFERENCIALES
DEL PRODUCTO
Y LA EMPRESA
ELECCIÓN DE
TÁCTICAS
INSTRUMENTALES
ESTÉTICA DE LA
COMUNICACIÓN
MEDICIÓN DEL
DESEMPEÑO
OPERATIVO
SOBRE EL ROI

25. nelsonpricing
UNA GUÍA PARA FIJAR VALOR
MARCA+ORIGEN+ESTÉTICA+RESULTANTE+CULTURADELCONSUMIDOR
PRECIOINTEGRAL(decompra+deutilización+demantenimiento)
=VALOR

27. Pricing
Pricing is by far the most important profit lever, but most
companies hugely underestimate its impact. This fact is also
underlined by the results of our biennially conducted Global
Pricing Study: While price pressure and price wars are placing the
world economy under increasing pressure, companies are less
and less able to achieve the prices they need to be competitive in
the future.
Our Global Pricing Study 2014 of 1,600 executives and managers from over 40 countries
revealed that most companies fail to successfully position their new products in the market and
meet their price targets. About 72 percent of all new products flop, putting a company’s
profitability at risk. This problem is self-inflicted, but curable. Pricing and marketing need to be
the top priority of the innovation process.
We help our clients to avoid the pricing pitfalls and to harness their full growth and profit
potential.
Simon-Kucher & Partners is the world’s leading pricing consultancy (according to The
Economist, BusinessWeek and many others). We have conducted over 1,000 pricing
optimization projects in the last three years alone. Our clients come from every industry, and
there is almost no area of pricing that we haven’t examined.
Our pricing projects cover the following areas and more:
 Pricing strategies for products, business units and companies
 Innovative price and revenue models
 Launch and post-launch pricing
 Terms and conditions, discounts for channel partners
 Price negotiations and key account pricing
 International/global pricing
 Pricing organization and processes
 Price controlling and pricing KPIs
 Comprehensive pricing excellence programs
Our pricing projects boost our clients’ return on sales by 100 to 500 basis points on average. To
enable sustainable profit growth, we focus not only on developing price strategies and pricing
tools, but also on helping our clients to implement them. Our experts have extensive
implementation experience and use state-of-the-art training methods and tools to help clients
maximize their growth, monetization and profits.
http://www.simon-kucher.com/en/content/pricing