This document provides an overview of pricing principles and strategies for estimating costs. It discusses factors to consider when setting prices like customer value and profitability. Various pricing models are outlined, including fixed pricing, subscriptions, and cost-plus pricing. The document also covers pricing strategies, constructing cost models, analyzing project risks, and reviewing estimates. The key aspects of pricing covered are customer value, profitability, cost analysis, and risk assessment.
This presentation consists of different pricing strategies that can be applied in businesses, and how do you solve or compute for the costing of your product, that would result to a positive profit.
This presentation consists of different pricing strategies that can be applied in businesses, and how do you solve or compute for the costing of your product, that would result to a positive profit.
How should a company set prices initially for products or servicesSameer Mathur
Developing pricing strategy and programs_chapter_13 of book "A south Asian perspective: Marketing Management" by Philip kotler, Kevin Lane keller, Abraham koshy, and Mithileshwar jha.
A very simple yet precise description of costing and pricing,with examples of both.help for both management and engineering students,specially for entrepreneurship development.like.comment and share.
Pricing Innovations: Value Based Pricingpricingpros
Value Based Pricing has four structures:
Product structure: How value is created and perceived
Offer structure: How value is offered and accessed
Pricing structure: How value is monetized and realized
Cost structure: How value provides competitiveness and profitability.
And a pricing plan has three components: pricing structure, pricing model, pricing window.
Pricing requirements vary by market and are unique to every organisation. In this webinar we will discuss some of the common pricing models, PTW, Pricing strategy and presenting the Price data in proposals.
It is best to price that new project on a Fixed Fee or a Time and Materials basis? Perhaps we should structure it on a Cost Plus basis, a Revenue Sharing model, or maybe Commission based? What are the advantages of each to an agency? From a client perspective, what are the pros and cons of each?
This article describes each methodology, focusing on the pros and cons from both the client and agency point of views.
How should a company set prices initially for products or servicesSameer Mathur
Developing pricing strategy and programs_chapter_13 of book "A south Asian perspective: Marketing Management" by Philip kotler, Kevin Lane keller, Abraham koshy, and Mithileshwar jha.
A very simple yet precise description of costing and pricing,with examples of both.help for both management and engineering students,specially for entrepreneurship development.like.comment and share.
Pricing Innovations: Value Based Pricingpricingpros
Value Based Pricing has four structures:
Product structure: How value is created and perceived
Offer structure: How value is offered and accessed
Pricing structure: How value is monetized and realized
Cost structure: How value provides competitiveness and profitability.
And a pricing plan has three components: pricing structure, pricing model, pricing window.
Pricing requirements vary by market and are unique to every organisation. In this webinar we will discuss some of the common pricing models, PTW, Pricing strategy and presenting the Price data in proposals.
It is best to price that new project on a Fixed Fee or a Time and Materials basis? Perhaps we should structure it on a Cost Plus basis, a Revenue Sharing model, or maybe Commission based? What are the advantages of each to an agency? From a client perspective, what are the pros and cons of each?
This article describes each methodology, focusing on the pros and cons from both the client and agency point of views.
Client Relationship implemntation practice ppt.pptetebarkhmichale
A startup requires a huge amount of money, but the revenue it generates is insufficient. With low profits and huge expenses, startups need funding to survive. Finance is essential for startups to survive and provide stability and stable running of the business processes, making it essential for achieving goals, short-term and long-term activities, and meeting financial requirements.
In the beginning stages, expenses of startup companies' tend to go much ahead of their earnings as they center themselves on developing, testing, and making their ideas marketable. In many cases, they need financial support from commercial banks or credit unions, local banks, or nonprofit organizations. However, easy and quick access to financing for startup enterprises has always been a challenging issue for economists and entrepreneurs to address. Funding gaps are common in startup enterprises due to their special characteristics and lack of collateral or revenues, making it difficult to obtain bank financing.
Indeed, access to finance for startup firms is a major issue of debate due to the focus on how sources of finance are acquired and how constraints are encountered when applying for financing.
In Ethiopia, the growth of startups is increasing from time to time. Ethiopia's startup ecosystem ranks among the top 100 in the world (StartupBlink, 2020). Due to several reasons, it is facing access to finance problem at different stage of the business. For instance, while bootstrapping, the founder negotiates with family members and friends to convince them to invest in his or her idea. Most of the time, startups don’t have the opportunity to convince commercial banks to give them loans to start their businesses.
Micro Finance Institutions (MFIs) are given to serve the poor and those entrepreneurs excluded from the formal financial institutions due to high collateral requirements that they cannot afford. The startups can be included under the MFI’s financial services, but they are being challenged to get sufficient finances due to different reasons, such as a high interest rate, complex office bureaucracy, and other requirements like personal savings and groupings.
To sum up, startups need money, but they frequently lack it due to unique Characteristics of their nature such as a lack of considerable revenue or adequate collateral, which makes it challenging to get bank financing. The financing services provided by MIFs are also challenging for startups to secure their financing demands due to high interest rates, complicated procedures, and individual savings. Therefore, the purpose of this study was to assess the feasibility of startup financing in Ethiopia.
MBA 5501, Advanced Marketing 1 Course Learning Outcom.docxaryan532920
MBA 5501, Advanced Marketing 1
Course Learning Outcomes for Unit VI
Upon completion of this unit, students should be able to:
6. Explore positioning, differentiation, and pricing strategies for effective marketing scenarios.
6.1 Compare the pricing strategies of a company and its competitors.
6.2 Describe pricing, distribution, or product strategies of a company with respect to the level of
differentiation.
6.3 Summarize how macro and micro environmental changes will impact a company.
Reading Assignment
Chapter 16:
Developing Pricing Strategies and Programs
Chapter 17:
Designing and Managing Integrated Marketing Channels, pp. 493–502
Chapter 18:
Managing Retailing, Wholesaling, and Logistics, pp. 527–542
Unit Lesson
Price is defined as the amount of money that is exchanged for something of value, which is defined by the
customer. This value proposition directly aligns with the amount of money that a consumer is willing to pay for
the prescribed product and/or service. Prices are adjusted based upon discounts, which could include
seasonal discounts, quantity discounts, cash discounts and/or simply sales discounts. Another factor that
could change the price are allowances; which include trade-ins and damaged goods allowances. Prices can
be set based upon a one-price policy, which suggests that prices are the same for everyone. These tend to
be low-cost, frequently purchased, and convenience goods. Alternatively, prices can be set based upon a
flexible price policy, which allows for prices to be set differently for different customers. These prices tend to
be set by salespeople who are working directly with the customer. A good salesperson understands his or her
customer enough to know how high of a price the customer will bear and will adjust the price accordingly in
order to secure the business. This model is used at car dealerships within the business-to-consumer (B2C)
model as well as in most purchasing situations in the business-to-business (B2B) sector.
As the marketing team looks to establish pricing policies, company-wide marketing objectives need to be
analyzed. The first pricing objective might be profit-oriented, which includes the concepts below.
Target return: This pricing policy establishes a predetermined profit level guideline. This could be a
return on investment or a certain sales level. Prices are then based upon this guideline.
Maximize profits: This pricing policy suggests that prices will be set as high as possible in order to
maximize profit levels. While this seems like an ideal alternative, careful research must be conducted
to understand the profit level that the customer will bear before moving on to the competitor.
UNIT VI STUDY GUIDE
Pricing and Distribution Strategies
MBA 5501, Advanced Marketing 2
Another pricing objective might be sales-oriented, which focuses on increased sales without regard to profit
levels. This alternative se ...
The presentation is about Pricing Strategy. An important concept in Marketing, it is a tool which is used for deciding what the price of the product should be and what are the factors that influnce the price of the product, etc.
Unlocking Success: Discover the Benefits of Usage-Based Pricing for Subscript...BluLogix
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2. Pricing Principles
Pricing should be based on the value to the customer, not the cost to you
Prices should be tangible, so your customers can see what they get for what they pay
Prices should be comparable – on terms that you control
IF you want to change your prices, you must reframe the service or product
Price differentiation is the key enabler of profit
Pricing communication shapes the client’s perception of value
You must be prepared to lose some sales in order to increase profits
2
4. Reading the customer’s mind
Working of what customer wants is sometimes easier – Value Modelling
Share to potential customers
ONCE A PRICE PRECEDENT IS SET, IT IS HARD TO INCREASE
Reframe your prices with promotions then raise
Introduce new product variations
Bundling
Free offers
Upselling
Psychology of giving – emotional value
4
5. How many pricing models are there?
Flat or Fixed product price
Bespoke quotes for each customer
Monthly memberships or subscriptions
Percentage of value generated
All inclusive pricing
Cost plus % mark up
Hourly rates
Auctions
Industry standard
Annual contract
Demand based (dynamic pricing
5
Advanced commitment discounts
Free to one group supported by other
(Advertising)
Freemium
Interest charges
Penalty Fees
Income based charges
Marginal cost pricing
Discounting for market share
Decline price as adoption grows
Random fluctuations in price
Temporary promotions
6. Pricing Strategies
Fixed Price Services – Typically for services where the details (scope and standard) and quantum (volume/frequency) of
the requirement is known or predictable
Variable Service – Usually used in conjunction with Fixed Price Services, for services where either the details (scope and
standard) of the requirement are unknown (e.g. project work) or details are known but the frequency of the requirement
is unknown or unpredictable, or at the client’s discretion (e.g. turn around cleans to student bedrooms).
Cost Plus – This pricing strategy allows for the supplier to recover all actual costs incurred for the management and
delivery of the services including overhead costs with an additional agreed profit margin applied.
Target Price – This is used where a target price for the services is agreed, which is then reconciled against the actual
costs and an agreed mechanism to adjust the price (up or down) with a degree of cost sharing between the client and the
supplier on a ‘gain/pain’ basis.
6
7. Pricing Strategy Factors
Form of contract used
Number of services in scope
Complexity of requirements
Client objectives in relation to pricing (e.g. price certainty, value for money, flexibility etc.)
Capacity of client team to manage some pricing strategies (administrative burden)
The quantity and quality of pricing data available
7
8. Pricing
8
Time and Materials
Fixed or Firm
Volume based
Guaranteed Maximum
Price with Target Cost
(GMPTC)
9. Pricing to Win (P2W)
Price-to-Win is a process where you analyse and evaluate your company’s competitors and their data to predict how
they will bid
You will use this predicted bid and information about the customer’s budget to make a bid of your own.
Your bid is a dynamic trade-off which takes both the customer’s and competitors into consideration.
In terms of Price-to-Win strategies, this statement must generally be true:
Customer’s Perceived Value ≥ Customer’s Budget ≥ Your Price ≥ Your Cost
9
10. Cost Model – Model Inputs
MACRO ECONOMIC ASSUMPTIONS
Inflation, Commodity Prices, Interest rates, Exchange rates, Economic Growth
PROJECTS COSTS AND FUNDING
Development Costs, Development Fees, Project Company Costs, Contract Price, Construction phase
insurance, Start up costs, Stock, Working Capital, Taxes, Financing Costs, Contingency
OPERATIONAL REVENUES AND COSTS
Operating revenues from sales of products, Cost of fuel or raw materials, Personnel, Office, Vehicle,
Insurance etc
TAXATION AND ACCOUNTING
Capitalisation, Amortisation and Depreciation of Project Costs
Corporation Tax and VAT
Investment and ROI calculations
10
11. Cost Model – Model Outputs
CONSTRUCTION PHASE COSTS
DRAWDOWN OF EQUITY/DEBT
INTEREST CALCULATIONS
OPERATING REVENUE AND COSTS
TAX
PROFIT AND LOSS ACCOUNT
BALANCE SHEET
CASH FLOW (SOURCE AND USE OF FUNDS)
SUMMARY SHEET OF PROJECTS COSTS AND FUNDING
CASHFLOW SUMMARY
INVESTOR RETURNS
11
12. Project Risks
Macro economic risks (financial risks) – external economic effects
Commercial risks (project risks) – inherent to the project
Political risks (country risks) – effects of government actions
12
13. Analysis of Commercial Risks
Commercial viability
Completion risks
Environment risks
Operating risks
Revenue risks
Input supply risks
Force Majeure
Contract mismatch
Sponsor/Funding Support
13
What the risk is?
Whether it is covered in the project
contracts?
What other mitigation there is for risks
not covered contractually (guarantees or
insurance)
What impact the risk that then remains
would have on the project company
Risk evaluation and allocation
Due Diligence
Monte Carlo Simulations
14. Model Review – Example
14
Cost book
Cost assumptions
Cost refresh
Model build and expertise
THERE IS NO RULE IN PRICING!