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Pricing Strategy In Tumultuous Times

•
•
J
John Hogan

This is a speech on how macro-economic forces from globalization to new technologies to sustainability are forcing companies to rethink their approach to capturing value.

BusinessTechnology
1 of 17
Pricing Leadership Navigating through Tumultuous Times October, 2009
This Recession was Different… ,[object Object],[object Object],[object Object],Copyright © 2009 John Hogan
Despite the Emerging Recovery: Pricing will be Tough in the Coming Year A recent survey of CMO’s found that price is the top concern for customers in the second half of 2009 Source: AMA CMO Survey August 2009 Copyright © 2009 John Hogan
The Challenge of the Times… As we focus on recovery, our markets are undergoing massive structural change Copyright © 2009 John Hogan Globalization Shifting Demand Patterns Sustainability Transformative technologies
 
What is Pricing’s Role in the New World?
In the New Economy: Successful Pricers Will Move… Copyright © 2009 John Hogan Setting prices… $9.99 From: Monetizing the Value Net… To:
Salesforce.com Fueling Growth through their Value Network Founded in 1999, SF has grown to over $1bn in sales through delivery of CRM services to the SMB market ,[object Object],[object Object],Copyright © 2009 John Hogan
The Revenue Model is Becoming More Complex… ,[object Object],[object Object],[object Object],… and More Profitable! Copyright © 2009 John Hogan
In the New Economy: Successful Pricers Will Move… Copyright © 2009 John Hogan Marking up costs… From: Proactively managing costs with price… To:
Ingram Micro: Regaining Share from Low Price Competitors Ingram Micro, a leading technology distributor reversed market share declines by encouraging customers to engage in lower cost behaviors ,[object Object],[object Object],[object Object],Copyright © 2009 John Hogan
The Game Changed with a Low-Price / Low Cost Offer ,[object Object],[object Object],[object Object],New Service Menu Copyright © 2009 Monitor Company Group, L.P.
In the New Economy: Successful Pricers Will Move… Copyright © 2009 John Hogan Measuring the demand curve… From: Mining the demand curve… To:
Dow Corning: Creating a New Offering for an Overserved Segment Facing growing share loss in its Silicones business, Dow Corning recognized that it was delivering more value (at higher cost) than customers wanted ,[object Object],[object Object],[object Object],Copyright © 2009 John Hogan
Dow Launched a New Brand: Xiameter Since its inception in 2002, Xiameter has grown to account for over 30% of Dow Corning Sales. ,[object Object],[object Object],[object Object],Copyright © 2009 John Hogan
Pricing Leadership Preparing to Win in the New Economy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2009 John Hogan
Copyright © 2009 John Hogan Thank You! [email_address]

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Pricing Strategy In Tumultuous Times

  • 1. Pricing Leadership Navigating through Tumultuous Times October, 2009
  • 2.
  • 3. Despite the Emerging Recovery: Pricing will be Tough in the Coming Year A recent survey of CMO’s found that price is the top concern for customers in the second half of 2009 Source: AMA CMO Survey August 2009 Copyright © 2009 John Hogan
  • 4. The Challenge of the Times… As we focus on recovery, our markets are undergoing massive structural change Copyright © 2009 John Hogan Globalization Shifting Demand Patterns Sustainability Transformative technologies
  • 5.  
  • 6. What is Pricing’s Role in the New World?
  • 7. In the New Economy: Successful Pricers Will Move… Copyright © 2009 John Hogan Setting prices… $9.99 From: Monetizing the Value Net… To:
  • 8.
  • 9.
  • 10. In the New Economy: Successful Pricers Will Move… Copyright © 2009 John Hogan Marking up costs… From: Proactively managing costs with price… To:
  • 11.
  • 12.
  • 13. In the New Economy: Successful Pricers Will Move… Copyright © 2009 John Hogan Measuring the demand curve… From: Mining the demand curve… To:
  • 14.
  • 15.
  • 16.
  • 17. Copyright © 2009 John Hogan Thank You! [email_address]