The decision of whether or not to be transparent with pricing has been a long standing debate in the commercial domain. This issue is particularly important for complex B2B sales where the customers are fewer and more sophisticated, average transaction prices are higher and the willingness-to-pay across customers can be more variable. Opponents of transparent…
Month: January 2017
A comprehensive guide to Pricing and Trade Promotion Management for Consumer Packaged Goods using a shelf-back approach
Effective price execution is typically a core competency in any industry and particularly so for CPG organizations. Structural aspects of the CPG industry – i.e. inexpensive and frequent transactions – enable CPG manufacturers to capture a wealth of data making them ideal candidates to take the lead on deploying sophisticated analytical techniques for better…