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Upcoming Events
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March 2 - Cambridge, MA
Release of 4th Edition of The Strategy & Tactics of Pricing
Pricing Strategy
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March 7 - Houston, TX
PROS Pricing Conference
Using Price to Proactively Manage Your Markets
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March 13-15, London
University of Chicago, London
Pricing Strategy & Tactics
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March 16 - London
Release of 4th Edition of The Strategy & Tactics of Pricing
Pricing Strategy
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March 17 - Troy, MI
MSED Conference
Don't Just Set Prices, Manage Them Strategically
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April 3-7, Chicago
University of Chicago
Pricing Strategy & Tactics
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June 15-16, Paris, France
PPS Annual European Conference
Don't Just Set Prices, Manage Them Strategically
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| For further information and registration, please contact Alexsandro Labbate at alexsandro_labbate@
monitor.com
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IN THIS ISSUE
by John E. Hogan, PhD, Group Leader
In this issue of SPG Insights, we examine some of the external challenges you may face when it comes to pricing, and how to use potentially negative situations to your advantage.
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NEGOTIATING WITH POWER BUYERS
by Thomas T. Nagle, PhD and John Hogan, PhD
Big retailers have used the promise of higher volumes to negotiate better deals since the early days of the supermarket and the Sears catalog. However, over the past decade, this practice has been taken to an entirely new level of sophistication. Price negotiations have shifted dramatically in favor of “big box” retailers (like Wal-mart, Target, and Home Depot) who have tripled their total dollar share of North American retail sales.
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MANAGING PRICING COMPETITION THOUGHTFULLY
by By Thomas T. Nagle, PhD and John Hogan, PhD
Pricing against competition is far more challenging than simply pricing a product. In the absence of competition, managers can anticipate the effect of a price change entirely by analyzing buyers' price sensitivity. When a product is one among many, however, competitors can wreak havoc with such predictions.
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Copyright © 2006 Strategic Pricing Group, a Member of Monitor Group. All rights reserved.
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