Printable Handouts

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Navigable Slide Index

1. Introduction
2. Value based pricing
3. Talk objectives
4. Comparison of profit levers
5. Effect of price increases
6. Effect of price decreases
7. The importance of value
8. The 'value triad'
9. The goal of value based pricing
10. The customer value map
11. Points in value based pricing
12. Conditions for value based pricing
13. Calculating the value based price
14. Building the value based price
15. The negotiation corridor
16. A simple example (1)
17. A simple example (2)
18. Summary
19. Closing remarks

Topics Covered

• Value measures
• Customer value map
• Value line
• Customer value
• Value perception
• Cost reduction
• Revenue gain
• Increasing revenue
• Building profitability
• Growing profitability
• Profit building
• Revenue growth
• Profit growth
• Differentiation
• Price building
• Competitive pricing
• Reference pricing
• Emotional contribution
• Emotions
• Value in use
• How to price effectively
• Pricing methods
• Pricing approaches

Links

Series:

• Pricing on Value

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on August 10, 2010