Pricing and Positioning – Customer Challenges
Do I have a positioning or pricing problem?
Am I leaving money on the table?
While many companies are trying to determine the “right price” they often learn that they have a more basic problem – positioning – the customers don’t understand your value proposition. As a result their reactions to your pricing tests – and often your sales pitches – fail short expectations. Solving this starts by clearly defining your “position” to your different customer groups.
Pricing also can be a problem of execution. What does a hectograph of your market prices tell you? Are you pricing consistently for value across your organization, or are some sales reps leaving value on the table or others walking away from sales because they can’t sell the value?
Do You Have the Right Strategy for Dealing with Price Competition?
/0 Comments/in Blog, Whitepapers /by Christy BarrJune 2017 – If you don’t understand the nature of the price competition you face, your odds of selecting the wrong strategy are high. These five types of price competition are pretty obvious when you see them on paper, but much harder to discern and address in the real world.
Synopsis: Building Materials Supplier – Pricing Strategy
/0 Comments/in Case Studies, Challenges /by Christy BarrAt great expense, our client previously launched several products with disappointing results. To avoid another costly mistake, the client retained QDI to conduct research to measure their new product’s potential for success before the actual launch.
Case Study: Chemical Additives Manufacturer
/0 Comments/in Case Studies /by grahamoWe used innovative end-user research and original OEM profitability models to establish the value of our client’s chemical additive to the OEM, thus enabling our client to price the additive based on value.