SEMINAR NO. 3 : 

STRATEGIC PRICING AND CUSTOMER PROFITABILITY - "Your largest customers may be generating you0r largest losses"

Evolution of Modern Costing and Pricing Systems

• Cost Estimation, Compilation and Control

• Type of Management Focus

• Type of Internal Control

• Life Cycle Costing

• Target Costing

• Mini Case Study: Cost Reductions to Effect Target Pricing

Customer Profitability Analysis

• Finding Profitable Customers and Products

• Uncovering Hidden Profits and Losses

• Improving Customer Strategy

• The Profitability Matrix

• Targets for Action

• Account Management for Relationship Marketing

• The Impact of Cost Reducing Actions

• Case Study: Analysing Customer and Product Profitabilities

Pricing Methods and Strategies

• Cost-plus and Target Pricing

• Competitive and Customer-based Pricing

• Cost-Volume-Profit (CVP) in Pricing

• Volume-based Pricing Strategies

• Risk Averse Pricing Strategies

• The Price-Promotions Link

Pricing in International Markets

• Channels of Distribution

• Multiple Currencies

• Pricing in Domestic Markets

• Pricing Internationally

• Company Factors in International Pricing

• Cost-Price Relationships

• Price Escalation

• Pricing and Exchange Exposure Management

• Case Study in Pricing