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