Slides from the Copperberg Manufacturing Pricing Excellence conference in Amsterdam (May 2017). The mode provides a simple approach to value based pricing.
http://www.pricingeurope.com
1. Pricing models
Copperberg Pricing Excellence, Amsterdam
30 May 2017
Dr Shaun West
Copperberg Aftermarket Europe 2016| October 2016 |Shaun West
Willingness
to pay
region
Scope
Customer Supplier
Products
and
services
Gain
makers
Value in
use
Market
Market
benchmark
Gains ⬆
Pains ⬇
Total value
delivered
Customer
Pain
relievers
Margin
’Fair’ price
Pricing tools and methods for value based pricing
Building a pricing model based on customer value needs you to think like the customer
Think and feed?
Say and do?
Hear? See
Pains Gains
Empathy mapping
Gains ⬆
Pains ⬇
Customer value proposition
Customer
jobs
Gains
Pains
Gains creators
Pains relievers
Products
and
services
Customer value creation
Value in use Jobs to be done
Strategic aims and inputs
Pricing is not a one-time event and has to be viewed from many different angles
Benchmarking
Market data, win/loss analysis, CRM….