Price transparency in the electrical and automation industry is increasing faster than most pricing systems can keep up, from cables and connectivity components to drives, controls and sensors. Online shops and digital price lists make prices visible across borders. Global key accounts centralize procurement and compare country prices line by line. Distributors source wherever conditions are best. Tariffs and currency shifts add further pressure.
For manufacturers, this exposes a weakness that has grown over many years: list prices and discount systems that were historically set country by country, often by local subsidiaries or partners, without a common logic, often without customer performance in mind.
The result is the same product sold at five different prices, cross-border arbitrage via distributors and grey markets, and key accounts negotiating with the lowest country price in hand. Margin is not lost in one big deal, but in hundreds of small inconsistencies that rarely show up in a single report.
The answer is not one global price. Markets differ in willingness to pay, competitive intensity and channel structure, and these differences are an opportunity. Manufacturers who steer them actively can capture higher prices where customer value and market conditions allow, while protecting price levels where transparency is high.
The real task is to define where prices should differ, by how much, and who decides.
Typical strategic questions arise:
- How granular should we steer: by region, by country or by customer segment?
- Should we steer list prices, net prices or both?
- How do we derive country price factors that reflect real market differences rather than history?
- How do we harmonize local terms and conditions systems without losing local flexibility?
- How do we move from today’s price landscape to the target model without losing customers or partners?
Join our live webinar to explore how manufacturers can move from reacting to pressure to actively steering their international prices and terms. Drawing on numerous pricing projects with industrial manufacturers, we will show how companies move from historically grown country prices to an international price architecture that is both defensible and profitable.
In this session, you will learn:
- How to identify price leakage within countries, between countries and across channels
- How to choose the right steering level and steering object for your business
- How to derive country price factors and use price corridors as an active steering instrument
- How to manage local terms systems and global key accounts
- How to plan the migration and prepare your sales organization and distribution partners
Michael Fechner, Partner at Prof. Roll & Pastuch, brings over 20 years of experience in pricing, terms and conditions systems and sales excellence.
Why Attend?
Gain practical insights into managing prices actively in a market where they are becoming visible across every border. Learn how to align your international price architecture, local terms systems and sales execution so that price differences become a deliberate source of margin, not an accident.
Your direct contact
If you have any questions before or after the webinar, please feel free to contact our expert Michael Fechner (Partner) at m.fechner@roll-pastuch.de.