Market & pricing strategy

Determining a clear market and pricing strategy is the basis for successful price management. The central cornerstones of price management are defined in order to produce guidelines for operational pricing. Nevertheless, many companies only have an implicit pricing strategy which is rarely written down. They are therefore lacking an important basis for aligning all their actions with the same targets.

Objective

One of the central issues of pricing strategy is the specific control of revenue and profit. Price management is a key driver for specifically controlling profit, revenue and volume targets for different business units and regions. This control tool has to be clearly aligned by the management. If used correctly, pricing strategy is an important management control tool for aligning single business units and regions with the companies’ targets. It is designed to integrate the following aspects into a consistent and strategic framework:

  • Individual business unit targets (earnings, growth, revenue etc.)
  • Company’s (price) positioning
  • Targeted price image
  • Competitive behavior (e.g. price leadership and price dynamics)
  • Target customer segments
  • Customer expectations

Implementation

During joint workshops with the relevant managers and the management board, we consequently derive the pricing strategy from the overall business strategy. In doing so, we jointly identify markets with strong potential, as well as the company’s strengths and weaknesses in comparison to the competition. In this way, we create the basis for specific and differentiated price optimization measures in the following process steps.

Optimize your market and pricing strategies with comprehensive consulting.

We are happy to assist you with any questions or provide further information. Please feel free to contact us.

Managing Partner
+49 176 133 27 102o.roll@roll-pastuch.comSchedule an appointment
Oliver Roll von Roll & Pastuch
+49 176 133 27 102o.roll@roll-pastuch.com
Managing Partner

Prof. Dr. Oliver Roll

Prof. Dr. Oliver Roll is Managing Partner at Prof. Roll & Pastuch. He is one of the leading pricing experts in the DACH region and has led pricing, sales and strategy projects for numerous international companies. Furthermore Prof. Roll is a key note speaker on the topic of price management and has published numerous articles on various aspects of the pricing process. Prof. Roll holds the chair of „Price Management“ at the Osnabrück University of Applied Sciences.

Partner
+49 176 133 27 103s.kampmann@roll-pastuch.comSchedule an appointment
Steffen Kampmann
+49 176 133 27 103s.kampmann@roll-pastuch.com
Partner

Steffen Kampmann

Steffen Kampmann is Partner at Prof. Roll & Pastuch and heads the Chemicals, Plastics and Raw Materials divisions. He has been working as a consultant in the international environment for multinational corporations and medium-sized companies for more than 13 years. Mr. Kampmann brings extensive experience from a variety of strategy, pricing and sales projects. He also publishes professional articles and regularly appears as a moderator and speaker on the topics of strategy, pricing and sales.