THREE-LEVEL TACTIC CALLED KEY TO SUCCESS IN PRICING

NEW ORLEANS -- To realize pricing's full potential to build long-term value, an integrated pricing strategy is needed. A comprehensive pricing strategy, said consultant Mike Sherman, must address three pricing levels: strategic, product/market and transaction. The resulting insights, taken together, enable managers to maximize long-term value, he said. Sherman, a senior consumer marketing specialist

NEW ORLEANS -- To realize pricing's full potential to build long-term value, an integrated pricing strategy is needed. A comprehensive pricing strategy, said consultant Mike Sherman, must address three pricing levels: strategic, product/market and transaction. The resulting insights, taken together, enable managers to maximize long-term value, he said. Sherman, a senior consumer marketing specialist with McKinsey & Co., spoke here at a conference on value pricing. It was hosted by the Pri

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