Margin Management in Trying Times

PRICEX Joseph V. Marigliano When The Going Gets Tough, The Tough Get Pricing Margin Management in Trying Times

The Non-Recession Recession ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Pricing Environment ,[object Object],[object Object],[object Object],[object Object]

General Principles In This Environment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

General Principles In This Environment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

First Steps: Back To Basics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

First Steps: Back To Basics ,[object Object],[object Object],[object Object],[object Object]

First Steps: Back To Basics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

First Steps: Back To Basics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

First Steps: Back To Basics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Intermediate Steps: Plan and Measure ,[object Object],[object Object]

Intermediate Steps: Plan and Measure ,[object Object],[object Object],[object Object],[object Object],[object Object]

Review Tie-In To Planning Metro Market Review Pricing Simulator Historical price trends by account, blanket PE, & Job. Include unit,sales, cost, & margin ,[object Object],[object Object],[object Object],[object Object]

Intermediate Steps: Plan and Measure ,[object Object],[object Object],[object Object],[object Object]

Developing Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Developing Options ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sample Options ,[object Object],[object Object],[object Object],[object Object],[object Object]

Supporting Activities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Supporting Activities ,[object Object],[object Object],[object Object],[object Object],[object Object]

Example: Industry Communication Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Organization, Management, and Reporting Structures

Structure ,[object Object],[object Object],[object Object],[object Object]

Structure ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Structure ,[object Object],[object Object],[object Object],[object Object],[object Object]

Define Roles & Responsibilities Pricing Department Marketing Controllers Field Sales Customers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Profit

Establish A Management System ,[object Object],[object Object],[object Object],“ It Is Better To Have An Army Of Deer Led By A Lion Than It Is To Have An Army Of Lions Led By A Deer ” - Chabras, 600 B.C.

Understand Current & Historical Perspective ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Creating Metrics…….. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Creating Metrics…….. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Big Picture ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Competitive Reaction ,[object Object],[object Object],[object Object],[object Object]

Motivating The Field Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Incentive Systems ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Pricing Realities ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Percentage Of Volume Against Discount

Percentage Of Volume By Transaction Type

Value Position By Customer Segment

Estimate Competitive Response Map Of Competitive Response Strong Competitive Response Uncertain Competitive Response No Competitive Response

Hypothetical Industry Competitive Perspective Hopeful Desire To Cooperate Cooperative : Continued Cooperation Opportunistic : Intent To Deceive Retaliator y: Intent To Defend Company X% Increase On A Company X% Increase On Other Competitive Situation Time X Starting Situation Time X High Low High Low Our MarginMove Increasing Opportunity Increasing Opportunism Competitor’s Last Margin Move Before Ours Competitive Y% Increase On A Competitive X% Increase On All Company Recommendation

Train For Success ,[object Object],[object Object],[object Object]

Train For Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Technologies Which Can Assist ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Margin Management in Trying Times

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