January 2005
Intermediate to advanced
232 pages
5h 35m
English
Content preview from Smarter Pricing: How to capture more value in your market
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Make it easier, achieve higher prices
Process benefits are those that make the interchange between buyer and seller more convenient, easier, faster, reliable or simply more pleasant. Examples are superior product cataloguing, computer-based specification guides, automated reordering systems, simplified payment-processes, better-trained telephone agents. Again the requirement for pricing success is to find ways of delivering continuing superiority in the delivery of this benefit.
To command a long term price premium, a company must focus on ways of staying ahead on its chosen dimensions. For example, a cross-channel ferry focusing on easy-booking via its website should invest more time and money in upgrading its booking system, so that it is ...
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