B2b Pricing in an Ongoing Inflationary Environment 2022 | Simon-Kucher & Partners | 28 April 2022 | Webinar
Venue
What is Qwoted?
Qwoted is a free expert network: we help reporters connect with experts & we help those same experts build relationships with top reporters.
| Event Date | Thu Apr 28 EDT (over 2 years ago) |
| Location | Webinar |
| Region | Americas |
Details
Inflationary forces are causing B2B companies to rethink how they respond to cost increases. With raw material, freight, and labor costs on the rise, companies must have a clear understanding of how and where to raise prices in order to maintain profitability while retaining market share. Leading companies have recognized the need to improve their responsiveness to inflation by taking taken actions like the following:
• Understanding the price sensitivity of their customer segments.
• Determining the relative elasticity of their products.
• Implementing sound pricing processes and governance.
• Verifying they have ironclad terms and conditions in place.
• Taking a market leadership position on price changes.
• Equipping sales teams with skills and tools to communicate price increases to customers.
Key Takeaways:
• By following a systematic and focused process, B2B companies can dramatically improve their outcomes in response to inflation.
• Best practices include targeting price changes at a customer and product level as well as implementing capabilities to monitor and make decisions in real-time.
• It is key to include sales teams in the discussion on price changes so that they can communicate the rationale, emphasize value, and anticipate objections.
Speakers
2022 Speaker
William Humsi
Partner, Senior-Kuncher & Partners
Jeb Wilson
Senior Director, Senior-Kuncher & Partners
Thomas McClure
Senior Manager, Senior-Kuncher & Partners