Value Pricing: Managers Checklist

Strategy: Are the conclusions and actions of the product team consistent with the company's business strategy and financial objectives?

Product Design: Are product features actually considered valuable by the intended customers? Has the company over engineered the product and included features that add cost, but little customer value?

Value analysis: What product or supplier attributes are considered valuable by customers?

Customer Value Research: Did the product team gain a customer perspective for their pricing and marketing decisions? How did they gain this perspective, who did they talk to, and are their results believable?

Competitive price positioning: Has the value of the product been compared to products from competing suppliers and competing technologies? Is there a price value map to summarize and support the assumptions made by the product team?

Portfolio management: What impact will a new product have on existing products made by the company? Has the effect of cannibalization been realistically assessed and accounted for? How to drive an adaption rate?

Value Segmentation: Has the available market been analyzed for customer groups that hold similar value attributes for the product? Have non-traditional market segments defined by common application, region or industry been considered?

Number's Story: Can the product team present a believable number based prediction of revenue and profits that will result when the new product is introduced?

© 2009 Price Improvement Team LLC
Value Pricing Group
Price Improvement Team LLC
Value Pricing Group
Price Improvement Team LLC