|Tim Smith, Ph.D., CPP, |
Founder and Managing
Principal of Wiglaf Pricing
Does discounting damage your market position and brand loyalty?
Discounting isn’t something most executives like to do since it can consume resources and cause organizational strife. Yet, when properly managed, this form of price segmentation improves profitability. When not properly managed, discounts wreak havoc on profits.
Using in class exercises, Tim J. Smith, Ph.D., CPP, will apply quantitative approaches to monitoring discounts, enabling participants to use these techniques on their own company’s datasets. Pricing executives and analysts who attend can expect to discuss:
- How discounting can improve profitability, lower market entrance prices, and increase volumes
- Quantitative methods for measuring and monitoring discounting policy
- Managerial and quantitative tools for restraining discounts
- The influences of Prospect Theory and competition on discounting policy