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DESIGNING CUSTOMER SEGMENTATION AND DISCOUNT STRUCTURE with NANCY DEHNER

DESIGNING CUSTOMER SEGMENTATION AND DISCOUNT STRUCTURE with NANCY DEHNER

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As a Pricing Leader, you have noticed inconsistencies with customer pricing across the organization. Discounting is out of control with no governance or standard process in place. You realize something needs to be done to align and rationalize pricing because customers are being under-charged and over-charged. After an in-depth data analysis, it has been identified that the customers who rarely purchase are receiving higher discounts and better pricing than major key clients. This is the exact moment you realize customer segmentation is the solution.

Customer segmentation is the process of classifying customers into categories based on various factors, such as loyalty, profitability and cost-to-serve.

Customer segmentation is a solution that will assist with the following issues:
1) Over-discounting based on optimistic volume commitments
2) Over-discounting due to perceived customer loyalty
3) Under-charging for products and services
4) Pricing smaller customers the same or better than your BEST customers

Attendees Will Learn:

  • How to implement best practices in customer segmentation to achieve higher ROI
  • How to design Customer Segmentation Methodology and Discount Structure Outline
  • How to successfully implement and communicate the new structure across the organization

LEVEL 200 COURSE | B2B THEMED


Meet Your Instructors

Nancy Dehner
Services Strategic Pricing Manager - Siemens

Nancy Dehner is currently the Services Strategic Pricing Manager at Siemens located in Houston, Texas. She has 22 years of experience in the functional area of pricing. The past eight years she has focused on establishing pricing strategies, improving profitability and implementing standard pricing practices. Nancy has experience with developing pricing methodologies to align three key sales channels – Direct Sales, Inside Sales and Online Sales. She has a bachelor’s degree in Business Management from the University of Houston – Victoria and is currently pursuing her MBA at West Texas A & M.