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DESIGNING CUSTOMER SEGMENTATION AND DISCOUNT STRUCTURE

DESIGNING CUSTOMER SEGMENTATION AND DISCOUNT STRUCTURE

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

NANCY DEHNER

Services Strategic Pricing Manager, Siemens

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