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Dynamic pricing and revenue management for B2B companies

Production buildings, machinery and established supply chains all generate high set-up and fixed costs, which can be a problem if this expensive production capacity isn’t utilized 24/7. This unfavorable scenario is quite a frequent one, even in the mechanical and plant engineering segments and the process industry, where last-minute orders from B2B customers are no rarity. A potential solution to this problem, and one that the B2B sector has made little use of to date, is revenue management.

The systematic application of dynamic pricing methods can help manufacturers achieve optimal utilization of their production capacities – and thus generate the highest possible revenues.

"Systematic revenue management can enhance revenues by three to eight percent. That’s an attractive goal for B2B companies, too" says Dr. Danilo Zatta, Partner at goetzpartners.

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