Impact & Expertise

Publications

Marketing & Ventes Publications

  • Article
  • July, 2012
  • Long-Tail Pricing in Business-to-Business Markets
  • Just Schürmann, Jean-Manuel Izaret, Felix Schuler, Andreas Koppitz
  • For the most part, business-to-business companies neglect active pricing of the “long tail.” These products represent little revenue individually but significant margins collectively. By taking three steps, business-to-business companies can set appropriate pricing tailored to specific product and customer segments and achieve winning results.

  • Read more on bcg.perspectives
  • Report
  • July, 2012
  • The European Automotive Aftermarket Landscape: Customer Perspective, Market Dynamics and the Outlook to 2020
  • Michael Book, Eric Ellul, Cornelia Ernst, Benjamin Frowein, Ewald Kreid, Rafael Rilo, Georg Sticher, Hadi Zablit
  • Since June 19, 2011, the European automobile industry has been subject to EU Regulation 566/2011, which was meant to encourage intense competition on all levels of the repair and parts value chain, and improve strengthen the customer's position. In summer 2011, the European Automobile Manufacturers Association (ACEA) contracted BCG to analyze the European aftermarket's competitive state and overall customer satisfaction.  This report details current market dynamics and the trends, opportunities and challenges facing the market players in the coming decade.

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  • Article
  • June, 2012
  • Winning Hotel Strategies for Emerging Markets
  • Carlos Costa, Ariel Bouzas, Aykan Gökbulut, Amitabh Mall
  • Although the building boom in China has gotten the most press, the emerging markets of India, Russia, Brazil, and Turkey are also expecting strong growth rates and offer enormous potential for international travel and lodging operators. Here's what it takes to succeed.
  • Read more on bcg.perspectives

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