Impact & Expertise

Publications

Marketing & Ventes Publications

  • Opportunities for Action
  • August, 2003
  • Fixing the Fatal Flaws of Your Sales Force
  • Katrina Helmkamp, Michael Zinser, Simon Goodall
  • Today, most consumer goods companies are trying to upgrade their sales forces to serve increasingly sophisticated customers and fight the war for visibility, shelf space, and promotions. But product pushers cant become insight generators overnight. The authors discuss eight fatal flaws of sales forces and how companies can make detailed, thoughtful, nuts-and-bolts adjustments to remedy them. To have the best sales force in 2010, you have to begin to create it in 2003.
  • Read more on bcg.perspectives
  • Opportunities for Action
  • October, 2002
  • The Untapped Power of Pricing
  • Carl Rutstein, Philippe Morel, Peter Werenhall
  • Prices in most financial services firms evolve reactively, based on management hunches, competitor moves, and the pressures of immediate sales targetsnot on true knowledge of price sensitivity for different products and customer segments. The result is often a highly fragmented pricing structure for services, transactions, and account levels that either leaves money on the table or drives customers away to lower-cost providers. This article explores six levers to improve pricing strategy and execution.
  • Read more on bcg.perspectives
  • Opportunities for Action
  • September, 2002
  • Precision Pricing for Profit, Growth, and Advantage
  • Jim Andrew, Kevin Bright, Henry Vogel
  • Industrial companies have more power to create value through pricing—including raising prices, even under present economic and competitive conditions—than many realize. Companies that focus their organizations on what we call precision pricing typically boost EBIT margins by three to five points, and sometimes by as much as ten points. Moreover, they score these gains fast. The key is to conduct continuous, systematic analysis of four levers: value-based product pricing, mix management, unbundled service pricing, and after-market pricing.
  • Read more on bcg.perspectives

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