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Adapting Pricing for Emerging Markets

  • ID: 4372546
  • Report
  • Region: Global
  • DuckerFrontier
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Build Best-In-Class Pricing Strategies to Counter Market Volatility

A comprehensive overview of best-in-class pricing strategies for companies in emerging markets. Learn how to build a bulletproof pricing strategy that counters currency volatility, competitive pressures, and increasingly price-sensitive customers.

Currency volatility, competitive pressures, and more price-sensitive customers are pressuring multinational companies’ emerging-market pricing processes and strategies.

In this environment, companies cannot afford to make slow, ad hoc, and tactical decisions on pricing, as these could cost both market share and profitability. Instead, companies should improve their global pricing processes to make more efficient, locally informed decisions on prices that are driven by strategic objectives, rather than short-term concerns.

This report analyzes where companies’ pricing processes fall short in emerging markets and provides frameworks, tools, benchmarking data, and case studies on how to improve them. The report also includes a series of case studies on tactics companies can use to improve the effectiveness of their pricing in an environment of high currency volatility.

What you will learn

  • What does it take to build an effective pricing strategy for emerging markets today
  • How can companies select the pricing tactics most suited to their strategy
  • Understand actionable case studies, management frameworks, and exclusive benchmarking data
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Executive Summary

Section 1: Overview of Pricing in Emerging Markets

  • Pricing is Becoming Exceptionally Complex
  • Foreign Exchange (FX) Volatility Will Further Disrupt Pricing
  • MNC Responses Have Been Ad Hoc
  • Pricing Should be a Strategy, Not Tactic Set
  • Three Steps to Ensure Effective Pricing

Section 2: Build an Effective Pricing Process for Emerging Markets

  • Internal Pricing Processes Fall Short
    • Build Flexibility into Pricing Process
    • Resolve Centralized vs. Local Tension
    • Involve the Right People From the Start
    • Align Incentives and Pricing Strategies
  • Case Studies

Section 3: Develop a Tailored Pricing Strategy Process
5-Step Process That Links Pricing Decisions to Business Strategy

Section 4: Select the Pricing Tactics Most Suited to Your Strategy

  • Pricing Tactics Vary in Utility
  • Select the Right Pricing Tactics
  • Estimate Account Profitability
  • Develop a Dynamic Pricing Scorecard
  • Add Value to Preserve Price
  • Leverage Product Positioning
  • Deploy Your Channel for Pricing
  • Structure Options-Based Contracts
  • Improve Working Capital
  • Share Your Pricing Model
  • Equip Salespeople with Pricing Data
  • Factor Invoices
  • Complete Strategic Acquisition

Section 5: MNC Pricing in Emerging Markets Benchmarking Data

  • Pricing Survey: Overview
  • MNC Expectations for 2016 are Optimistic
  • FX Volatility Mitigation Tactics Vary
  • Pricing is a Group Process in Most MNCs
  • Inefficiencies are Widely Spread
  • Pricing Effectiveness Varies

About us

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