"This product is worth ________ to this target segment because ______________________________________________"
The price/worth should be a $ value or a relationship to competing products and the "because" statement should be a description of the value perceived by the target customers.
Asset-revenue generating efficiency (ARGE):
- Optimise return by stimulating revenue from highest yield segments.
- Manage price also to optimise the profit mix and return on assets employed.
- Allocate volume/capacity and price differently to different segments and behaviours
- Manage prices through optimised yield.
Strategies for managing demand:
- Use price to regulate demand (damper in peaks to stimulate in troughs)
- Stimulate forward commitments
- Modify time/product offers
- Adjust communication strategy to demand patterns
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