Pricing to Global Key Accounts

Pricing or discounting to global key accounts has an additional set of challenges compared to when pricing to local or national customers. This includes:

• Prices, discounts and rebates very often vary from country to country, for the same product and to the same customer.
• International buyers are becoming increasingly good at spotting differences and demanding harmonization to the lowest common denominator, even if there are good reasons for the differences (not always the case).
• Key account managers find themselves ill-equipped to discuss prices across borders.
• Organizations often struggle to put global key account pricing into system and therefore end up harmonizing prices to the lowest common denominator. This costs a lot of money in lost profits.

We have written a whitepaper about how to tackle pricing and discounting to global key accounts. It can be downloaded from here: http://info.stratinis.com/whitepaper-pricing-to-global-key-accounts