In the durable goods and services industry, we focus in particular on the following elements:

• Actionable customer segmentation based on willingness to pay

• Market-segment-specific positioning and competitive strategy for products and brands

• Pricing (profit optimizing price strategy, pricing for product lines and individual products, bundling, pricing for features and services, etc.)

• Target costing and value-to-customer optimization (measurement of value-to-customer and its application in target prices)

• Sales & distribution management (general distribution strategy, discount systems, sales force compensation systems)

Specific SKP project examples include:

• Price positioning for an innovative product, including different products

• Pan-European channel management system

• Future product strategy for a home appliance manufacturer

• European competitive strategy for a telephone manufacturer

• International pricing strategy for a lighting manufacturer

• Development of customized service packages by customer segment

Selected SKP Clients