1. Pricing Fall 2006

2. A customer might ask, “What does that cost?” To the customer, what are costs?

3. Pricing Products Price is the amount of money charged for a product. This is not the same as the COSTS of product acquisition. 1995 FERRARI 355 $95,000.00

4. Pricing Terms Fixed Costs Variable Costs Price Elasticity: sensitivity of demand to changes in price –  Quantity Demanded/  Price

5. Break Even Point Knothole Skiers Costs: –$25,000 rent for studio –$2 materials for manufacture of CD –$.50 royalty to artists $ 5 price

6. Internal Factors Affecting Pricing Marketing Objectives –profits –market share –survival –middleman loyalty –discourage competitors –product-line consistency –visibility for product

7. Internal Factors Affecting Pricing Costs –Production and efficient use of capacity –Experience curve –Variable Costs

8. External Factors Affecting Pricing Competition Demand Economy Government Societal Concerns

9. Setting Price Cost Based Competition Based Demand/Value Based $40,137.00

10. Pricing Strategies: The Familiar Market-Skimming Pricing Market-Penetration Pricing

11. Pricing Strategies: The Familiar Product Line Pricing

12. Pricing Strategy Sells: 100,000 units Price: $10 Fixed Costs: $500,000 for a capacity of 200,000 Units Variable Costs: $1 Request to sell in a new market. What is the minimum selling price the firm should accept?

13. Second Market Discounting Sells: 100,000 units Price: $10 Fixed Costs: $500,000 for a capacity of 200,000 Units Variable Costs: $1 Request to sell in a new market. What is the minimum selling price the firm should accept?

14. Pricing Strategy Average Economic Costs (all costs plus profit) –$55 at 20 Units –$40 at 40 Units 40 Consumers per period are interested in product. 20 want it at beginning of period and willing to pay $50. 20 are price sensitive and will pay no more than $30 per unit. At which price should the firm sell its product?

15. Periodic/Seasonal Discounting Average Economic Costs (all costs plus profit) –$55 at 20 Units –$40 at 40 Units 40 Consumers per period are interested in product. 20 want it at beginning of period and willing to pay $50. 20 are price sensitive and will pay no more than $30 per unit. At which price should the firm sell its product?

16. Pricing Strategy Distribute two films: Halloween XVI (a) and Chucky’s In Love (b). Albany (x) and Corvallis (y) theatres are interested. Discrimination is illegal as is tying. Corvallis will pay $25K for (a) and $10K for (b) Albany will pay $12K for (a) and $18K for (b). What pricing strategy do you use?

17. Price Bundling Distribute two films: Halloween XVI (a) and Chucky’s In Love (b). Albany (x) and Corvallis (y) theatres are interested. Discrimination is illegal as is tying. Corvallis will pay $25K for (a) and $10K for (b) Albany will pay $12K for (a) and $18K for (b). What pricing strategy do you use?

18. Pricing Strategy Produce computer printers. Ave. Economic Cost is $100 with a life of 3 years. During that time, product uses ink cartridges for which AEC is.50 per month. Consumers willing to pay $50 for printer and $2 per month for supplies. What pricing?

19. Captive Product Pricing Produce computer printers. Ave. Economic Cost is $100 with a life of 3 years. During that time, product uses ink cartridges for which AEC is.50 per month. Consumers willing to pay $50 for printer and $2 per month for supplies. What pricing?

20. Other Pricing Issues Segmented Pricing: different customers pay different prices Psychological Pricing

21. Other Pricing Issues Price cuts and price increases: jnd Channel members –Bad: price fixing (collusion), predatory pricing, price discrimination, resale price maintenance, deceptive pricing