‘Pricing’ taken for granted in marketing
PRASANNA PERERA
Marketing and Management Consultant,
Chartered Marketer,
CIM, U.K.
Despite the importance of effective pricing for marketing success,
many organisations only pay lip service to same. The reasons could be,
a) A lack of understanding, of the true strategic value of sound
pricing strategy.
b) The over reliance on finance personnel, to independently formulate
pricing policy and strategy.
c) The lack of financial/costing knowledge on the part marketers.
Whatever the reasons may be, it is time that a professional
integrated approach be taken towards pricing policy and strategy.
Basically, pricing decisions should not be left to finance personnel
alone. Marketing personnel should be actively involved in the process as
well.
Pricing in a Sri Lankan context
Sri Lankans are very price sensitive, in most purchases. The reason
is obvious, considering the fact that the country is very much in need
of development. The most important facet in Sri Lanka, is the investment
required in purchasing products and services. In other words how many
rupees need to be tendered?
As against the investment required, Sri Lankans in a majority of
instances do not compare the product volume purchased. (ex. litres,
grammage) This is an important aspect for Sri Lankan marketers to note.
Always consider the price point, from an investment perspective, not
from a volume/content perspective alone. Try and marry
A shopping mall in Malaysia. Picture by Sumanachandra Ariyawansa |
these two aspects, as closely as possible.
Another aspect is that Sri Lankans, are extremely “value conscious”.
(Value for money) They demand greater value, for every rupee spent! As
such, providing value through astute pricing, is a major ingredient for
success. Of course, in inflationary environments, it is not an easy
take. A careful balance between the value proposition and investment has
to be met.
Pricing strategies in Sri Lanka, are based mainly on cost/mark up
considerations. They are inward factors and do not reflect the realities
of the marketplace. As such, the need in Sri Lanka, is for market
focused pricing strategies, given the competitive intensities prevailing
in the global environment.
Why is it important to “integrate”
pricing decisions, together with other elements of the marketing mix?
Pricing decisions cannot be taken in isolation. They need to be
integrated with the other elements of the marketing mix. Not to do so,
could lead to ineffective marketing and a wastage of resources.
Take for example, a brand such as “Rolex”. Rolex is world renowned as
a classical masterpiece of time and not merely a watch.
Pricing strategies adopted for Rolex, should be in keeping with the
“positioning” of the brand and the image of luxury and status.
Distribution activities for Rolex, should be essentially “exclusive”.
Pricing policy should communicate this exclusivity as well. (Premium
priced, hard to get, unless you have the will to get it.)
How many times have we witnessed, non-integrated pricing strategies
being adopted in the Sri Lankan marketplace. Prices are increased,
without due consideration to the other elements of the marketing mix.
The results could be drastic. For example, if prices are increased of a
certain product and quality standards are not maintained for same.
Therefore, all pricing decisions should be evaluated together with
the other elements of the marketing mix. This is where marketers should
come in and provide their inputs. To leave it to finance personnel, is
simply not acceptable. Finance personnel cannot be expected to have the
same outlook to pricing, as those in marketing.
The contribution that pricing can
make, towards sales promotions
The value of pricing, as a promotional tool, has not been quite
understood and exploited. However, due care must be taken not to over
expose this aspect, since it could then be counter productive.
Price based promotions can be very effective in providing a short
term boost to flagging sales volumes. Discounts, bonus offers, give-aways,
special payment terms etc., are the popular methods utilised to carry
out sales promotions, which are price based. Too frequent price based
promotions, can be counter productive.
The chances are that consumers will develop negative perceptions
about brands, which are regularly promoted through price. Marketers and
non marketers would do well to understand this aspect.
What are the key influences on
pricing strategy?
From a marketing standpoint, it is essential to be aware of the
influences on pricing. Some aspects could be external, other internal.
Among the external aspects, the nature of the industry and
competition is critical. The pricing strategies would be different in
industries characterised by intense competition, to those which are not.
It is also important that competition should not be followed blindly,
when making pricing decisions.
When internal aspects are considered, cost structures and corporate
objectives come into play. For example, if the corporate objective is to
increase market share, the pricing strategies would be different to a
situation where the objective was to increase net margins.
Many marketers and non marketing personnel, completely ignore their
target customer, when developing pricing strategies. How many times have
we observed pricing decisions being taken, without any reference
whatsoever to consumer responses / feedback.
Pricing research is an under utilized aspect, in the marketing
research spectrum. Marketers would do well, to relate their pricing
decisions, to consumer response patterns. This will enhance the quality
of pricing activities.
The “tactical” aspects of pricing
Pricing is a very potent, tactical weapon, provided you know how to
fire it! For example, pricing could be used to reflect geographic
differences. Different price points for different locations. (eg. fuel,
LP gas).
If multiple market segments are being served, there is a possibility
to practice differential pricing. Premium prices in one segment,
penetration pricing in another.
This will enable different corporate and marketing objectives to be
reached successfully.
In the marketing of consumer durables, price based allowances could
be offered for “trade-in”. Older models of televisions, refrigerators
etc., can be moved out of the market, by encouraging consumers to
“trade-in”. The benefits of a trade-in pricing strategy are two folds.
i.e. it encourages brand switching and also upgrades consumers and the
market.
As highlighted through this article, the value of carefully crafted
pricing strategies are immense. By paying attention to the strategic
aspects of pricing, marketers will be able to take advantage of their
most potent tool, in order to increase sales revenue and profits.
Pricing decisions should be carried out in an integrative manner,
giving due consideration to corporate objectives. |