Title: Pricing Processes at Fast Moving Consumer Goods Manufacturers Authors: Hans-Christian Riekhof, Franziska Werner (2012) Abstract The process orientation of pricing has increasingly come into focus in recent years in scientific discussion; furthermore, pricing processes have also been increasingly reviewed in companies. The focus is often no longer on classic price optimization, but on a holistic, process-oriented view of pricing - starting with professional pricing research, the development and formulation of an appropriate pricing strategy and its implementation in the company, to systematic price controlling. This approach is already more widespread in some industries and allows for significant increases in returns in some companies. The subject of this research report is pricing processes at manufacturers of fast moving consumer goods. Companies in this industry face a difficult environment, which requires professional price management. The disputes with trade, the intense competition among manufacturers, and the international activity of most FMCG manufacturers are causes of a significant need for action in pricing. But how high are the importance and professionalism of pricing processes actually in the practice of FMCG manufacturers? And where might there be deficits? These questions were extensively investigated in an empirical study. In order to be able to make statements here, a study by RIEKHOF/LOHAUS specifically for FMCG manufacturers was evaluated. In addition, we were able to gain a more detailed picture of the pricing processes and their relevance in practice through expert interviews and an international survey of the subsidiaries of an FMCG manufacturer. Our investigations showed that the importance of the topic is indeed recognized, but there is still potential for optimization.

Title: Pricing Processes at Fast Moving Consumer Goods Manufacturers Authors: Hans-Christian Riekhof, Franziska Werner (2012) Abstract The process orientation of pricing has increasingly come into focus in recent years in scientific discussion; furthermore, pricing processes have also been increasingly reviewed in companies. The focus is often no longer on classic price optimization, but on a holistic, process-oriented view of pricing - starting with professional pricing research, the development and formulation of an appropriate pricing strategy and its implementation in the company, to systematic price controlling. This approach is already more widespread in some industries and allows for significant increases in returns in some companies. The subject of this research report is pricing processes at manufacturers of fast moving consumer goods. Companies in this industry face a difficult environment, which requires professional price management. The disputes with trade, the intense competition among manufacturers, and the international activity of most FMCG manufacturers are causes of a significant need for action in pricing. But how high are the importance and professionalism of pricing processes actually in the practice of FMCG manufacturers? And where might there be deficits? These questions were extensively investigated in an empirical study. In order to be able to make statements here, a study by RIEKHOF/LOHAUS specifically for FMCG manufacturers was evaluated. In addition, we were able to gain a more detailed picture of the pricing processes and their relevance in practice through expert interviews and an international survey of the subsidiaries of an FMCG manufacturer. Our investigations showed that the importance of the topic is indeed recognized, but there is still potential for optimization. Pricing-Prozesse bei Herstellern von Fast Moving Consumer Goods
Title: Pricing Processes at Fast Moving Consumer Goods Manufacturers Authors: Hans-Christian Riekhof, Franziska Werner (2012) Abstract The process orientation of pricing has increasingly come into focus in recent years in scientific discussion; furthermore, pricing processes have also been increasingly reviewed in companies. The focus is often no longer on classic price optimization, but on a holistic, process-oriented view of pricing - starting with professional pricing research, the development and formulation of an appropriate pricing strategy and its implementation in the company, to systematic price controlling. This approach is already more widespread in some industries and allows for significant increases in returns in some companies. The subject of this research report is pricing processes at manufacturers of fast moving consumer goods. Companies in this industry face a difficult environment, which requires professional price management. The disputes with trade, the intense competition among manufacturers, and the international activity of most FMCG manufacturers are causes of a significant need for action in pricing. But how high are the importance and professionalism of pricing processes actually in the practice of FMCG manufacturers? And where might there be deficits? These questions were extensively investigated in an empirical study. In order to be able to make statements here, a study by RIEKHOF/LOHAUS specifically for FMCG manufacturers was evaluated. In addition, we were able to gain a more detailed picture of the pricing processes and their relevance in practice through expert interviews and an international survey of the subsidiaries of an FMCG manufacturer. Our investigations showed that the importance of the topic is indeed recognized, but there is still potential for optimization.
Title: Pricing Processes at Fast Moving Consumer Goods Manufacturers Authors: Hans-Christian Riekhof, Franziska Werner (2012) Abstract The process orientation of pricing has increasingly come into focus in recent years in scientific discussion; furthermore, pricing processes have also been increasingly reviewed in companies. The focus is often no longer on classic price optimization, but on a holistic, process-oriented view of pricing - starting with professional pricing research, the development and formulation of an appropriate pricing strategy and its implementation in the company, to systematic price controlling. This approach is already more widespread in some industries and allows for significant increases in returns in some companies. The subject of this research report is pricing processes at manufacturers of fast moving consumer goods. Companies in this industry face a difficult environment, which requires professional price management. The disputes with trade, the intense competition among manufacturers, and the international activity of most FMCG manufacturers are causes of a significant need for action in pricing. But how high are the importance and professionalism of pricing processes actually in the practice of FMCG manufacturers? And where might there be deficits? These questions were extensively investigated in an empirical study. In order to be able to make statements here, a study by RIEKHOF/LOHAUS specifically for FMCG manufacturers was evaluated. In addition, we were able to gain a more detailed picture of the pricing processes and their relevance in practice through expert interviews and an international survey of the subsidiaries of an FMCG manufacturer. Our investigations showed that the importance of the topic is indeed recognized, but there is still potential for optimization.


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Title: Pricing Processes at Fast Moving Consumer Goods Manufacturers
Authors: Hans-Christian Riekhof, Franziska Werner (2012)

Abstract
The process orientation of pricing has increasingly come into focus in recent years in scientific discussion; furthermore, pricing processes have also been increasingly reviewed in companies. The focus is often no longer on classic price optimization, but on a holistic, process-oriented view of pricing – starting with professional pricing research, the development and formulation of an appropriate pricing strategy and its implementation in the company, to systematic price controlling. This approach is already more widespread in some industries and allows for significant increases in returns in some companies. The subject of this research report is pricing processes at manufacturers of fast moving consumer goods. Companies in this industry face a difficult environment, which requires professional price management. The disputes with trade, the intense competition among manufacturers, and the international activity of most FMCG manufacturers are causes of a significant need for action in pricing. But how high are the importance and professionalism of pricing processes actually in the practice of FMCG manufacturers? And where might there be deficits? These questions were extensively investigated in an empirical study. In order to be able to make statements here, a study by RIEKHOF/LOHAUS specifically for FMCG manufacturers was evaluated. In addition, we were able to gain a more detailed picture of the pricing processes and their relevance in practice through expert interviews and an international survey of the subsidiaries of an FMCG manufacturer. Our investigations showed that the importance of the topic is indeed recognized, but there is still potential for optimization.