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Next Pricing Seminar on June 18/19, 2020
Too often, price is associated solely with price reductions. However, using price as a strategic lever for more value creation requires a long-term concept.
In this practical pricing seminar, you will learn the components of a long-term pricing strategy, learn to review pricing processes, learn to perfect price communication and introduce effective price controlling.
Further dates: on October 1/2 and on December 3/4, 2020
For more information, visit:
www.unicconsult.com/pricing-seminar/
Airbus shows: Customer data is valuable – also in B2B business
Airbus wants to charge aircraft maintenance companies for access to necessary data in the future. Handelsblatt refers to a report by the specialist portal “MRO Network”, according to which this information has not yet been officially confirmed, but is already causing a stir in the industry.
“That (customer) data has a value should have become clear to us at the latest when we look at the stock market valuation of Apple, Google, Facebook, Amazon, Airbnb or Uber”, explains Hans-Christian Riekhof, Professor of International Marketing at PFH Private University of Göttingen. The value of these companies is largely not based on physical assets. Some of these companies even report high losses and still achieve high company valuations.
Companies benefit from customer data provided free of charge, which they resell
The reason for this, according to Professor Riekhof, is the value of the customer data that these companies have. Data that they partly resell and that is usually provided to them by customers free of charge. “A second aspect should not be completely overlooked: already in the basic lecture on economics one learns that one can make decent profits in monopoly situations.”
According to Riekhof, data is valuable has now also become known in the B2B business. “A very nice example in this respect is Airbus: there is a dispute with the suppliers or with the maintenance industry about who may use the data and who has to pay what price for it.”
Airbus sees intellectual property in customer data that represents a value
According to the MRO Network report, maintenance companies are to pay a certain percentage of the amount they themselves charge the airlines for maintaining the jets to the European aircraft manufacturer as a data fee in the future. Airbus has so far provided essential data free of charge, while others used it for their business. But Airbus sees intellectual property in them, which represents a value, access to which must be rewarded with usage fees in the future.
As Handelsblatt further explains, it is about future data sovereignty in aviation. In addition to Airbus, Boing and maintenance companies such as Lufthansa Technik also want to play a leading role in the evaluation of the data. Airbus, for example, wants to record 10,000 aircraft from 100 companies on its Skywise platform by the end of the year.
Photo: pixabay.com
15.11.2017 │Hamburg – Lecture “Underestimated Pricing”
Pricing is the most important profit lever in a company. Why is it that this aspect is still underestimated in so many companies? These and other topic-specific questions are addressed by marketing and pricing expert Prof. Dr. Hans-Christian Riekhof in the lecture “Why strategic pricing is neglected in many companies” on November 15 at the AGA Northern German Business Association Wholesale – Foreign Trade – Service e.V. in Hamburg.
Other topics:
- Pricing must be cross-departmental and therefore becomes complicated – how do you manage the complexity?
- Pricing requires research – how to avoid endless debates about the “right” price?
- Pricing strategies require consistency in implementation – how to develop clear pricing roadmaps for individual business areas?
- Pricing strategies must be measured – what contribution do pricing scorecards make?
A discussion round is planned after the lecture.
Professor Riekhof teaches International Marketing at the Private University of Göttingen. For 15 years, he has been conducting empirical studies on pricing and advises international corporations as well as medium-sized companies on the review of their pricing strategy, the optimization of pricing processes and the introduction of efficient price controlling. Previously, he was responsible for pricing topics as a marketing director in the Otto Group and as a business unit manager in Beiersdorf AG.
Venue:
AGA Northern German Business Association Wholesale – Foreign Trade – Service e.V.
Kurze Mühren 1
20095 Hamburg
Date:
November 15, 2017
2:30 pm
For more information, visit: www.aga.de
25.09.2017 │Gera – Lecture “First the Price, then the Profit”
Intelligent pricing strategies are the topic of the marketing lecture “First the Price, then the Profit” by Prof. Dr. Hans Christian Riekhof. The Marketing Club of East Thuringia invites you to the event on Monday, September 25, in Gera at the Pentahotel Gera, Gutenbergstraße 2a. The start is at 7.30 pm.
Further information at: www.mc-ostthueringen.com/jahresprogramm/
13.07.2017 │Timmendorfer Beach – Lecture “Value Creation through Intelligent Pricing Strategies”
The Economic Juniors of Lübeck, Ostholstein and Segeberg invite you to the speaker event “Strategic Pricing – Value Creation through Intelligent Pricing Strategies” on Thursday, July 13, 2017. Admission is at 6:30 PM. The event at Landhaus Carstens, Strandallee 73, in 23669 Timmendorfer Beach, includes two lectures: At 6:45 PM, Prof. Dr. Marc Oliver Opresnik (Opresnik Management Consulting, FH Lübeck and European Business School London) starts with the lecture “Negotiation Management”. Subsequently, from 7:45 PM to 8:15 PM, Prof. Dr. Hans-Christian Riekhof, (Managing Partner of UNICconsult Strategy Development GmbH, International Marketing PFH Private University Göttingen) gives the lecture “Strategic Pricing – Value Creation through Intelligent Pricing Strategies”. Afterwards, from 8:30 PM-9:00 PM, a Come Together with buffet (finger food) is planned. Venue: Landhaus Carstens Strandallee 73 23669 Timmendorfer Beach Date: Thursday, July 13, 2017 Admission: 6:00 PM
Prof. Riekhof appointed to the advisory board of Tia Abwasser GmbH
The managing partner of Tia Abwasser GmbH, Dr.-Ing. Norbert Müller-Blanke, has now appointed Prof. Dr. Hans-Christian Riekhof, Dipl. Ing. Wolfgang Eggert and Prof. Dr.-Ing. Martin Oldenburg to the newly created advisory board of the company. “My aim is to be able to discuss issues of strategic orientation of the company with the advisory board, and it is very helpful to be able to rely on independent experts,” says Blanke.
Information about TIA Abwasser GmbH at: www.tia-abwasser.de
Persuasive Presentation at Jumo’s International Sales Meeting
Dr. Hans-Christian Riekhof convinced with a presentation on strategic pricing at an annual meeting of the Jumo corporate group. The company, headquartered in Fulda and specializing in measurement and control technology, is successful worldwide. More than half of the turnover is generated abroad. Once a year, employees from the 24 subsidiaries and numerous branches meet in Fulda. “The International Sales Meetings are the most important communication and information platform of our company”, explains JUMO export manager Reiner Riedl. He was pleased to point out the 70 percent increase in the number of participants over the last five years. This is a new participant record.
Dr. Riekhof, Professor of International Marketing at the Private University of Göttingen, gave a lecture on optimal pricing to around 360 employees in March. A lecture that Riedl described as “another highlight” of the meeting. Riekhof made it clear that there are very different ways to the right price. “This process can be planned and structured through the clever use of selected hypotheses.” The event ended in the Toro Negro restaurant in the Esperanto Hotel with a lively exchange of participants over grilled specialties.
More information in the article of the Osthessen News from 08.04.2017: New participant record at the International Sales Meeting of Jumo
Read the article as a pdf: New participant record at the International Sales Meeting of Jumo
