16. Contact Info
Peter Maniscalco, MBA
Contractor / Sr. Pricing Consultant
484-947-6450
peterm09@yahoo.com
http://www.linkedin.com/in/petermaniscalco
Twitter: @PeterPeterm09
Notes de l'éditeur
Company objectives- market share?, profitability?
Price Fishing = leveraging one seller/supplier vs another. Street bully tactics – against new or least experienced reps. Threatens to escalate price negotiations to seller’s upper management.
Unreasonable demands i.e. deep discounts, allowances,etc. Low price for one type of end-user business….why not all?!
Product educated – know the product and how to sell its value.
Realize max profit by getting price right! Right price can boost profit quicker!
Concept developed by McKinsey & Co.
Leverage company advantage – incumbant supplier Use size/scope of your company; Something in return for price concessions – larger piece of business/larger discount, reward change in behavior – EDI, phone-service support, modified payment terms.,