How well does the Value-based Pricing strategies fit Electrical/Electronic/Data Wholesaler industry?
By value-base pricing I mean value-add pricing. Being in a highly margin pressured industry we are trying to implement a consistent pricing strategy that switches completely from the classical and sometimes dangerous cost-plus approach to a value based approach. This is in order to drive margin expansion and attain additional earnings growth. In your experience, what were the challenges you had to face to produce such change and how did you define the “value” in the wholesale industry (that is not merely pointing towards TCO savings) and reflect this in your price architecture.
