Date post: | 27-Dec-2015 |
Category: |
Documents |
Upload: | egbert-cain |
View: | 214 times |
Download: | 1 times |
Pricing in International Markets
Vijay Madanu – 17
Ankur Rathi – 37
Vishal Roge – 38
Sachin Shah – 42
Deepak Singh – 47
Nikhil Thadani -52
Price …
Price is the amount of money charged for a product or service, or the sum of the values consumers exchange for the benefits of having or using the product or service.
Pricing strategies usually change as the product passes through its life cycle, because there are constrains on the company’s freedom to price a product at different stage.
Introduction
Global Pricing is lot more complex than domestic pricing due to:International Currency FluctuationsPrice Escalations due to TariffsDifficulties to access credit risksPrice controls, Anti-dumping lawsRegulation on transfer pricingMethods of payment
Pricing Basics
Basic Principle of pricing considers:Costs or Cost-Plus formulaExperience Curve Pricing I.e costs go down
as more units are producedCompetition Pricing: Discount or premium
pricing w.r.t competitionDemand factored pricing
For Global Pricing, there are several other factors to be considered in addition to the basics
Export Pricing Considerations
In addition to pricing basics such as costs, demand, competition etc Export pricing has to consider other factors
Factors affecting export pricing are: Currency Risk & Credit RiskTariffs & Price escalationDumping orSkimming Vs Penetration Pricing
Final price depends on product positioning in foreign markets
Multinational Pricing Factors
MNC’s have different pricing considerations apart from the pricing basicsCurrency to price, Exchange Rates, Hedging
risksTransfer Pricing for profit repatriationCounter trade/systems pricingPrice coordination to prevent gray tradePolycentric/Geocentric/Ethnocentric pricing
Currency Factors
Global companies have to sell in local currency.
This exposes company to exchange risksTo minimize risks, firms use hedging,
swaps or other financial instrumentsThere may be additional constrains such
as inability to freely convert local currency to other currencies, limitations on foreign exchange transfers etc
Currency Fluctuations
Exchange Rates are never constant, appreciating or depreciating currency affects profitability.
Exchange rates affects exporters ability to competitively price their products in the long run
If exchange rates remain unfavorable for a long time, Firm may: Chose to manufacture locally instead of exportingOr chose to supply from a different countryOr withdraw from that marketOr increase price if possible
Global Coordination
Pricing disparities between regions leads to “Gray Market” or parallel ImportsE.g: Cameras imported to US from
Singapore or Japan is cheaper than the official price from the Japanese subsidiary
Gray markets leads to channel conflicts and loss of goodwill
Gray markets also results in after sales service problems
Eliminate gray trade
Firms can eliminate gray trade by Minimizing arbitrage between regions via:Tough economic control over importersCentralizing price range within a narrow
bandwidthFormalizing the pricing decisions in all local
marketsCoordinating pricing decisions between
regional markets to reduce arbitrage
Price Corridor
Global Pricing Policies
Polycentric PricingMulti-Domestic firms give wide leverage for
subsidiaries on pricing resulting in different prices in different countries – Results in gray markets
Geocentric PricingUse a regional (global) standard pricing Plus a local
markup.Base price is derived from cost plus formulaAffected by local tax laws leading to gray markets
Pricing Policies Cont’d
Geocentric Pricing E.g: HP uses a global standard price in USD
plus regional markup. • This avoids gray trade but loses competitive
position when competitors discount their products
IBM discounts products where they have competition,
• To prevent gray market, IBM sells services at a higher price for gray goods
Pricing Policies Cont’d
Ethnocentric PricingHave a common price all over the worldA global standard priceIdeal for big-ticket industrial items such as
Aircrafts, Defense Equipments, etc.Homogeneity of prices eliminated gray
marketsNot suitable when there is competition from
local manufacturers
Pricing Strategy
Transfer pricing.Cost Plus.Parity.Second Market.Low price supplier.Complementary product.Price Co-ordination.Counter Trade and System Pricing.
Transfer pricing strategy Transfer pricing is a strategy used when MNCs sell
products to their divisions in other countries. Transfer prices between divisions will vary depending
on variables such as the taxation rates (i.e., higher income tax rates in the parent’s home country will lead to lower transfer prices emanating from the home country to foreign divisions) and
The desire to minimize profitability of subsidiaries as a barrier to entry.
Pricing Strategy
Pricing Strategy
MNC’s have to determine transfer prices, I.e. the prices charged on subsidiaries for products, components and supplies.
Transfer pricing must be:Fair for local subsidiary’s performance
measurementHelp send back profitsSatisfy local tax laws governing transfer
pricingGlobal firms are setting up market related
transfer prices to satisfy local laws
Cost-plus pricing strategy This is the most widely used pricing strategy.
Cost-plus pricing plays an important role in export pricing of industrial products, especially when firms begin to export to guard against market related uncertainty.
Thus, when entering countries for the first time, it is easiest to develop a price based on the most accurate available information, internal cost figures.
Pricing Strategy
Parity pricing strategyA firm adopts this strategy when it sets its prices in
a range where most buyers would find the prices acceptable and appropriate.
Parity pricing is used by firms with lower industry control and market share.
Firms adopting this strategy do so in lieu of charging a higher price for fear that competition could gain a significant advantage due to volume sales and experience cost savings.
Pricing Strategy
Second market pricing strategy Second market pricing is a strategy where different prices
are charged based on distinct international markets. This strategy is viable when the price differential between
markets does not exceed the transaction costs associated with arbitraging a product from one market to the next.
If price differences between markets are too great, parallel markets may develop, thus reducing overall profitability.
Complaints can be filed against organizations of “Dumping”
Pricing Strategy
Low price supplier strategyLow cost suppliers need to be in a market in
which their price changes are not easily detected by competitors.
The ability of a competitor not to retaliate would be limited if it is already producing at full capacity.
If larger competitors were to retaliate, it will result in a price war. The price reduction might undermine overall sales and profits in the larger related markets.
Pricing Strategy
Complementary product pricingThis pricing strategy is usually more appropriate with products with high switching costs. The motivation of firms to use this strategy is to enhance customers’ involvement with the original product to the degree that they are likely to purchase increased amounts of ancillary products or supplies.
The advantage-accorded firms using complementary products is that by charging a lower price for the primary product, they realize the benefits of higher profits through the sale of the complementary products or supplies.
Eg: Printer cartridge (HP)
Pricing Strategy
Price Strategy
Price Co-ordination.MNC’s have to coordinate prices in different
geographic market such that:Eliminate gray trade & other distribution
channel conflictsIt does not limit local subsidiaries
performance or abilitiesRemain competitive in local marketsPricing strategy is a part for global
marketing strategy
Price Strategy
Counter trade & Systems PricingWhen local currency is not freely convertible,
firms resort to counter trade. Exchange local currency for some other goods
that is then sold for US$ or other currencySystems pricing or Pricing for turnkey projects
have several subcomponents that may be separately priced or priced as a bundle
Price Strategy
Issues with Counter Trade Counter Trade arises when a country does not have
sufficient foreign exchange or its currency is not freely convertible
Counter Trade is like a Barter, and the exchanged goods then has to be sold to realize any profits
Counter trade can arise from counter purchase agreements to buy back a part of local production for the right to export into that country Product Buyback e.g : Hundai exporting cars from India Third goods buy back e.g: Pepsi exporting potato chips from
India Major Problem is accessing the value of the bartered
goods
Evaluation of Counter Trade
Counter Trade is done if it’s the only option for trade
Firms use trading houses to dispose of the goods received in trade
Firms need to be extra cautious in fixing the barter exchange rates as international value of certain goods is difficult to valuate
Counter Trade is a reality in Global markets
Price Strategy
Turnkey PricingTurnkey Projects are usually of 2 types:
Bundled Pricing : Entire project is priced as one bundle
Unbundled Pricing: Components of the project is priced individually
Profit Sharing or Penalties for nonperformance is usually used in pricing strategy
Component prices are based on competitive positions, market entry decisions
Factors that need special attention
Factors that need special attention
National Market SizeOne of the main factors to determine an
international pricing strategy is the size of the national market.
A company will often attempt to use the potential volume of sales to estimate the price at which they will need to market their product to break even.
Eg; Nokia (Base Models)
Exchange RateExchange rates also play a significant role in
setting prices. Due to differences in the value of different
currency, similar products in different countries may be priced differently.
This has to do not just with demand for that particular product, but with macroeconomic demand for national currencies, which affects inflation and, by extension, pricing. Companies often have to adjust prices due to fluctuations in exchange rates.
Factors that need special attention
Cultural DifferencesOne of the more complicated factors in
international pricing is cultural differences. How members of certain cultures perceive the
value of certain products, which in turn affects how much they are willing to pay for them.
For example, in the United States women's handbags often are seen as a status symbol. Female consumers, therefore, often are willing to pay high prices. In other cultures, handbags are considered more functional.
Factors that need special attention
RegulationsWhen setting prices in other countries, companies
must research all national regulations relevant to their product.
Many countries set price ceilings as well as price floors on certain products. For example, in Nigeria (a large oil producer) the price of gasoline and other petroleum derivatives is capped. Even if the product a company is selling does not have price restrictions, regulations placed on the prices of similar products may affect potential demand and thus price.
Factors that need special attention
DistributionBefore setting a price, companies also must
consider the distribution network by which they are selling their products overseas.
For example, if a company is selling a product through franchise licenses, they are likely to price their products differently than if they were selling them wholesale to local distributors
Factors that need special attention
Pricing – MC Donald's
As the value of currencies varies worldwide, McDonald’s is often forced to change its pricing strategy in accordance to its target market.
In Switzerland, the Big Mac is valued $ 4.93.In the china, the Big Mac is price at $ 1.3 .
$4.93$4.49$4.28$3.51$3.32$3.15$3.08$3.07$3.01$2.98$2.74$2.71$2.66$2.60$2.56$2.44$2.35$2.29$2.20$2.19$2.09$1.61$1.60$1.56$1.55$1.55$1.54$1.51$1.47$1.30
Comparison of BIG MAC prices internationally
The company tries to maintain a price range on all its products based on the location, income
Its primary goal is to initially attract middle and upper class citizens, as they can afford McDonald’s prices.
In the United States, for example, the restaurant chain has appealed equally well to all classes ranging from the poor to the upper class; however, its popularity continues to be among the lower, middle and upper middle class.
Pricing – MC Donald's
Product Line Pricing: (Combo meals)Promotional Pricing: (Happy Hours)Penetration Pricing:(Coffee offered free)Value Pricing: (Dollar Menu)
Aap ke zamane me, bap ke zamane ke daam.
Pricing Strategies – MC Donald
Price and Positioning
Final selling price depends on PositioningPrice-Quality Relationships (high price =
High Quality)Competitive Positioning : Premium or
discount w.r.t competitorsPurchasing power : How much customers are
able to pay?Product Life Cycle & Price Skimming : High
price during introduction & falling prices later on
Penetration Pricing : Discount to gain market share
THANK YOU