family pricing

Family pricing refers to price management for equivalent product categories.

Especially in after sales, family pricing often plays a central role. One example is the spare parts business, where the pricing of thousands of individual products is a key challenge. The individual products are often not distinguishable for the customer by an individual benefit assessment. It is therefore important to create price structures from the customer’s point of view that are comprehensible and perceived as fair. This is often achieved by identifying and pricing cross-product characteristics. The aim is to achieve pricing that is as transparent as possible for the customer and is in line with the customer’s sense of value.

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