Precise. Relevant. Essential.

Adapting Pricing for Emerging Markets

Joel Backaler, September 15, 2016

$ 1,997.00

A comprehensive overview of best-in-class pricing strategies for companies in emerging markets. Learn how to build a bulletproof pricing strategy that counters currency volatility, competitive pressures, and increasingly price-sensitive customers.

Overview, Table of Contents & Sample Pages below


Currency volatility, competitive pressures, and more price-sensitive customers are pressuring multinational companies’ emerging-market pricing processes and strategies.

In this environment, companies cannot afford to make slow, ad hoc, and tactical decisions on pricing, as these could cost both market share and profitability. Instead, companies should improve their global pricing processes to make more efficient, locally informed decisions on prices that are driven by strategic objectives, rather than short-term concerns.

This report analyzes where companies’ pricing processes fall short in emerging markets and provides frameworks, tools, benchmarking data, and case studies on how to improve them.

The report also includes a series of case studies on tactics companies can use to improve the effectiveness of their pricing in an environment of high currency volatility.

What you will learn

  • What does it take to build an effective pricing strategy for emerging markets today
  • How can companies select the pricing tactics most suited to their strategy
  • Understand actionable case studies, management frameworks, and exclusive benchmarking data

What you will receive

  • Immediate access to the 79-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases


Table of Contents

  • Executive Summary3-5
  • Section 1: Overview of Pricing in Emerging Markets6
  •   Pricing is Becoming Exceptionally Complex7
  •   Foreign Exchange (FX) Volatility Will Further Disrupt Pricing8
  •   MNC Responses Have Been Ad Hoc9-10
  •   Pricing Should be a Strategy, Not Tactic Set11-12
  •   Three Steps to Ensure Effective Pricing13
  • Section 2: Build an Effective Pricing Process for Emerging Markets14
  •   Internal Pricing Processes Fall Short15-16
  •   1. Build Flexibility into Pricing Process17-18
  •   2. Resolve Centralized vs. Local Tensions19-21
  •   3. Involve the Right People From the Start22
  •   4. Align Incentives and Pricing Strategies23
  •   Case Studies24-28
  • Section 3: Develop a Tailored Pricing Strategy Process29
  •   5-Step Process That Links Pricing Decisions to Business Strategy30-39
  • Section 4: Select the Pricing Tactics Most Suited to Your Strategy40
  •   Pricing Tactics Vary in Utility41
  •   Select the Right Pricing Tactics42
  •   Estimate Account Profitability43-46
  •   Develop a Dynamic Pricing Scorecard47-49
  •   Add Value to Preserve Price50-52
  •   Leverage Product Positioning53-54
  •   Deploy Your Channel for Pricing55-59
  •   Structure Options-Based Contracts60-62
  •   Improve Working Capital63-64
  •   Share Your Pricing Model65
  •   Equip Salespeople with Pricing Data66
  •   Factor Invoices67
  •   Complete Strategic Acquisition68
  • Section 5: MNC Pricing in Emerging Markets Benchmarking Data69
  •   DuckerFrontier Pricing Survey: Overview70
  •   MNC Expectations for 2016 are Optimistic71
  •   FX Volatility Mitigation Tactics Vary72
  •   Pricing is a Group Process in Most MNCs73
  •   Inefficiencies are Widely Spread74
  •   Pricing Effectiveness Varies75-78
  • About DuckerFrontier79

Sample Pages

Resolve Central vs. Decentral Tension

Estimate Account Profitability 1

Estimate Account Profitability 2

DuckerFrontier is a market intelligence and consulting firm that provides tailored solutions to drive growth for clients across the B2B, healthcare, consumer, and technology sectors. Our dedicated teams serve as advisers to clients, delivering the market and industry knowledge they need to succeed at all points in the business cycle. Continuous research & insights, custom solutions, and transaction support services provide clients with timely, actionable insights to adapt and win in changing markets. The company is headquartered in Washington, DC, with offices in Troy, Mich., New York, London, Paris, Berlin, Singapore, Shanghai, and Bangalore. For more information, please visit www.duckerfrontier.com.

Work With DuckerFrontier

Ready to deliver better outcomes for your business with us by your side?

Get Started