Körber Tissue Establishes Market-Based Pricing

Körber Relies on Market-Based Spare Parts Pricing and Exploits the Full Price Potential

Customers request a fair and stable price with specific and lasting validity. Therefore, machine manufacturers today need to understand the appropriate price to set in their price lists for tomorrow.  

"Before using PRICERADAR, we used to determine the prices according to what we could see, meaning corresponding to our supply chain and the benchmarks we found there,“ says Adriano Rubichi, Customer Service Sales Intelligence and Back Office Coordinator at Körber Tissue. "Our intention and expectation was to provide the most fair prices on the market and avoid the customer finding a better deal than ours on the market,“ he adds.  

From reactive to proactive with MARKT-PILOT: Adriano and his team are considering the market expectation and working on costs instead of just applying mark-ups. In practice, this is about extracting data from the PRICERADAR and matching this information with Körber’s in-house business intelligence. MARKT-PILOT enables the Körber Business Area Tissue to set its prices in line with the market and to bring the parts business to a new level with an overall market-based pricing strategy. First and foremost, this is not solely concerned with increasing the sales volume but also with an increase in  customer loyalty and trust towards the company.