PRICING METHODS
Pricing is an
important element of the marketing mix. Pricing is affected not only by the cost of manufacturing
the product, but also by (i) the company's objectives in relation to market
share and sales; (ii) the nature and intensity of competition; (iii) stage of
the product life-cycle at which the product is currently positioned; (iv)
nature of product whether as consumer or industrial product and if the former
whether it is a luxury or necessity. Before making any pricing decision
it is important to understand all these factors.
Although there are
several factors affecting the pricing decisions, it would be useful to
discuss the pricing methods most commonly used. These methods are:
1.
Cost-plus or Full-cost
pricing
2.
Pricing for a rate of
return, also called target pricing
3.
Marginal cost pricing
4.
Going rate pricing,
and
5.
Customary prices.
The first three
methods are cost-oriented as the prices are determined on the basis of costs.
The last two methods are competition-oriented as the prices here are set on the
basis of what competitors are charging.
1. Cost-plus or
Full-cost Pricing
This is most common
method used in pricing. Under this method, the price is set to cover costs
(materials, labour and overhead) and a predetermined percentage for profit. The
percentage differs strikingly among industries, among members-firms and even
among products of the same firm. This may reflect differences in competitive
intensity, differences in cost base and differences in the rate of turnover and
risk. In fact, it denotes some vague notion of a just profit.
What determines the
normal profit? Ordinarily margins charged are highly sensitive to the market
situation. They may, however, tend to be inflexible in the following cases :
(i) they may become merely a matter of common practice, (ii) mark-ups may be
determined by trade associations either by means of advisory price lists or by
actual lists of mark-ups distributed to members, (iii) profits sanctioned under
price control as the maximum profit margins remain the same even after the
price control is discontinued. These margins are considered ethical as well as
reasonable. Its inadequacies are:
1. It ignores
demand-there is no necessary relationship between cost and what people will pay
for a product.
2. It fails to reflect
the forces of competition adequately. Regardless of the margin of profit added,
no profit is made unless what is produced is actually sold.
3. Any method of
allocating overheads is arbitrary and may be unrealistic. Insofar as different
prices would give rise to different sales volumes, unit costs are a function of
price, and therefore, cannot provide a suitable basis for fixing prices. The
situation becomes more difficult in multi-product firms.
4. It may be based on
a concept of cost which may not be relevant for the pricing decision.
Explanation for the widespread use of Full-cost Pricing
A clear explanation
cannot be given for the widespread use of full-cost pricing, as firms vary
greatly in size, product characteristics and product range, and face varying
degrees of competition in markets for their products. However, the following
points may explain its popularity:
1.
Prices based on
full-cost look factual and precise and may be more defensible on moral grounds
than prices established by other means.
2.
Firms preferring
stability, use full-cost as a guide to pricing in an uncertain market where
knowledge is incomplete. In cases where costs of getting information are high
and the process of trial and error is costly, they use it to reduce the cost of
decision-making.
3.
In practice, firms are
uncertain about the shape of their demand curve and about the probable response
to any price change. This makes it too risky to move away from full-cost
pricing.
4.
Fixed costs must be
covered in the long-run and firms feel insecure that if they are not covered in
the long-run either.
5.
A major uncertainty in
setting a price is the unknown reaction of rivals to that price. When products
and production processes are similar, cost-plus pricing may offer source of
competitive stability by setting a price that is more likely to yield
acceptable profit to most other members of the industry also.
6.
Management tends to
know more about products costs than other factors which are relevant to
pricing.
7.
Cost-plus pricing is
specially useful in the following cases:
a) Public utilities
such as electricity supply, transport, where the objective is to provide basic
amenities to society at a price which even the poorest can afford.
b) Product tailoring,
i.e. determining the product design when the selling price is predetermined.
The selling price may be determined by government, as in case of certain drugs,
cement, fertilisers. By working back from this price, the product design and
the permissible cost is decided upon. This approach takes into account the
market realities by looking from the viewpoint of the buyer in terms of what he
wants and what he. will pay.
c) Pricing products
that are designed to the specification of a single buyer as applicable in case
of a turnkey project. The basis of pricing is estimated cost plus gross margin
that the firm could have got by using facilities otherwise.
d) Monopsony
buying-where the buyers know a great deal about
Suppliers' costs as in case of an automobile buying, components from its
ancillary units. They may make the products themselves if they do not like the
price. The more relevant cost is the cost that the buying company, say, the
automobile manufacturer, would incur if it made the product itself.
In India, cost-plus
method is widely used. There are two special reasons which could explain its
wide use in India.
1.
The prevalence of
sellers' market
in India makes it possible for the manufacturers to pass on the increases in
costs to the consumers.
2.
Costs plus a
reasonable margin of profit are taken into consideration for the purposes of
price fixation in the price-controlled industries in India. Thus, this method
has the tacit approval of the Government.
To conclude, cost-plus is a pricing convention relying on
arbitrary costs and arbitrary mark-ups. It is adopted because it is simpler to
apply.
2. Pricing for a
Rate of Return
An important problem
that a firm might have to face is one of adjusting the prices to changes in
costs. For this purpose the popular policies that are often followed are as
under:
1. Revise prices to
maintain a constant percentage mark-up over costs.
2. Revise prices to
maintain profits as a constant percentage of total sales
3. Revise prices to
maintain a constant return on invested capital.
Rate of return pricing is a refined variant of full-cost
pricing. Naturally, it has the same inadequacies, viz., it tends to ignore
demand and fails to reflect competition adequately. It is based upon a concept
of cost which may not be relevant to the pricing decision at hand and overplays
the precision of allocated fixed costs and capital employed.
3. Marginal Cost
Pricing
Both under full-cost
pricing and the rate-of-return pricing, prices are based on total costs
comprising fixed and variable costs. Under marginal cost pricing, fixed
costs are ignored and prices are
determined on the basis of marginal cost. The
firm uses only those costs that are directly attributable to the output of a
specific product.
With marginal cost
pricing, the firm seeks to fix its prices so as to maximise its total
contribution to fixed costs and profit. Unless the manufacturer's products are
in direct competition with each other, this objective is achieved by
considering each product in isolation and fixing its price at a level which is
calculated to maximise its total contribution.
Advantages
1.
With marginal cost
pricing, prices are never rendered uncompetitive merely because of a higher
fixed over-head structure. The firm's prices will only be rendered
uncompetitive by higher variable costs, and these are controllable in the
short-run while certain fixed costs are not.
2.
Marginal cost pricing
permits a manufacturer to develop a far more aggressive pricing policy than
does full-cost pricing. An aggressive pricing policy should lead to higher
sales and possibly reduced marginal costs through increased marginal physical
productivity and lower input factor prices.
3.
Marginal cost pricing
is more useful for pricing over the life-cycle of a product, which requires
short-run marginal cost and separable fixed cost data relevant to each
particular state of the cycle, not long-run full-cost data.
Marginal cost pricing
is more effective than full-cost pricing because of two characteristics of
modern business:
a)
The prevalence of
multi-product, multi-process and multi-market concerns makes the absorption of
fixed costs into product costs absurd. The total costs of separate products can
never be estimated satisfactorily, and the optimal relationships between costs
and prices will vary substantially both among different products and between
different markets.
b)
In many businesses,
the dominant force is innovation combined with constant scientific and
technological development, and the long-run situation is often highly
unpredictable. There is a series of short-runs of production and one must aim
at maximising contribution in each short-run. When rapid developments are
taking place, fixed costs and demand conditions may change from one short-run to
another, and only by maximising contribution in each short-run will profit be
maximised in the long-run.
Limitations
1.
The encouragement to
take on business which makes only a small contribution may be so strong that
when an opportunity for higher contribution business arises, such business may
have to be foregone because of inadequate free capacity, unless there is an
expansion in organisation and facilities with the attendant increase in fixed
costs.
2.
In a period of
business recession, firms using marginal cost pricing may lower prices in order
to maintain business and this may lead other firms to reduce their prices
leading to cut-throat competition. With the existence of idle capacity and the
pressure of fixed costs, firms may successively cut down prices to a point at
which no one is earning sufficient total contribution to cover its fixed costs
and earn a fair return on capital employed.
In spite of its
advantage, due to its inherent weakness of not ensuring the coverage of fixed
costs, marginal cost pricing has usually been confined to pricing decision
relating to special orders.
4. Going-rate
Pricing
Instead of the cost,
the emphasis here is on the market.
The firm adjusts it own price policy to the
general pricing structure in the industry. Where costs are particularly
difficult to measure, this may seem to be the logical first step in a rational
pricing policy. Many cases of this type are situations of price leadership.
Where price leadership is well established, charging according to what competitors
are charging may be the only safe policy.
It must be noted that
`going-rate pricing' is not quite the same as accepting a price impersonally
set by a near perfect market. Rather it would seem that the firm has some power to set its own
price and could be a price maker if it chooses to face all the consequences. It
prefers, however, to take the safe course and conform to the policy of others.
5. Customary
Pricing
Prices of certain
goods become more or less fixed, not by deliberate action on the sellers' part
but as a result of their having prevailed for a considerable period of time.
For such goods, changes in costs are usually reflected in changes in quality or
quantity. Only when the costs change significantly the customary prices of
these goods are changed.
Customary prices may
be maintained even when products are changed. For example, the new model of an
electric fan may be priced at the same level as the discontinued model. This is
usually so even in the face of lower costs. A lower price may cause an adverse
reaction on the competitors leading to a price war so also on the consumers who
may think that the quality of the new model is inferior. Perhaps, going along
with the old price is the easiest thing to do. Whatever be the reasons, the
maintenance of existing prices as long as possible is a factor in the pricing
of many products.
It a change in customary prices is intended, the pricing
executive must study the pricing policies and practices of competing firms and
the behavior and emotional make-up of his opposite number in those firms.
Another possible way out, specially when an upward move is sought, is to test
the new prices in a limited market to determine the consumer reaction.
OBJECTIVES OF PRICING POLICY
Before a marketer
fixes a price, he should keep in mind certain basic considerations. The price
policy he adopts is closely related to his other policies, like production
programme, advertising policy and selling methods. For example, it may be
necessary to reduce the price to offset the probable loss of sales from a lower
advertising budget or to enable fuller utilisation of plant capacity more
quickly. Aggressive sales campaign may be necessary to meet the advent of a new
competitor. Your price should not be so high that it attracts others to compete
with you. A low price policy may result in such a high volume of sales and low
unit costs that profits are maximised even at low prices.
"My policy is to
reduce the price, extend the operations and improve the article. You will note
that the reduction of price comes first. I have never considered any costs as
fixed. Therefore, I first reduce the price to a point where I believe more
sales will result. The new price forces the costs down.. (by forcing) everybody
in the plant to the highest point of efficiency," Henry Ford quoted in Phillip and Duncan, Marketing, 3rd
Edition, 1956, p. 696.
If a marketing manager is to make effective pricing decisions,
he should be clear about the firm's long-term marketing objectives for the
entire range of products and services. If the firm is interested in increased
market share, it would have to resort to penetration pricing. If it is
interested in short-term profitability, it may have a higher price even at the
expense of sales volume and market share.
NON-PRICE COMPETITION
The basic aim of non-price competition is to alter those
characteristics of the product other than price which influence the decision of
the buyers. The various forms of non-price competition are : (a) Advertising
and creating brand loyalties, (b) changes in the quality of goods and services,
(c) prompt deliveries, (d) free gifts and contests and, (e) better after-sales
service. The more complex the product the greater are the characteristics which
could be modified in response to customer tastes or as a result of changes in
technology. Among the major factors responsible for the growth of non-price
competition are (a) the tendency towards price uniformity, (b) desire to hold
customers on the basis of attributes other than price, as for example, convenience and early deliveries or longer period of guarantee, (c) adoption of measures necessary even to make price
competition effective. From the point of view of consumers non-price
competition is a boom as they may get better quality goods and services.
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