Tobias Happel - Global Pricing Manager - Philips Healthcare

Value based pricing was a topic where we really needed to make progress as a company, otherwise we would end up in a pricing war with Asian vendors.   We now identified strategic projects where we can apply the learned concepts and we further develop value calculators in order to equip sales with value selling tools to confidently engage into the negotiations - proving customers that our products are the best choice for them.   

The margin impact out of my CPM project was 1 M Euro (annually) !  Another huge advantage of our CPM project is that other projects were identified and our top management is now well aware of the impact ! 

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