Economic value to the customer

If the company captures the "total additional value" fully, then customers are indifferent between the new and the incumbent product or service. How should the new machine be priced?

Economic value to the customer (EVC)

It is key for organizations to invest time and resources to determine the optimal price for a product or service to maximize revenues. Economic value is also directly correlated to the value that any given market places on an item.

Companies can leverage the method to estimate the value a customer derives from purchasing a product or service. But, if the company has a competitive cost advantage with the new product, competitors may be unable to respond and the gains may be more long lasting.

Again, the product should generate share gains. If competitors are willing and able to respond, the gains may be transitory.

If the company believes that the manufacturing cost savings provide a sustainable competitive advantage, or that meaningful strategic benefits could accrue from a short-term share gain, then a price closer to the price floor might be appropriate.

Economic Value of College Degrees Another use for economic value is weighing the merits of college degrees in different disciplines. An analytical technique for framing the price-benefits relationship is called Value Mapping.

So why might the company adopt this pricing strategy? The cumulative monetary value for each element is known as the "total additional value.

Economic value to the customer

Economic Value of Consumer Goods Economic value is not a static figure; it changes when the price or quality of similar items changes. Customers are no better or no worse off. How to calculate the EVC[ edit ] Determine the different value elements that impact a customer both positive and negative.

Ignoring any time value of money, customers should be indifferent if their total lifetime costs stay the same. The Economic Value to the Customer is one of the many pricing architectures a business can use as a pricing strategy. Following are the main steps the company will undertake to determine the EVC: Their decision may be a composite of both economic and non-economic factors that can be either objective or subjective.

Delivering value to customers

Most often, a company will elect to price somewhere between the price floor and the price ceiling.The Economic Value to the Customer (EVC) approach focuses instead on the customer and how the customer perceives the value of a product.

With this view, the purpose of price is not to recover costs, but to capture the perceived value for the product in. Economic Value to Customers In some product categories, value can be expressed as monetized costs and benefits, and calibrated in purely economic terms. The underlying concept is Economic Value to the Customer or EVC (sometimes called "value in use" or end -benefit value").

Request PDF on ResearchGate | Calculating the Economic Value of Customers to an Organisation | Three case studies from Australasian service organisations explore the economic value of customers to an organisation (EVCO).

Customer lifetime valuation, a form of discounted cashflow analysis, was used in two of these organisations.

Economic Value

Economic value to the customer is simply the purchase price that customers should be willing to pay for your product, given the price they are currently paying for the reference product and the added functionality and diminished costs provided by your product.

The reality is that the maximum amount a customer is willing to pay (the Economic Value to the Customer or EVC) can be calculated with a simple formula: EVC = Reference Value + Differentiation Value The Reference Valu e is.

PRICING ECONOMIC VALUE TO THE CUSTOMER 3 ∗ For example, an air-filter company got a lab to measure the number of dust particles in .

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Economic value to the customer
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