西蒙顾和：2024欧洲净定价策略：国际消费品制造商的高利润风险白皮书（英文版）（11页）.pdf

1、European Net Pricing:You have to act now!SK observationsContinuous changes of buying groups and its members incl.local heroes Increasing demands for net price harmonizationSK recommendationStart preparing for increasing international net price and trade terms harmonization NOWEurecaEverestEURELECama

2、zonLidldmepic partnersCoopernicAgeCoreMembers Carrefour EDEKA Jumbo Picnic Systme U Ahold Delhaize E.Leclerc Rewe amazon Kaufland Lidl dm EDEKA Esselunga Migros Jeronimo Martins Jumbo Picnic Systme U Ahold Delhaize Coop Italia E.Leclerc Rewe Colruyt Conad Coop EroskiCountries+others+others+others+ot

3、hers+others+others+others+others+others2Profit risk|Increasing tendency for international net price comparisons within buying groups leads to high profit risk for international consumer goods manufacturers Source:Simon-KucherRiskNet price harmonizationEuropean trade termshighlowLatest changesSimon-K

4、ucher|European net price management|2024What is your European Net Price approach?How do you evaluate the profit risk due to buying groups exploiting your net price differences?1 3Source:European Net Pricing Webinar,13th March 2024;Simon-KucherMarket sentiment|Consumer goods manufacturers feel the pr

5、essure from intl retailer/buying groups but are not well preparedConsumer goods manufacturers have to act now!87%of manufacturers feel profit risk from intl buying groups and 61%do not pro-actively manage net prices on a European levelHigh 48%Medium 39%Low 13%Dont know;1%Firefighting40%Local21%Pro a

6、ctive 29%Euro.11%Firefighting Re-active approach to manage demands from intl retailers/buying groupsPro-active Pro-active management of retailer demands with market-,retailer-,and SKU-specific target prices and mitigationsLocal for Local No international net price steering approachEuropean Pro-activ