Pricing and Credit Mastery

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Master pricing and credit decisions in small business.

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Vivian Barney

Estados Unidos

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Pricing and Credit MasteryVersión en línea Master pricing and credit decisions in small business. por Vivian Barney 1 Introduction to Pricing and Credit Pricing and credit decisions shape the relationship with customers. Value, price, and credit terms must align with demand and business goals. Source: Longenecker et al., Small Business Management, Ch. 16 2 Pricing Starts with Customers Elasticity of demand measures how price changes affect quantity demanded. Elastic = big change; inelastic = small change. Source: Longenecker et al., Ch. 16 3 Cost, Demand, and Competitive Advantage Cost analysis identifies minimum acceptable price, but demand factors and competitive advantage influence final pricing decisions. Source: Longenecker et al., Ch. 16 4 Break-Even Analysis Break-even point is where total sales revenue equals total costs. Useful to compare price scenarios and forecasts. Source: Longenecker et al., 16-2a 5 Break-Even Graph and Margin The graph shows fixed costs, variable costs, and contribution margin. Higher fixed costs raise the break-even volume. Source: Longenecker et al., 16-2a 6 Markup Pricing Markup pricing adds a percentage to cost to cover expenses, desired profit, and potential discounts. Margin varies by base (cost or selling price). Source: Longenecker et al., 16-2b 7 Pricing Strategies Overview Strategies include penetration (low price for market share) and price skimming (high initial price). Also consider price lining and option pricing. Source: Longenecker et al., 16-3 8 Price Lining and Optional Pricing Price lining sets distinct price levels for product ranges. Optional pricing adds accessories to increase total spend. Source: Longenecker et al., 16-3e, 16-3f 9 Credit Benefits and the Five Cs Benefits of credit include working capital access and sales growth for buyers and sellers. The five Cs assess risk: Character, Capacity, Capital, Collateral, Conditions. Source: Longenecker et al., 16-4a, 16-5a 10 Credit Management Essentials Managing credit involves evaluating applicants, billing, and collection procedures. Use the five Cs to gauge creditworthiness and repayment risk. Source: Longenecker et al., 16-5

Pricing and Credit MasteryVersión en línea

Master pricing and credit decisions in small business.

por Vivian Barney

Introduction to Pricing and Credit

Pricing and credit decisions shape the relationship with customers. Value, price, and credit terms must align with demand and business goals.

Source: Longenecker et al., Small Business Management, Ch. 16

Pricing Starts with Customers

Elasticity of demand measures how price changes affect quantity demanded. Elastic = big change; inelastic = small change.

Source: Longenecker et al., Ch. 16

Cost, Demand, and Competitive Advantage

Cost analysis identifies minimum acceptable price, but demand factors and competitive advantage influence final pricing decisions.

Source: Longenecker et al., Ch. 16

Break-Even Analysis

Break-even point is where total sales revenue equals total costs. Useful to compare price scenarios and forecasts.

Source: Longenecker et al., 16-2a

Break-Even Graph and Margin

The graph shows fixed costs, variable costs, and contribution margin. Higher fixed costs raise the break-even volume.

Source: Longenecker et al., 16-2a

Markup Pricing

Markup pricing adds a percentage to cost to cover expenses, desired profit, and potential discounts. Margin varies by base (cost or selling price).

Source: Longenecker et al., 16-2b

Pricing Strategies Overview

Strategies include penetration (low price for market share) and price skimming (high initial price). Also consider price lining and option pricing.

Source: Longenecker et al., 16-3

Price Lining and Optional Pricing

Price lining sets distinct price levels for product ranges. Optional pricing adds accessories to increase total spend.

Source: Longenecker et al., 16-3e, 16-3f

Credit Benefits and the Five Cs

Benefits of credit include working capital access and sales growth for buyers and sellers. The five Cs assess risk: Character, Capacity, Capital, Collateral, Conditions.

Source: Longenecker et al., 16-4a, 16-5a

Credit Management Essentials

Managing credit involves evaluating applicants, billing, and collection procedures. Use the five Cs to gauge creditworthiness and repayment risk.

Source: Longenecker et al., 16-5

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