Pricing at Kodak
This presentation will cover the following key points:
· The importance of using "meet competition" pricing
· The importance of rewarding sales reps based on the ability to get higher prices (leads to less requests for meet competition pricing)
· The importance of maintaining annuity pricing on the installed base even when new equipment is sold. This can be done with weighted average pricing on annuities.
· The importance of having a price desk for pricing reviews of deals below "floor prices"
· After-the-fact monthly reporting of deals to ensure compliance
· Pricing down the volume curve – the virtuous circle
Dave Onderdonk is the Worldwide Finance Director for two business units in Eastman Kodak with total revenues of $300M: Electrophotographic Printing Solutions and Enterprise Services. Dave joined Kodak directly after graduating with honors from Indiana University with an MBA in Finance in 1982. He did his undergraduate work at Iowa State University where he received a bachelor’s degree with honors in Mechanical Engineering.
Dave has worked in a variety of manufacturing and business unit finance roles, corporate auditing, and at one time was the Financial Reporting
Director for Kodak’s $5B Consumer Imaging business. For the last 15 years, Dave has been Worldwide Finance Director for equipment, consumables, and service businesses and has played a key role in strategic planning and pricing initiatives.