Value-based pricing = Cost savings + Revenue gain

Question

Hello,

I received a case at Roland Berger - launching new coffee machine where customer can just send the order via app directly to machine. How to price this new product?

I went with value-based pricicing = WTP of customer = Cost savings + Revenue gain (over lifespan of machine - 2 years).

1. Cost savings = (reduced labour + reduced material wastage) = $200/day

2. Revenue gain = increased efficiency so cafes at 100% capacity can serve more = +$5.4k/day (seems incredibly large but she said its ok)

So WTP = 365 X 2 X ($5.4k + 200) plus old price of coffee machine.

Came up to almost $4m, which is crazy high?

Interviewer kept nodding her head and said she loved my case but didn't pass me in the end. Possible bc I didnt do well for the second interviewer.

Is this method right? Usually I see WTP as cost savings. Should it be additional profit or additional revenue....

Thanks.

Answer 1

Hi!

WTP is derived from the additional value that the product generates for the user. This additional value consists of the sum of additional revenue and cost savings + any "intangible" benefits that might play a role (e.g., better comfort/usability - although one might argue that this can/should also be quantified and enter either the revenue or the cost side).

Cheers, Sidi

Answer 2

Let me take a crack at this (in English) since no-one has addressed this. Top consultancies typically want the best... (read entire answer)

Let me take a crack at this (in English) since no-one has addressed this. Top consultancies typically want the best people regardless of their background. Yes, some roles are... (read entire answer)

Answer 3

Hi Jasmijn, The focus of the first round is more on your personal fit and individual behavior combined with a case... (read entire answer)

Hi Jasmijn, The focus of the first round is more on your personal fit and individual behavior combined with a case interview. In the second round you will probably have two fu... (read entire answer)

Answer 4

My favourite approach (there are many as Guennael highlighted) is similar to Michael's: demand driven. Why is it be... (read entire answer)

My favourite approach (there are many as Guennael highlighted) is similar to Michael's: demand driven. Why is it better than going for a more top-down one? Because it uses bui... (read entire answer)