Pricing Strategy | KLU

Diego Jorge Garcia Susini, KLU student, Executive MBA

Pricing Strategy and Revenue Management

Target Group: 

  • Vice-presidents and directors of marketing
  • Product managers
  • Entrepreneurs and executives in product development
  • Managers facing significant price competition

Program Duration: 3 days

Method: Lectures and group work

Academic Directors: Prof. Dr. Jörn Meissner

Certificate: KLU Executive Education Program Certificate


  • Financial impact of pricing decisions     
  • Price discrimination and performance-based pricing
  • Pricing for new products
  • Bundling of services
  • Using conjoint analysis to measure price sensitivity
  • Product line pricing


In today’s hypercompetitive business environment, pricing is the strongest determinant of profit. Few firms, however, have developed a pricing strategy designed to capture the maximum revenue potential from their customers. This failure to address pricing in a systematic fashion can have an enormous negative impact on the firm’s bottom line. In an attempt to help companies address this glaring shortcoming in their strategy, Prof. Jörn Meissner from the Kühne Logistics University has created the Pricing Strategy & Revenue Management executive education seminar as part of an industry outreach and information dissemination effort. The goal is to address the paucity of pricing expertise and satisfy the growing need for information about pricing strategies.

Learning Outcomes and Benefits for your Company

The program introduces managers to the fundamentals of pricing, helping them to develop a framework that is applicable within the context of their industry. Participants acquire strategies, tools and best practices for rigorously tackling pricing issues at both strategic and tactical levels. They will also be able to systematically identify opportunities to boost their firm’s profits through improvements in pricing. Participants will leave the course with powerful insights into pricing issues and a new awareness of additional ways to drive business results via strategic pricing. The bottom line result is the ability to make more profitable pricing decisions for their companies.