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Pricing Strategy and Revenue Management

Pricing decisions are often made on cost plus habit or competitor mimicry rather than what customers will actually pay. This programme gives commercial and marketing professionals practical tools for value based pricing, discount governance and price increase communication, tested against the realities of inflation, currency volatility and price sensitive customers across South African markets.

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Register for this course

What you will be able to do

  • Compare cost plus, competitor based and value based pricing approaches.
  • Estimate customer willingness to pay using practical, low cost methods.
  • Design a discount governance framework that stops uncontrolled margin erosion.
  • Plan and communicate a price increase without triggering unnecessary customer loss.
  • Adjust pricing strategy to respond to currency volatility and input cost inflation.
  • Segment pricing across customer groups without breaching fair trading obligations.

Course outline

  1. 01Pricing approaches and their limits
  2. 02Estimating customer willingness to pay
  3. 03Value based pricing in practice
  4. 04Building a discount governance framework
  5. 05Planning and communicating price increases
  6. 06Pricing under currency and cost volatility
  7. 07Segmented pricing and fair trading limits
  8. 08Defending price in customer conversations

Who should attend

Commercial managers, pricing analysts, product managers and sales managers responsible for setting or defending prices in competitive South African markets.

Dates, venues and fees

DatesVenueDaysFeeCalendarRegister
28 to 29 Sep 2026Lusaka2US$1,100Closed
29 to 30 Sep 2026Harare2US$1,100Register
30 Sep to 1 Oct 2026Lilongwe2US$1,100Register
1 to 2 Oct 2026Blantyre2US$1,100Register
5 to 6 Oct 2026Mozambique2US$1,100Register
6 to 7 Oct 2026Nairobi2US$1,100Register
7 to 8 Oct 2026Dar es Salaam2US$1,100Register
8 to 9 Oct 2026Kigali2US$1,100Register
12 to 13 Oct 2026Kampala2US$1,100Register
13 to 14 Oct 2026Accra2US$1,100Register
14 to 15 Oct 2026Lagos2US$1,100Register
15 to 16 Oct 2026Cairo2US$1,100Register
19 to 20 Oct 2026Mauritius2US$1,100Register
20 to 21 Oct 2026Dubai2US$1,100Register
21 to 22 Oct 2026Online2US$900Register
2 to 3 Dec 2026Johannesburg2R10,000Register
3 to 4 Dec 2026Cape Town2R10,000Register
7 to 8 Dec 2026Durban2R10,000Register
8 to 9 Dec 2026Pretoria2R10,000Register
9 to 10 Dec 2026Windhoek2US$1,100Register
10 to 11 Dec 2026Gaborone2US$1,100Register
14 to 15 Dec 2026Maseru2US$1,100Register
17 to 18 Dec 2026Mbabane2US$1,100Register

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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