Pricing Analytics: Segmenting Customers To Maximize Revenue

Рет қаралды 31,134

9 жыл бұрын

Potential customers for a product or service can be segmented into valuation groups. High valuation groups are willing to pay more for the product or service, while low valuation groups are only willing to pay a lesser amount for the same product or service. This presentation provides a basic background on yield management through customer segmentation, and a hands-on example of modeling airline customer segmentation using Excel.

Пікірлер: 13

@samuelbruce4995 7 жыл бұрын

Thanks Michael, you saved my interview.

@TheMaverickanupam 5 жыл бұрын

Brilliantly explained, thank you.

@RahulPandey-ny7vh 2 жыл бұрын

Excellent presentation "'Greetings and warm respect from Bharat"'

@sarahnagui3683 6 жыл бұрын

great video !

@chicong8464 8 жыл бұрын

excuse me, i don't understand at 6:29 why low value demand equal that formula minus high value demand? what does it mean in business or model?. Thanks

@bchef71 9 жыл бұрын

Thanks Michael for this great tutorial. One question though... it seems that I should flip the x and y when adding the demand function to calculate the qty. Y is price and X is Qty, correct?

@MichaelLamont 9 жыл бұрын

The X value is the quantity and the Y value is the price, but you don't need to flip them for this particular analytical method like you do for some of the other methods. You can do a quick logic check by looking at the curve Excel draws for us - you'll notice that as the price (Y) decreases, the demand (X) increases. That's exactly what you'd expect to happen in the real world. As the airfare price decreases, more people want to take the trip.

@krazyts 8 жыл бұрын

Dear Michael, A short question and i wanted to know if this was intended. please help... While entering the Demand at 04:15 you entered =838.93-0.7099*F9 this would multiply f9 with 0.7099 and then minus the answer from 838.93. shouldnt the formula be =(838.93-0.7099)*F9 so that the subtraction gets done first and then the result is multiplied by f9. Im new to pricing and was just wondering if this is the way the formula works. Thanks in advance :) cheers

@krazyts 8 жыл бұрын

=838.93-0.7099*F9 = 382.4643 =838.93-0.7099*F9 = 538975.5 (this obviously makes no sense to be a price for a ticket :) ) but im looking for the logical reason behind it :)

@agalal5380 7 жыл бұрын

Why do you multiply the demand by 50?

@MrBady92 7 жыл бұрын

i think, the slide bevor is falsch. he wanted to write, 20% are 10 passengers.

@Tessitura9 6 жыл бұрын

It's because he said the sample survey that we're getting out data from is only 2% of the market. So we're only looking at 2% of the actual population. To get figures reflective of the entire market (as opposed to only 2% of it), we multiplied all the numbers by 50 (because 2$% x 50 = 100% of the market)

@TheMaure 5 жыл бұрын

@MGLondon You're wrong. If 10 persons =2% of the global demand then 100=20% then 500=100% of the global demand and in order to get 500 persons we only need to multiply the 10 persons by 50 ;)