Effective pricing and differentiation strategies
Understanding the risks of dealing in discounts and a "race to the bottom"
Understanding cost base, market features, customer requirements and competitor strategies
Understanding Income /Profit and Loss statements
Recalling the connection (and differences) between sales and profit
Who is it for
Sales and commercial teams; pricing professionals; cross-functional teams; new starters and high potentials
How does it work
Participants work and compete in teams, assuming the role of a commercial team in a manufacturing business. In each game cycle they are presented with a series of live customer orders they can make bids on. Initially, they can only compete against others on price but as the game progresses teams can invest in differentiators which may enable them to be more targeted in customer bids – and to make more profit as a result. By completing P&L statements and reflections after each round, participants quickly connect their decisions to results, and gain insights to help them back at work.
Increased profitability through better decision-making and increased commercial acumen
Greater alignment and empathy between marketing, sales and finance.
Companies who are playing this game
The price is right...
Or is it?
This fast-paced, competitive and highly engaging virtual game enables participants to discover the importance of differentiation, the risks of dealing in discounts, how to understand market demand and, ultimately, how to price for profit!
The experience has 2 core learning modules experienced across 4 game rounds with increasing complexity. In Round 1, teams can only compete on price. By Round 4, teams have been able to invest in differentiators to enable them to win profitable business - if they target the right customers!
Ahmed Moustafa Taha
"I now have a new understanding of pricing and how to sell based on value!"
“What a great experience. I can’t wait to put everything into practice!”
"My training team have witnessed some significant ‘light bulb’ moments that are now having a positive effect on our business."
This is what participants have to say about this game
Topics & Tasks
1) Introducing the "race to the bottom"
2) Introducing the Income/P&L statement
3) The connection between sales and profit
Articulate why competing on price alone is self-defeating
Topics & Tasks
1) Setting a pricing strategy
2) Investing in differentiators
3) Understanding customers and competitors
Understand why differentiation is critical to sustained competitive advantages - and profit!
Who it involves
Normally between 12 to 24 participants in each session (but this is flexible), competing in smaller teams against each other.
They are led at all times by a facilitator either from PBS or the client.
How long it lasts
Most games are 2-8 hours. Some classroom courses last up to 4 days. We tend to avoid playing online for more than half a day in one go.
There is normally some brief pre-work for participants to complete and we suggest a short follow-up workshop to embed the learning.
Where it happens
Almost all of our games can be played face-to-face, virtually or a combination of both.
Increasingly, we are seeing demand for digital games to be played face-to-face in the classroom.
“This is the best training I’ve ever experienced”
Most corporate training is boring, irrelevant or immediately forgotten. Our approach combines experiential and social learning to create immersive, lifelike and memorable experiences.
Participants learn in a few hours what might take months or years in their real jobs.