THE PECULIARITIES OF METAL PRODUCT PRICING BASED ON THE INTEGRATED APPROACH
The article studies the process of metal product pricing of Cherepovets Metallurgical Works OAO «Severstal». As a rule making a long-term contracts is more beneficial and comfortable way to work with customers. The authors identify that the current approach to pricing isn’t effective enough at the long-term contracts and at pricing the new types of products. The pricing decisions are made with the use of management discount that reduces the effectiveness of the operating mechanism of extra charges and discounts. The authors offer the approach based on the selection of customer’s needs in the project. It allows to select 4 groups of customers: typical customers, big distributors, customers who need in elaboration of new types of product and key customers. Further, it’s important to choose one of the calculation methods of the metal product’s final price for every segment: the formula pricing, the pricing which is based on the score for the customer, the pricing based on the list prices. This approach allows to increase the effectiveness of the metallurgical enterprise’s product pricing.