Senior Vice President of Business Development at YIT Russia Jukka-Pekka Uuskoski describes strategic pricing as an important success factor in the Russian residential construction market. Pricing principles are on the Executive Board s agenda at YIT Russia. Aalto EE s Strategic Pricing program brought new ideas on proactive pricing and strengthened my understanding on the multifaceted links between pricing and profitability. The program gave me good tools to use in leading and coaching strategic pricing, Uuskoski says.
YIT is by far the largest non-Russian building company operating in the Russian housing market. In Russia, YIT’s focus is solely in residential construction, and it sells more apartments in Russia than it does in Finland. The growing middle class forms YIT’s most important target group and during the first three quarters of 2014 YIT Russia sold over 3000 apartments. Jukka-Pekka Uuskoski has over 20 years’ experience from Russia. He has worked for YIT earlier in his career as well, and this time around he has been with YIT for eight years. Uuskoski describes Aalto EE’s Strategic Pricing program as time well spent.
”I don’t carry out the actual pricing; my job is to coach and oversee our experts in this important issue. I wanted to get new tools to help our pricing professionals, and of course also see if Aalto could offer me new ideas on pricing, as it is such an important competitive factor in the Russian residential construction market.”
Pricing is so much more than merely agreeing on discounts. Psychological pricing is a very interesting topic that the program clarified.”
”I got exactly what I wished for from Aalto EE’s Strategic Pricing program. The program took three days, which at least for me is pretty much the maximum length I can arrange free time in my calendar. I am happy to recommend the program to experts working in pricing, and for managers coaching them – and I don’t see why it would not be a great idea for procurement experts to be up-to-date on the secrets of strategic pricing as well.”
”Pricing is so much more than merely agreeing on discounts. Psychological pricing is a very interesting topic that Aalto’s program clarified. Agility is making its way to pricing. A company with passive pricing will miss out on the many opportunities right pricing can bring. In Finland, pricing is not an aggressive competitive factor–yet. Companies sometimes only wake up to realize the necessity of strategic pricing when foreign competitors enter the market. In Russia strategic pricing brings YIT dynamic competitive edge.”
”It would be highly beneficial for pricing professionals to see the entire picture: how marketing and discount campaigns impact profitability and how things add up under the bottom line for a company. It is important to understand the various elements of pricing and how right pricing can bring substantial competitive advantage. Aalto EE’s Strategic Pricing program provided new ideas and enhanced my previous notions of the relationship between profitability and pricing.”