Because it considered s offerings superior, Valent BioSciences Corp (VBC), a US supplier of plant growth regulators (PGRs) used value based pricing. So that its growers could easily perceive how the price was justified it calculated the differential value (difference between its offering and the next best alternative) and verified the differential value with its customer's own data. For example, VBC worked with the agricultural economist from an apple cooperative in South Africa to develop a cu...
BPIR Categories4.1.4 Develop & implement marketing strategy
3.5.1 Test effectiveness of new/revised products/process
13.1 Develop and manage supplier/customer partnerships