Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. The Money Train “With knowledge of cost, pricing will be based on plant load (schedule), amount of value added (manufacturing less materials and outside purchases), history with client, and the competition,” he says. “Another important consideration is whether this is a new business opportunity. So, in effect we use all of these methods for determining price.” Cone says that printers can use four different types of pricing: Cost-based. “Based off of figuring your actual costs and putting on pre-subscribed markups to them.” Results-based. “A little more tricky. Learn the results the customer is looking for and set your price based on the value of those results. This may not be scientific, but it can be very profitable.” Market-based. “Judge your prices on what everyone else is charging. (This will generally lead to charging too little.)” Price list. “Have a price list. The disadvantage is that some of these prices may be based on the ‘hope’ that over a period of time what you are charging will average out to be profitable.” So what’s the best method? According to Cone, consider all of them. “I use a combination,” he says. “Different ways of pricing for different customers in different situations if you can do it. I use cost-based pricing as a floor from which to start, so you’re always sure that your costs are covered and then go from there based off of market-based or results-based.” “Customers are looking for a competitive price but it needs to be coupled with the printer’s ability to do proper planning, knowledge of the project and a promise to perform.” — George DeMambro, VP of sales for ACME Printing P24 CANVAS AUGUST 2008