Determine Your Pricing Point Taxonomy To Help You Pricing Strategy: Using

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Pricing Strategy: UsingTaxonomy to Help youDetermine your Pricing PointAlessio RomeniChief Revenue Officer at ZALORA Group

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointDiscussion Topics1Revenue - What do we do2Where do we use Taxonomy3Taxonomy on RRP4Taxonomy on Discounts - Markdown & Markup5Key Learnings6Taxonomy Beyond Pricing

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointRevenue team at Zalora- what we do Lack of relevant attributes Difficult to navigate and search specific products Lack of product hierarchy Too few attributes / Too many attributesResults in Misleading consumer insights Poor planning Loss of customer to your competitors Lack of customer loyalty and understanding Missed revenue and loss of sales

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointRevenue team at Zalora - what we doPricing Pricing strategyDiscount strategy for profit optimisationInventory managementMerchandising Chase the Business Plan, tradingCampaign planning and executionOnsite optimisation by market, segment,CRM Customer communication (any topic)Lifecycle managementLoyalty, cross-sellRevenue Analytics Business Planning and target settingForecast, prediction and reportingCRO (sorting, search, GH, personalization)Revenue PMO Business Development (Cashback, personalisation)Tech roadmap (promotion, shipping fees)Project management and strategyShort-med termCR% and ABSoptimisationHighest Revenuewithin profitabilitytargetMid-long term CR%and active baseoptimisation

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointRevenue team at Zalora - where do we use taxonomyPricing Pricing strategyDiscount strategy for profit optimisationInventory managementMerchandising Chase the Business Plan, tradingCampaign planning and executionOnsite optimisation by market, segment,CRM Customer communication (any topic)Lifecycle managementLoyalty, cross-sellRevenue Analytics Business Planning and target settingForecast, prediction and reportingCRO (sorting, search, GH, personalization)Revenue PMO Business Development (Cashback, personalisation)Tech roadmap (promotion, shipping fees)Project management and strategyShort-med termCR% and ABSoptimisationHighest Revenuewithin profitabilitytargetMid-long term CR%and active baseoptimisation

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on setting of RRP The initial price of a product determines its “market value”. Before settingthe price for a product, we often need to ask ourselves a list ofexhaustive questions. These questions further classify the product for usto come to a most accurate pricing. With Taxonomy, we are able further breakdown the the product intogreater granularity and have a full view on the product positioning withinour product offerings The enhanced granularity then allows us to do a more accuratebenchmark against our competitors who are offering similar products. It also streamlines the process and organize better the assortment,allowing clear owners. Flawless execution is part of winning strategy

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on setting of RRPExampleFor a particular activewear brand, with taxonomy, we can further breakdown the product category into subcategories and price them accordingly. We can see that products categorised under Shoes tend to be pricedthe highest, followed by Pants/Leggings, and Tops/T-shirts. These products can then be further categorized bydesign, material, and more which would then bring us to the final set of prices.

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on discounts Upon setting the initial price, next we would need to determine the subsequent price changes for the product (ifrequired). Better taxonomy allows us to have more data points (eg.size availability, age) for our in house pricing algorithm to runmore accurately. The initial process of setting the RRP has already identified our competitors. Now, we can delvedeeper into the performance of it which can be further split into different categories for price matching. Competitor price matching is commonly done to ensure that we would not lose out customers to our competitors andthis can be in terms of markdowns or markups. Taxonomy ensures that we are matching our prices to the right product and helps us classify them by the variousperformance metrics (eg. Stock Availability, Size Availability) for an accurate price change decision. Eg. The competitor changes price for their night party dress. Using Taxonomy, we split our dress catalogfurther and only match prices for night party dress instead of floral dresses too., Also, the discount and price range classification of our product in our competitors’ website can guide us on the optimaldiscounts whilst maintaining the brand image. Eg. Luxury brands such as Ferragamo tend to have less discounts due to their brand image.

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on discounts (Useful classificationsin competitor price match) When we look at stock availability we then also categorise them by occasion tagging of the product (core/seasonal plc)On size availability, we also further split the type of sizes available.

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on discounts (Markdown) Lowering of prices to match competitor prices can be done on a moreprecise level with Taxonomy. Price matching can be done based on the comparison of furtherclassification via Taxonomy. Stock Availability: In stock/ Out of stock When both the competitor and us have the same productin stock, we ought to markdown to match prices whenpossible so as to not lose out to our competitors. Next, we split the product type into core/seasonalstock. Eg. Raya stock is considered seasonal with shortplc and tends to only sell during Raya period.Hence, we would need to stay more competitiveand markdown to match prices during this period.

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on discounts (Markdown) Size availability: High/ Low In the case where we have low size availability compared to ourcompetitor, we ought to markdown prices to lure more endpurchasers. With low size availability, we should also look at the type of sizeswe have left. Whether they are the more commonly boughtaverage sizes or sizes on the extreme ends. Eg. For a pair of boots if we are only left with the smallestsize while the competitor still has a good range of sizes,we should definitely lower prices or perhaps go evenlower to entice customers.

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on discounts (Markdown) Besides doing markdowns, we can also markup prices based on Taxonomy. Increasing prices via competitor price matching helps to save our margins and gives us visibility on whether we areover discounting products. Increasing prices via price matching can be done based on the comparison of further classification via Taxonomy: Stock Availability: Instock/ Out of stock Eg. If the competitor has no more stock for a core product like sneakers, we can markup prices to savemargin. Size availability: High/ Low In the case where the competitor has low size availability and we still have a good range of sizes, wecan markup prices. With low size availability, we should also look at the type of sizes we have left. Whether they are themore commonly bought average sizes or sizes on the extreme ends. Eg. For a pair of boots if we are only left with the largest size while the competitor is still has theaverage sizes remaining, we should definitely lower prices or perhaps go even lower.

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy on Pricing - Key learnings1 - Averages are bad. Better taxonomy allows more granular (i.e.optimal) actions4 - The art of classification - it allows a cleaner product assortmentorganization, clarifying ownership and improving execution2 - Any pricing action should consider the categorisation of theproduct (RRP, inventory, competitive, trading)5 - Taxonomy drive category tree structure and therefore increasescomplexity of the systems3 - Detailed taxonomy allows to map competition and refine tradingmore dynamically, while clearly communicating to the customer6 - Build it to go more granular but move there in phases

Pricing Strategy: Using Taxonomy to Helpyou Determine your Pricing PointTaxonomy Beyond PricingIt is very likely that your customer knows the taxonomy at least aswell as you (especially if you are a vertical playerStrong taxonomy will translate in a clearer category tree, the basisof data structure (ERP) and therefore also of most of the app/siteset upYou can refine the messaging based on more granular and precisetaxonomy to drive higher engagement (CTR and CR usually)A granular taxonomy allows the creation of more granular customercohorts, which can then be targeted with campaign/differentpricingDiscoverability is crucial - a more complete taxonomy improveperformance of search non-linearly

Thank You!Alessio RomeniChief Revenue Officer at ZALORA Group

Lowering of prices to match competitor prices can be done on a more precise level with Taxonomy. Price matching can be done based on the comparison of further classification via Taxonomy. Stock Availability: In stock/ Out of stock When both the competitor and us have the same product in stock, we ought to markdown to match prices when

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