Use the Anchoring Effect for More Profitable Negotiating

By Scott Francis on Negotiation, Customer Behavior / Post a Comment

When you are entering negotiations, is it better to offer a number first, or wait for the other side to do it?  Although many books and seminars on[..]

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Manage Trade Promotions for Better Returns

By Scott Francis on Marketing, Analytics, Trade Promotion / Post a Comment

Trade promotion spending is an important part of most companies’ annual budget.  Although not always thought of as a component of pricing, a trade[..]

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Dynamic Pricing Benefits Everyone - Part 2

By Scott Francis on Pricing Strategy / Post a Comment

In my last blog post, Dynamic Pricing Benefits Everyone. Politicians Should Stay Out of It, I described the many ways in which dynamic pricing benefits[..]

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Dynamic Pricing Benefits Everyone.  Politicians Should Stay Out of It

By Scott Francis on Pricing Strategy, Dynamic pricing, Economics / Post a Comment

Last week an article in the Pittsburgh Post-Gazette focused on the potential for the use dynamic of pricing in Pittsburgh parking, Let's make smart[..]

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Poor Implementation Does Not Mean Your Strategy Is Wrong

By Scott Francis on Pricing Strategy, Pricing Process / Post a Comment

When the results achieved by a business are poor or less than expected, should the strategy be changed?  It is a question every entity wrestles with at[..]

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What Beer Pricing Tells Us About Incentives

By Scott Francis on Incentives, Pricing Strategy, Pricing structure / 2 Comments

Last month I attended two Major League Baseball spring training games with some long-time friends.  Of course, our experience included beer, because[..]

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Pricing Strategy Simplified

By Scott Francis on Pricing Strategy / Post a Comment

Setting pricing strategies can be complicated, but doing it well is essential to the success of your business.  In Wikipedia, you can find 23 different[..]

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How To Be A Price Leader Regardless of Size

A friend, also named Scott, recently sent me an article Leading the Way that discussed the frequency of small lubricant competitors leading the way in[..]

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The Case Against Price Matching

Amazon announced recently they will no longer offer price match refunds on televisions. That follows Amazon's decision last year to eliminate price[..]

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7 Habits of Highly Effective Pricing

Far too often we see organizations who say they want to improve their margins through better pricing, but their actions belie their statements. [..]

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