Segmentation Is a Critical Part of Channel Management

By Scott Francis on Segmentation, Price Sensitivity, Channel Management / Post a Comment

All companies want to grow.  The tough question is how to do it profitably and sustainably.  A common approach for many manufacturers is to expand the[..]

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Don't Fall for Scary Stories and False Correlations

Last week Andy Kessler wrote an article in the Wall Street Journal, The High Cost of Raising Prices, which might scare you into thinking you will ruin[..]

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Lower Concession Prices May Backfire

By Scott Francis on Pricing Strategy, Customer Behavior, Discounting / Post a Comment

The Atlanta Falcons have established a new concessions pricing strategy for the coming season, and they will have the lowest prices in the NFL.  They[..]

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Focus on the Segments Before Lowering Prices

Last week there was an article in the Wall Street Journal, So Long, Hamburger Helper: America’s Venerable Food Brands Are Struggling which discussed[..]

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Elmer Fudd Should Not Lead Your Pricing Strategy

One of the more common things we see is pricing strategies and tactics succumbing to fear, uncertainty and d-doubt (FUDD).  When that happens,[..]

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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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