Irrationality Has Its Limits

A couple years ago I wrote a post, The Myth of the Rational Consumer, in which I discussed evidence that customers really don’t want to change products[..]

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The Price of Simplicity

We are occasionally asked by clients or prospective clients to help them simplify their pricing.  These requests are usually the result of the company[..]

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New Year's Resolutions for Pricing

Many of us make New Year’s resolutions with great intentions, but perhaps miss carrying out some of them. Even if you made great progress this year, we[..]

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A Post-Christmas Carol

By Scott Francis on Customer Behavior, customer value / Post a Comment
Twas the week after Christmas and all through the lands
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Customers Are More Loyal Than You Think

By Scott Francis on Customer behavior, Pricing Strategy, customer loyalty / Post a Comment

I am constantly reminded that customers don’t always behave the way the say they will, or the way we think they will.  Earlier this month I read an[..]

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The Problem With Fake Discounts

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

Donald Trump likes to call any reporting critical to him or his presidency Fake News.  While that is a thin-skinned reaction to the stories, the[..]

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Where You Can Lower Prices To Get More Volume

I am often asked where a client can lower prices to get more volume.  Typically, they want to know which segments or customers are buying elsewhere and[..]

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How to Value-Price Durability

Recently I had a conversation with a friend (let’s call her Helen) who wanted to buy a new iPhone, however she was frustrated that the iPhone 8 offers[..]

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Test Your Pricing Strategy Before Betting The Farm

By Scott Francis on Pricing Strategy, A/B Testing, Data Driven Pricing / Post a Comment

Netflix recently announced a 10% increase in the price of its most popular plan from $9.99 per month to $10.99.  The price of their highest tier plan[..]

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Execute Your Plans with Courage, Not Hubris

It’s business planning season!  Right now, many companies are working hard to develop new price lists that will be effective early in January.  These[..]

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