Improvement Requires Involvement

I recently spoke with the head of pricing for a multi-billion dollar, multi-division company about their goals for price improvement.  His team leads[..]

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The Perils of Discounting

Last month I wrote a post, When to Use Low Prices to Grab Market Share, in which I described situations where that pricing strategy worked and where it[..]

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Pricing Lessons from the Pharmaceutical Industry

Over the past several months, pricing strategies and practices of the pharmaceutical industry have been a subject of discussion, many times for the[..]

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When to Use Low Prices to Grab Market Share

I don’t use Uber often, but our family recently used it to take us to the airport. When we returned, we just walked outside the airport and hopped in a[..]

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Big Returns from Incremental Investments

All companies want to improve their profitability and deliver more value to their shareholders, but the best ways to do that are often debated. Pricing[..]

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Pricing Strategies for the Many Faced God

I have been watching the Game of Thrones the past several seasons. I love the rich scenery, the diverse range of characters, and the intriguing,[..]

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Make Sure Your Product Lineup is Properly Positioned

We have written many times before in our blogs and newsletters that customers are not all equal.  They have different needs, they value product[..]

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A Surge By Any Other Name Is Just as Sweet

If you've ever tried to take an Uber during a rainstorm or on a holiday, you know why surge pricing can be unpopular. Then again, if you've been picked[..]

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Where's Waldo Pricing Causes Customer Dissatisfaction

Last month I wrote a post Dealing with Customer Complaints in which I mentioned some personal dealings with Verizon that were unsatisfactory. In the[..]

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Should You Fire Low Margin Customers?

A somewhat popular tactic of companies looking to improve their margins is to identify their low-margin customers and fire them. They don’t go Donald[..]

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