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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Dealing with Pricing Complaints

If customers complain about your pricing, should you do something? A few things have occurred recently that have prompted me to write this post. In[..]

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Competitive Analysis is Information, Not a Pricing Strategy

In discussions with clients or prospective clients, we are often asked if our work is driven from monitoring competitor prices. In our view, an[..]

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Testing Testing A-B-C

How confident are you that the prices you have set are the optimal prices? If your prices were higher, would you make more money or perhaps cause[..]

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Real Change Requires Real Leadership

Heraclitus, the Greek philosopher, has been cited as the original source of the statement, “The only thing that is constant is change.” Whether that is[..]

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It Takes Courage to Price Strategically

By Scott Francis on Value Pricing, Negotiation, Pricing Strategy / Post a Comment

I recently had a conversation with an executive of a B2B company who said they want to price more strategically. The company currently sets prices[..]

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When Size Matters

Late last month there was an article in the Wall Street Journal, Smaller Sizes Add Pop to Soda Sales, describing the attempts by Coke and Pepsi to sell[..]

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