Pricing Strategies That Last

By Scott Francis on Pricing Strategy / Post a Comment

I have written a number of blog posts about pricing strategies and business strategy in general. Setting strategy is fundamentally about making choices[..]

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It's the Segments!

A few days ago Marriott announced they would be merging with Starwood Hotels & Resorts. Arne Sorenson, the President and CEO of Marriott International,[..]

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Skipping the Discount Frenzy

Last month REI announced all 143 stores would be closed on Thanksgiving and Black Friday, REI will urge Black Friday shoppers to go outside instead.[..]

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Retailer Pain Offers B2B Pricing Lessons

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

A recent article in Business Insider, No one pays full price anymore - and it's terrifying companies, highlighted the perils of discounting. The[..]

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The Myth of the Rational Consumer - Take 2

In May I wrote a blog, The Myth of the Rational Consumer, in which I gave examples of consumers having problems with the cars they drove on the race[..]

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Don't Make Your Customers Angry

Earlier this month Turing Pharmaceuticals raised the price of Daraprim from $13.50 to $750.00, an increase of more than 5000%. There were immediate[..]

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How Higher Prices Are Affecting E-book Sales

Last week an article in the Wall Street Journal, E-Book Sales Fall After New Amazon Contracts, reported that major publishing houses were experiencing[..]

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Can Jet.com Make it Up on Volume?

By Scott Francis on / Post a Comment

A little more than a month ago, Jet.com opened its digital doors for business. Jet’s stated goal is to “make shopping more transparent, more[..]

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Customer Segmentation in the Wireless Market

By Scott Francis on Pricing Strategy, Segmentation, Bundles, Customer Needs / Post a Comment

For years cell phone service came with 2-year contracts and included a discount on a new telephone. In the past year, however, T-Mobile started a trend[..]

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Pricing to Value - Gilead Shows the Way

By Scott Francis on Value Pricing, Price Competition, Price Sensitivity / Post a Comment

In late 2013, Gilead Sciences released Sovaldi, a drug that can cure Hepatitis C in 90 days when used in combination with other anti-viral drugs. The[..]

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