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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Four Tips for Measuring the Effectiveness of Pricing

By Scott Francis on Data Driven Pricing, Measurement, Analytics / Post a Comment

 

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Sell the Product, Not A Low Price

Time and again I hear people lament that their competitors’ products are just as good as their own, and prices have to be low to win sales. The general[..]

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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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