What Beer Pricing Tells Us About Incentives

By Scott Francis on Incentives, Pricing Strategy, Pricing structure / 2 Comments

Last month I attended two Major League Baseball spring training games with some long-time friends.  Of course, our experience included beer, because[..]

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Killer Customer Satisfaction Surveys

I seem to have received an extraordinary number of requests lately to complete customer satisfaction surveys.  Some have been only one question and[..]

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You Get What You Pay For

Lou Gerstner recently wrote an op-ed for the Wall Street Journal, The Culture Ate Our Corporate Reputation, in which he discussed corporate leaders[..]

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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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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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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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When to Use Multi-part Pricing

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

Earlier this month there was an article in the Wall Street Journal, Why Gadget Warranties Are (Almost) Never Worth It, pointing out the disadvantageous[..]

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"The Market Sets the Price" is Not a Strategy

“The market sets the price!” We have all heard that statement and many treat it as axiomatic. After all, there are limits to prices on every product or[..]

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Are Your Incentives Aligned?

By Scott Francis on Incentives, Best Practices / Post a Comment

As the new year kicks off and you take aim at your 2015 goals, are your incentive plans aligned with your business goals? Best practices ensure that[..]

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