Premium Brands and Price Sensitive Customers

In July, the University of Pennsylvania announced the offering of online degrees in Masters and Bachelors programs, which are designed to appeal to[..]

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Pricing Strategies Should Endure, Individual Prices Should Not

Five, five, five-dollar footlong.  Who doesn’t remember that jingle?  During the last recession, Subway announced their promotion for footlong subs[..]

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Don’t Get Angry About Prices – Change Your Buying Behavior

During my recent vacation, there were multiple occasions where consumers expressed anger to me about prices they had paid or had refused to pay.  The[..]

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How to Segment When All Customers Look Alike

Customer segmentation is a simple concept – identify groups of customers who tend to have similar levels of price sensitivity and set distinct prices[..]

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Irrationality Has Its Limits

A couple years ago I wrote a post, The Myth of the Rational Consumer, in which I discussed evidence that customers really don’t want to change products[..]

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Respond Profitably to "Alternative Facts"

While there are surely more important things than crowd size for our politicians and news media to worry about, both groups have participated in a[..]

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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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Increase Your Prices Without Angering Your Customers

In 2016 we saw several examples of companies raising prices rapidly and causing an uproar in the process.   Classpass canceled their subscription to[..]

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No Sacred Cows

The year 2016 is almost over.  All businesses should reflect on what has worked, and what has not worked; and they should be prepared to adjust in[..]

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Blending Generics in Your Product Lineup

After getting raked over the coals by Congress earlier this year, Mylan is preparing to release a generic version of their EpiPen, Mylan To Start[..]

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