Segmentation Is a Critical Part of Channel Management

By Scott Francis on Segmentation, Price Sensitivity, Channel Management / Post a Comment

All companies want to grow.  The tough question is how to do it profitably and sustainably.  A common approach for many manufacturers is to expand the[..]

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Focus on the Segments Before Lowering Prices

Last week there was an article in the Wall Street Journal, So Long, Hamburger Helper: America’s Venerable Food Brands Are Struggling which discussed[..]

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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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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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Pricing Lessons from the Pharmaceutical Industry

Over the past several months, pricing strategies and practices of the pharmaceutical industry have been a subject of discussion, many times for the[..]

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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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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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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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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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