Use Segmentation to Grow, Not Exclude Customers

By Scott Francis on Segmentation / Post a Comment

This past week I had two buyer experiences with interesting examples of segmentation, although the sellers may not have realized they were segmenting[..]

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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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Segmentation:  Matching Price Sensitivity and Features

By Scott Francis on Segmentation, Price Sensitivity, customer value / Post a Comment

Last week I read an article in the Wall Street Journal, The Secret Other Reason Basic Economy Is Everywhere.  In the article, the writer seemed to[..]

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The Price of Simplicity

We are occasionally asked by clients or prospective clients to help them simplify their pricing.  These requests are usually the result of the company[..]

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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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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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Don't Fall for Scary Stories and False Correlations

Last week Andy Kessler wrote an article in the Wall Street Journal, The High Cost of Raising Prices, which might scare you into thinking you will ruin[..]

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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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