Where You Can Lower Prices To Get More Volume

I am often asked where a client can lower prices to get more volume.  Typically, they want to know which segments or customers are buying elsewhere and[..]

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How to Value-Price Durability

Recently I had a conversation with a friend (let’s call her Helen) who wanted to buy a new iPhone, however she was frustrated that the iPhone 8 offers[..]

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Test Your Pricing Strategy Before Betting The Farm

By Scott Francis on Data Driven Pricing, Pricing Strategy, A/B Testing / Post a Comment

Netflix recently announced a 10% increase in the price of its most popular plan from $9.99 per month to $10.99.  The price of their highest tier plan[..]

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Execute Your Plans with Courage, Not Hubris

It’s business planning season!  Right now, many companies are working hard to develop new price lists that will be effective early in January.  These[..]

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Customer Value: The Price of Paradise

By Scott Francis on Value Pricing, Pricing Strategy, customer value, Pricing / Post a Comment

Earlier this year, my wife and I moved to Florida.  With year-round nice weather, palm trees and white sandy beaches, it seems like Paradise.  Last[..]

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Amazon Unlikely To Start Grocery Price War

By Scott Francis on Pricing Strategy, Price Wars / Post a Comment

Much has been written in the past few weeks about the impact Amazon would have on the grocery industry after acquiring Whole Foods.  The Washington[..]

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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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Lower Concession Prices May Backfire

By Scott Francis on Pricing Strategy, Customer Behavior, Discounting / Post a Comment

The Atlanta Falcons have established a new concessions pricing strategy for the coming season, and they will have the lowest prices in the NFL.  They[..]

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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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Elmer Fudd Should Not Lead Your Pricing Strategy

One of the more common things we see is pricing strategies and tactics succumbing to fear, uncertainty and d-doubt (FUDD).  When that happens,[..]

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