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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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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Pricing The Trump Effect

Now that Donald Trump has been elected to be the next President of the United States, companies are looking at his campaign promises and cabinet[..]

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Don't Chase Pricing Ghosts

Today is Halloween, but it is no time to be spooked by the challenge of increasing prices to fully capture the value of your products or services.  In[..]

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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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A Surge By Any Other Name Is Just as Sweet

If you've ever tried to take an Uber during a rainstorm or on a holiday, you know why surge pricing can be unpopular. Then again, if you've been picked[..]

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Dealing with Pricing Complaints

If customers complain about your pricing, should you do something? A few things have occurred recently that have prompted me to write this post. In[..]

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It Takes Courage to Price Strategically

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

I recently had a conversation with an executive of a B2B company who said they want to price more strategically. The company currently sets prices[..]

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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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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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