Many people are familiar with patents, trademarks and copyrights, yet still do not appreciate the distinctions between these various types of intellectual property or “IP” protection.  This short article discusses the major types of IP and shows how different aspects of a product can be protected by different types of IP at the same time.…

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Is GM reverting to MSRPs and high promotional discounts, or is it serious about its strategy to focus on value?  We put this question directly to GM. Claims, Conflicting Developments, and Biting Questions In December 2006, the Wiglaf Journal published a case study on Price Waterfalls.  In it, we described how a business can tilt…

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Ever thought what it costs a company to hire an inferior sales person? In their new book, “Never Hire a Bad Salesperson Again,” authors Dr. Christopher Croner and Richard Abraham examine that question in a chapter entitled “The High Cost of Low Performance.” In the process, they present an 8-step cost calculator. Step 1 –…

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Complimentary analysis spreadsheet provided courtesy of the Wiglaf Journal. At a fast-growing entrepreneurial firm last month, I found myself casually drifting into a dead-serious strategic conversation about pricing.  With growing customer interest and booming orders, the company had recently gone through an expansion in capacity.  Their new capacity would allow for a 3 fold increase…

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Sales Performance, IP, and Volume Chasing Don’t let inertia or apathy allow poor performance to persist. Make decisions and take action. Specific promotional events that are part of the industry wide annual promotional plan do not necessarily imply bad pricing practices. As the GM case points out, tactical moves should not be confused with strategic…

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