Acquiring with a marketer’s eye Another in a series of white papers for M&A Professionals Summary: If you have been following along with this white paper series, you know our admiration for Warren Buffett and Charlie Munger. The success of Berkshire Hathaway is unquestionable. So you can understand why we chuckled at the flurry of…

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Grey markets caused by parallel importing create challenges for companies.  For some, parallel importing improves revenues.  For many, it is a challenge that can be ignored.  Yet for others, parallel importing presents a real pricing challenge.  On 16 September 2008, the European Court added a new arrow in the quiver for managing these types of…

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Fall Showers to Financial Storms. Wear boots to traverse the muck! Referrals are low hanging fruit. Harvest well. Price discrimination is good for profits, but exercise with care or either big brother will visit or backwards flows will be created. Parallel importing is an incentive problem. Manage the incentives with both carrots and sticks. Don’t…

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NOTE: How do you determine the power and value of a brand?  In the following article, I and my associate, Diana Tadzijeva, research a variety of techniques and methods to determine brand values. A two-part article with far more detailed information  started in the August issue of “Intellectual Property Today” and is available on-line at…

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These are exciting times.  Prices are in flux.  Many companies are raising prices, some easily, others not so much, and still others find price increases unattainable.  How to make sense of all this?  Or, more precisely, what should a pricer do? As with every pricing decision, it is a strategic issue as much, if not…

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Summer is over. Step up the pace. Economic situations are changing. Use your strategy to guide your prices. Want pricing power, differentiate yourself and create brand power. In the intellectual property area, damages in trademark infringement litigation have to be tied to some marketing value – and NOT an accounting value. Find More Customers. Sell…

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Despite Federal Reserve Chairman Ben Bernanke’s desire to quiet discussions of expected inflation, most executives working within industries dependent on agricultural and energy inputs are facing a dire need to raise prices.  Best practices in pricing indicate that the firms that raise prices first and the industries which follow those firms are likely to reap…

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Obtaining new business is perhaps the most critical concern for growing organizations – especially smaller entrepreneurial firms.  Realizing that both time and financial resources are at a premium, the Wiglaf Journal has developed the following 7-step primer to provide a new business development model and implementation plan. Step 1 – Determine the goals and objectives…

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In the Heat of the Night … Plan and Frolic Set your goals, pursue them, measure attainment, imagine new horizons. Some risks are too big and should be avoided, others manageable with expected results, and then there are those you have no choice but to take. There is only so far that productivity improvements can…

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