Archive for 2018
The Process for Pricing Innovation
A good pricing decision is two-fold: One defines an aspirational list price and a commercial policy that deducts from this list price known discounts, which lead to the expected target prices by customer segment and perhaps channel.
Read MoreWhen Shortage Is Strategic
Shortages can be signals of excitement, quality, even virtue. “Sold out” is a powerful story for the right kind of product. Musk’s goal isn’t optimizing his earnings from flamethrowers. His goal is building excitement and investment around his companies. Selling out a flamethrower, and even a hat, does that in a big way.
Read MoreChanging of the Pricing Guards
If you can successfully explain why implementing a value-based pricing strategy will be instrumental in moving your company towards their goals and targets, you should be in a pretty good position to get buy-ins.
Read MoreMarketing Industry Survey Reports—Clients and Agencies May Not Be On the Same Page
Clients growing and expanding their in-house agencies was among the “troubling trends” uncovered in the survey. Another problem area expressed by agency executives was “a decline in commitment from their clients to their partnership, and a lack of understanding of the value they offer as an agency partner.”
Read MoreStrategic Movements: February 2018
Margrethe Vestager, EU’s antitrust chief, hit Qualcomm with a EUR 977 million fine for anticompetitive practices. Crime: contracts with rebates paid to Apple for using Qualcomm chips exclusively and had a dominant position.
Read MoreValue on the Table vs. Capturable Value
In this article I will review some of the issues engaged and practices suggested by different authors, and then offer the Half-Gains Double-Losses rule to define the capturable value from the economic value to customer and therefore drive a price recommendation for guiding the pricing decision.
Read MoreThinking About a Career in Pricing?
Remember, pricing professionals come from a wide variety of backgrounds and the skills needed to be successful can be acquired in many related functions and departments. Just because you don’t have the word pricing in your current title does not mean you are not qualified!
Read MoreHarvard Uncovers a 15th Century Business Success Manual
The translated manual offers “early concepts of corporate social responsibility,” says Harvard Business School professor of management practice Dante Roscini. The manual also addresses “the issue of responsibility to the community and who you are as a person.”
Read MoreStrategic Movements: January 2018
The future may not become a dystopian duopoly of just Amazon and Walmart. There will be competition, but which and who? In dirt one can find gems.
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