Posts by: Nathan L. Phipps

When Pricing, Don’t Forget Your Story

When Pricing, Don’t Forget Your Story

By Nathan L. Phipps September 21, 2021

Shepherding a management decision can be difficult. Without a story, it is nearly impossible. Pricing professionals have many tools in their toolboxes, but I advise all of you to not underestimate the power of storytelling in your pricing projects.

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The rivalry between Amazon and Walmart is about to open a new front: cryptocurrency

Amazon and Walmart Pursue New Front in Retail Rivalry: Cryptocurrency

By Nathan L. Phipps August 17, 2021

The rivalry between Amazon and Walmart is about to open a new front. The Wall Street Journal reported that Walmart is looking for a cryptocurrency expert to work at their headquarters in Bentonville, Arkansas. Last month, Amazon posted a similar position for a digital currency and blockchain product lead.

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How "The Challenger Sale" by Matthew Dixon and Brent Adamson can be applied to Pricing

How Pricing Can Support the Challenger Sale

By Nathan L. Phipps July 20, 2021

I recently read “The Challenger Sale” by Matthew Dixon and Brent Adamson, highly regarded book among those in the field of B2B sales. How can the sales principles in this book be applied to pricing?

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Timely Feedback is Essential for Pricing

Timely Feedback is Essential for Pricing

By Nathan L. Phipps June 17, 2021

Feedback on pricing behavior needs to be timely. In most cases, that means that salespeople need to have feedback on their prices at the time of the sale. How else can they discern meaningful information about the transaction and adjust accordingly?

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The post-COVID economy is driving rapidly increasing demand, but companies are having trouble re-building workforces

Workers Are Hard to Find Right Now

By Nathan L. Phipps May 18, 2021

A mixture of increased vaccination rates, fiscal stimulus, and the relaxation of business restrictions is leading to increased spending throughout the U.S.…

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Pricing professionals must be adaptable and be prepared to adjust pricing in response to changing market conditions

When Pricing, Adaptability is Useful

By Nathan L. Phipps April 16, 2021

Life is transient. So, adaptability certainly helps. Earlier this week, I found myself reflecting on a recent project. A client was about…

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COVID-19 has created massive supply chain interruption causing delays in materials, production, shipping and delivery

Supply Chain Tribulations

By Nathan L. Phipps March 19, 2021

Earlier this month, I decided to pursue wellness and purchase a bicycle of my very own. (Yes, yes, I hear those of…

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Luxury Goods and Pricing Power

Luxury Goods and Pricing Power

By Nathan L. Phipps February 19, 2021

The story of the coronavirus recession and recovery is a story of unequal outcomes. Not all people are being impacted equally, and…

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Pricing and price sensitivity in the post-coronavirus economy

Looking Back at 2020 and Forward to 2021

By Nathan L. Phipps January 18, 2021

Earlier this month, our friends at Pricefx asked me to contribute to an upcoming article about how the events of 2020 have…

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Holiday Shopping in 2020: Don’t Expect a Big Discount

Holiday Shopping in 2020: Don’t Expect a Big Discount

By Nathan L. Phipps December 18, 2020

The COVID-19 pandemic has upended nearly every corner of our economy in 2020, twisting the once familiar into strange mutations. Retail has…

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About The Author

nathanlphipps
Nathan L. Phipps is a Consultant at Wiglaf Pricing. His areas of focus include pricing transformations, marketing analysis, conjoint analysis, and commercial policy. Before joining Wiglaf Pricing, Nathan worked as a pricing analyst at Intermatic Inc. (a manufacturer of energy control products) where he dealt with market pricing and the creation of price variance and minimum advertised price policies. His prior experience includes time in aerosol valve manufacturing and online education. Nathan holds an MBA with distinction in Marketing Strategy and Planning & Entrepreneurship from the Kellstadt Graduate School of Business at DePaul University and a BA in Biology & Philosophy from Greenville College. He is based in Chicago, Illinois.