Top 6 – June 2007


Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing

Published June 1, 2007

Revenue Capturing

  1. People like stories. They are believable and engender trust. Open you coat a little and capture their trust.
  2. Poorly imitable promotions need a time window of exclusivity.
  3. Promotions don’t just tout price, they build or leverage the brand position.
  4. Know your points of differential advantage and leverage them in your promotions.
  5. Sometimes, counterintuitive pricing models are better than industry gold standards.
  6. When you’ve won a round, shift to thinking beyond the immediate question and position yourself for future wins.
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About The Author

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.