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Retailer Pain Offers B2B Pricing Lessons

A recent article in Business Insider, No one pays full price anymore - and it's terrifying companies, highlighted the perils of discounting. The conclusion of the article was “Consumers just don’t want...

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When to Use Multi-part Pricing

arlier this month there was an article in the Wall Street Journal, Why Gadget Warranties Are (Almost) Never Worth It, pointing out the disadvantageous math behind most extended warranties and...

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New Year’s Resolutions for Pricing

Many of us make New Year’s resolutions with great intentions, but perhaps miss carrying out some of them. Even if you made great progress this year, we hope you will join us in making and sticking to...

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Sell the Product, Not A Low Price

Time and again I hear people lament that their competitors’ products are just as good as their own, and prices have to be low to win sales. The general assumption is that price is the most important...

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It Takes Courage to Price Strategically

I recently had a conversation with an executive of a B2B company who said they want to price more strategically. The company currently sets prices using a cost plus methodology, and they have heard...

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Dealing with Pricing Complaints

If customers complain about your pricing, should you do something? A few things have occurred recently that have prompted me to write this post. In early March a bill was introduced in the Senate,...

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A Surge By Any Other Name Is Just as Sweet

If you've ever tried to take an Uber during a rainstorm or on a holiday, you know why surge pricing can be unpopular. Then again, if you've been picked up by that Uber while other people were still...

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You Get What You Pay For

Lou Gerstner recently wrote an op-ed for the Wall Street Journal, The Culture Ate Our Corporate Reputation, in which he discussed corporate leaders blaming their culture for poor performance. In the...

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Don’t Chase Pricing Ghosts

Today is Halloween, but it is no time to be spooked by the challenge of increasing prices to fully capture the value of your products or services. In nearly every company, opportunities exist to...

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Pricing The Trump Effect

Now that Donald Trump has been elected to be the next President of the United States, companies are looking at his campaign promises and cabinet appointments to assess what it means for their business....

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