Shop Small Communicates Value
In the past few weeks I have seen a number of posts on Twitter, Facebook, Google + and an American Express TV commercial urging people to “Shop Small” and support the local community. The obvious...
View ArticleNet Neutrality – Capture Value or Provide Subsidies?
I wrote a blog in the spring about the net neutrality debate, saying companies should be allowed to capture the value they deliver. Recently President Obama stated emphatically that he favors...
View ArticleSituational Pricing: Lessons from the Super Bowl and Uber
Uber’s surge pricing received more attention last week with the large snow storm in the Northeast, when Uber agreed they would not “gouge” consumers. Prices would be higher than normal, but would not...
View ArticlePricing to Value – Gilead Shows the Way
n late 2013, Gilead Sciences released Sovaldi, a drug that can cure Hepatitis C in 90 days when used in combination with other anti-viral drugs. The initial price was more than $1,000 per day, and the...
View ArticleDon’t Make Your Customers Angry
Earlier this month Turing Pharmaceuticals raised the price of Daraprim from $13.50 to $750.00, an increase of more than 5000%. There were immediate outcries of price gouging from customers who take the...
View ArticleRetailer 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...
View ArticleWhen 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...
View ArticleNew 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...
View ArticleSell 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...
View ArticleIt 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...
View ArticleDealing 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,...
View ArticleA 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...
View ArticleYou 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...
View ArticleDon’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...
View ArticlePricing 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....
View ArticleRetailer 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...
View ArticleWhen 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...
View ArticleNew 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...
View ArticleSell 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...
View ArticleIt 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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