It’s easy to cut prices – your customers are happy, your sales people are happy – and if you do it right, your sales volumes go up. But yourRead more
Is Your Website Working? Have potential customers told you that they don’t know what you do? Have others told you that they can’t tell the difference between you and…Read more
Buyers are Less Concerned About Price Than You Think When you start shopping for a new website, is pricing your number 1 concern? Or is it more important to…Read more
I don’t sell pens! It sounds like a crazy thing to point out – but when I tell people that I develop marketing strategies for businesses, they often exclaim…Read more
As a product manager, the ultimate goal is to develop and launch new products into the market. At times though, it is more critical to decide which products to stop…Read more
I started out my career as a design engineer blissfully shielded from the reality of product portfolio management, cannibalization of higher priced products, value-based pricing and the concept ofRead more
I just finished teaching a graduate course in marketing. This is a required course for all MBA students so I get a wide range of students – some…Read more
Being innovative in pricing takes some good old-fashioned marketing work. You not only have to understand the value that you are delivering, but you also have to understand theRead more
Increasing prices can greatly increase profitability. That’s why we do it. Sometimes it takes more than just increasing prices on individual products or services. It may take a change…Read more
Services are different than “goods” or physical products! When considering how to price a service, it is important to understand those differences and understand how to position yourself toRead more