Forum for Pricing Managers

The term patient-centricity can be difficult to understand. We discuss the implications of patient-centricity on the US healthcare system.

Improving your pricing strategy is a dependable way for your organization to improve its bottom line & profitablity. We discuss several steps on roadmap to strategy improvement.

Today’s B2B sales landscape has changed vastly; relationship selling is dead and procurement departments are more stubborn than ever. We discuss how to win in such a volatile landscape.

With the announcement of Brexit came many unknowns. We discuss strategies that your pricing department can use to counter the ambiguity and achieve a winning pricing strategy.

Uber has been able to leverage dynamic pricing to revolutionize their industry. Read what we think are the most important lessons to learn from Uber.

The strategy companies choose to price their products and services can be a key factor in their success or failure. How the IoT influences pricing strategy.

Excess capacity is the bane of many industries. It can be blessing in disguise, though, once manufacturers figure out how to use it to their advantage without threatening their core businesses.

Are you making one of the three most common Pricing mistakes we see businesses making? If so, here’s our advice on how to correct them.

“Value” is an easy word to say in any industry. We all know you have to create it, communicate it, and capture it.

Many Associations and Non-Profits are faced with slowing growth and shrinking margins. But with better pricing, they can serve, not sell and see “Quick Win” pricing opportunities.

Quantified customer research is key to establishing the optimal price point and enables companies to capture more revenue. Companies leading the way in Pricing Strategy regularly conduct extensive Pricing Research. This is especially important in the Fashion industry, where customers’ perceived value can far exceed production costs.

In pricing we talk a lot about developing an ‘outside-in’ perspective; the type of perspective that helps you understand what customers are willing to pay for. Pricing research provides critical insight into your customers but watch out for common pricing pitfalls.

Cost based pricing is relatively simple. The simplicity of cost-based pricing is what attracts many companies. But we think companies would benefit from slowing down before adopting such a pricing strategy.

After a recent visit to the barber, I was reminded the importance of a strong value proposition. Here are 3 of the lessons I learned.

Why does Chipotle charge a 200% price premium for their guacamole? We discuss pricing opportunities for the beloved burrito chain.

Good pricing means knowing where your power is. If the value is strong, there is an opportunity either to raise prices or grow share. If the value is weak, pricing must be adjusted accordingly to protect your brand. Otherwise, you risk becoming irrelevant.

Bon Jovi said “The only thing I like more than my wife is my money.” It’s rare that you find a rock star that likes his wife, but even more so to find one that that actually practices what they preach.

Kent had been excited about launching his company’s newest engine into the aviation industry. It offered major benefits, such as better mileage, greater durability and reduced maintenance costs. Unfortunately, sales were anemic, and Kent was forced to discount heavily to hit his target numbers.

After a busy month of travel to Europe and throughout the United States, on Saturday I learned of Aeroplan’s upcoming increase to the point requirements for a “free” flight.

For many lost deals, price was not the factor; perceived quality was the driving force behind the decision. Collect customer feedback and use lessons learned to refocus your service-delivery model and win more deals.