Pricing
Three Common Causes of Pricing Conundrums
Across a number of business-to-business industries, pricing issues frequently arise that create conflict within a channel….
Understanding and Overcoming Pricing Conundrums
Pricing management is difficult when there are complex customer chains with many steps between the manufacturer…
Pricing and Channel Strategy: The Importance of Understanding Customer Chain Economics
If your company is a business-to-business supplier, most likely its product(s) go to market via complex…
Expensive Decisions: Getting Pricing Right
Pricing pressures, commoditization, and competition are just some of the challenges companies face when it comes…
The Future Market For Second Mouse Companies
Will Chinese companies begin to evolve and be more like its Western competitors? Note: This article…
Pricing! Pricing! You Can’t Talk about Pricing!
Jim Mora, a former NFL coach, was made famous in a recent beer commercial that featured…
Two Pricing "Constants"
Alan Perlis, the first head of the Computer Science Department at Carnegie-Mellon University, often told his…
Two Percent For Looking In The Mirror Twice
Recent work involving the use of pricing analytics has provided some interesting insights about profit management…
Avoiding The Vicious Cycle Of Pricing
While working on a growth strategy assignment with a major business-to-business supplier, we observed several fascinating…
Using Service Strategies To Avoid Price Pressures
At a recent workshop, we distributed a “quiz” with 10 quotes which we said were from…
Pricing Isn’t A Four Letter Word
When the topic of pricing arises, anticipation often follows that the discussion will be unpleasant, putting…
Make Them An Offer They Can Refuse
In the early 70s, one of the phrases of the day was “Make him an offer…
It’s My Own Damn Fault
Taking steps to avoid unnecessary instances in which your direct customer is a price buyer is…
It’s a Pricing Problem, Not a Price Problem
In an interview with an executive in a large national industrial distribution firm recently, I asked…
Get Your Price
Blue Canyon Partners’ George F. Brown Jr. on how to invest in your pricing strategy. When…
Business-to-Business Economics
Business-to-business suppliers face a complex market and economic environment. Their direct customers and end customers bring…
Sitting on the Bulls-Eye
One of my all-time favorite Far Side™ cartoons showed a deer with a target on its…
How Real Are Those Price Pressures
Decisions on pricing are among the toughest ones facing business executives. Customers and competitors alike put…
Understand Pricing Realities Across Market Segments
The Challenge: Our client manufactures and sells products that are incorporated into various types of equipment…
Respond to the Competition
The Challenge: Our client’s business involves competing for long-term contracts under which they would operate for…
Solving the Vicious Cycle of Price-Based Competition
The Challenge: A $30 billion manufacturer of components, systems, and electronics was facing increased pricing pressure…