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Managing price leakage – Which customers are not pulling their weight?

Posted 08 Sep, 2017 | Posted in: News
Reed HoldenWritten by Reed Holden

Over the years, we’ve done some pretty sophisticated analysis – customer profitability, segments, buying intent, and what it’s like to work with them. But being in my KISS mode today, I’d like to share a story from some work we did in the transportation industry We were interviewing a freight terminal manager, and he was discussing the different types of freight they… Read More

When is a Price War, Not a Price War?

Posted 03 Aug, 2017 | Posted in: News
Richard HarringtonWritten by Richard Harrington

When is a price war, not a price war? A price war is brewing over the skies of Europe.1,2 The low-fare section of the market is known for its brutally low prices, as it slashes extras to appeal to budget conscious travelers. This week, Michael O’Leary, the Chief Executive of Ryanair, Europe’s biggest airline (by number of passengers), fired the… Read More