Top 3 Pricing and Sales Blogs of 2017

‘Tis the season for car commercials and countdowns.  I will spare you the sentimentality of the great American holiday car spots.  Instead, I bring you a bit of fun to close out this holiday season.  We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect… Read More

The Dangers of a Low Price

Richard HarringtonWritten by Richard Harrington

As I went to pick up my morning coffee this week, I saw a sign that made me chuckle. In the window of a Dollar Store was an advertisement for steak – a full steak for only a dollar! Would you buy steak for a buck? Would you go for all-you-can-eat sushi for the low price of $10? Any takers?… Read More

Pricing Priorities

Pricing Priorities: What is Really Worth Your Time?

Posted 23 Aug, 2017 | Posted in: Newsletter, Pricing | Tagged: , ,
Ellen QuackenbushWritten by Ellen Quackenbush

Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of my time?” before they engage with a prospect, set up a sales call, or respond to an RFP. In sales terms, they qualify the opportunity before they… Read More

Channel Conflict With Nike and Amazon

For over a decade, athletic titan Nike declined to partner with Amazon, America’s largest online retailer. Nike held out, wanting to carefully control brand messaging while enjoying higher margins through its distribution network of brick and mortar stores. On June 29th, Nike conceded by confirming a deal with Amazon to sell and distribute apparel and footwear. Ironically, consumers may not notice… Read More

Dynamic Pricing Warning

Dynamic Pricing Should Come with a Warning Tag

Posted 26 Jul, 2017 | Posted in: Newsletter, Pricing | Tagged: , , ,
Richard HarringtonWritten by Richard Harrington

With astonishing speed, Uber has disrupted the taxicab industry. Others have looked at their success and dreamed of emulation. The strategy often touted for Uber’s success is surge pricing; charging higher prices at times of high demand. Surge pricing is an example of dynamic pricing, where the price fluctuates depending on one or more factors, like the demand for ride service…. Read More

Is lowering your price a good product strategy

This is a story of a highly specialized drug, Ilaris, which is sold by Novartis for $16,000 a dose or $64,000 a year. They sell to under 10,000 patients a year. Novartis discovered that the drug may also have a beneficial impact on heart attack survivors. There are 615,000 survivors a year, 246,000 of whom would benefit from the use… Read More