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Blog: Make More Money Without Being Perfect | Strategic Pricing Solutions

Blog: Make More Money Without Being Perfect | Strategic Pricing Solutions

Fear of change and fear of failure often cause companies to abandon their efforts to be more strategic in their pricing decisions.  Statements like “We will lose business if we raise prices”, or “Sales knows their customers best and how much their customers are willing to pay” are symptomatic of those fears.  While there may […]

Case Study: Scientific Products Manufacturer | Strategic Pricing Solutions

Case Study: Scientific Products Manufacturer | Strategic Pricing Solutions

Client Environment Multi-billion dollar provider of scientific products and services was growing at above-market rates but experiencing margin compression. Competition for largest accounts was intense and was pressuring pricing.  Senior management was very concerned that pricing action could put volume at risk. The Solution Our strategic pricing approach involved rigorous data analysis to determine the […]

Case Study: Glass and Plastics Products Manufacturer | Strategic Pricing Solutions

Case Study: Glass and Plastics Products Manufacturer | Strategic Pricing Solutions

Client Environment  Half-billion dollar global manufacturer of glass and plastics products was experiencing margin compression as prices did not keep pace with inflation.  Sales were through distributors, direct sales and OEM components.  List prices were changed annually according to “market conditions”, and the sales team had considerable discretion to discount. The Solution SPS created a […]

Blog: The Power of Segmentation | Stephan Liozu

Blog: The Power of Segmentation | Stephan Liozu

Segmentation is at the heart of marketing. It is actually one of the most essential step in progressive market management but is also one of the most neglected one. By neglected, I mean it is either not performed at all or it is designed in a very traditional fashion: using demographics or firmographics parameters. Over […]

Blog: Lessons from a Price War | Strategic Pricing Solutions

Blog: Lessons from a Price War | Strategic Pricing Solutions

I often find myself in discussions with clients or potential clients about whether lowering prices to take market share is a good pricing strategy.  To illustrate the effects of trying to win with lower prices, I look back at this story, sent to me by a former service station manager in Texas. “In 2010, my […]

Blog: Analytics Can Improve Pricing & Profit – If You Analyze the Right Things | Strategic Pricing Solutions

Blog: Analytics Can Improve Pricing & Profit – If You Analyze the Right Things | Strategic Pricing Solutions

Over the years we have had clients tell us their pricing analytics were strong and did not need help.  They thought they could use more help in setting pricing strategies to protect against declines in Average Selling Price (ASP), which was one of their metrics.  Our first reaction is always to look at the analytical […]

Training: Online Courses | Stephan Liozu

Training: Online Courses | Stephan Liozu

Please find below the links to several online courses prepared for Professional Pricing Society as well as free-of-charge webinars on the themes of value and pricing. SAMA: Value Quantification in Strategic Account Management (Registration Required) – 2013 SAMA: Value Quantification – Working on Economic Value Estimation (Registration Required) – 2013 Pros Pricing: is it Time […]

Blog: The Discipline of Pricing | Stephan Liozu

Blog: The Discipline of Pricing | Stephan Liozu

Pricing is a discipline. And that discipline has existed for more than a century and has evolved from a pure economics discipline to be part of the marketing construct. The reality is that pricing is still a fairly neglected element of the marketing mix (the 4 Ps), and that most firms ignore the need to embrace […]

Paper: Pricing Strategies and Pricing Capabilities | Journal of Revenue and Pricing Management

Paper: Pricing Strategies and Pricing Capabilities | Journal of Revenue and Pricing Management

Abstract This article explores the intersection of pricing strategies and pricing capabilities by summarizing four distinct streams of research. By doing so, it provides insights into the challenges involved in implementing value-based pricing strategies as well as the generic challenges of building pricing capabilities. It also outlines the strategic importance of pricing capabilities.   Authors […]