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Blogs & Articles

Value-Based Pricing & the Quantification of Differentiation Value | Stephan Liozu Workshop at PPS Spring Conference

Value-Based Pricing & the Quantification of Differentiation Value | Stephan Liozu Workshop at PPS Spring Conference

More firms and their pricing leaders are adopting value-based pricing every year. Research shows increased adoption of this progressive pricing orientation moving from 17% in 2008 to about 25-30% in 2018. Part of the deployment process of value-based pricing is the implementation of the Economic Value Estimation (EVE®) process to quantify differentiation value before it […]

What we can learn from Vail Resorts’ new “Epic” pricing strategy | Perfect Price

What we can learn from Vail Resorts’ new “Epic” pricing strategy | Perfect Price

Vail Resort’s “Epic Pass” changed the ski industry when it was first released a decade ago–I would argue, for the better–even though it was directly coupled with massively more expensive day passes (sometimes 2x prior prices). Since it first launched in 2008, the pass has grown, and as a result, the pricing structure became more […]

Paper: Dynamic pricing in retail with diffusion process demand | IMA Journal of Management Mathematics

Paper: Dynamic pricing in retail with diffusion process demand | IMA Journal of Management Mathematics

Abstract When randomness in demand affects the sales of a product, retailers use dynamic pricing strategies to maximize their profits. In this article, we formulate the pricing problem as a continuous-time stochastic optimal control problem and find the optimal policy by solving the associated Hamilton–Jacobi–Bellman (HJB) equation. We propose a new approach to modelling the […]

Anchor Pricing | PriceBeam

Anchor Pricing | PriceBeam

Anchor Pricing is the concept of making a product that was first offered seem cheaper when it put alongside another product. An example of this would be initially offering a customer a product that costs 300 GBP but then showing and comparing a more expensive alternative, say 450 GBP to that customer. That first product […]

Brexit and its Impact on Price Increases | PriceBeam

Brexit and its Impact on Price Increases | PriceBeam

The 29th of March, 2019, the day the United Kingdom officially leaves the European Union, is fast approaching. It is important for businesses to know the impacts Brexit will have on pricing for their products and how they can prepare for post-Brexit. Food prices are expected to go up after Brexit and some have even […]

Books

7 Easy Steps to Successfully Increase Prices (eBook) | PriceBeam

7 Easy Steps to Successfully Increase Prices (eBook) | PriceBeam

Managing price increases is not always easy. Nor is it to determine how much to increase prices with. This ebook from PriceBeam provides readers with 7 easy steps to successfully increase prices. In this book you will learn: How price research will help with the justification of the increase by looking at the needs of […]

The Ultimate Guide to Pricing Strategy (eBook) | Perfect Price

The Ultimate Guide to Pricing Strategy (eBook) | Perfect Price

Learn dynamic pricing strategies from companies like Amazon and Uber.  “This is the playbook to add strategy and measurement to your pricing and promotions.” –Dustin Robertson, CMO Vegas.com and former CMO, Backcountry.com In this book you will learn: How AI is changing pricing. Top pricing pitfalls nearly every company falls into. How to assess your current strategy. How to influence […]

Book: Monetizing Data – A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers | Stephan M. Liozu & Wolfgang Ulaga

Book: Monetizing Data – A Practical Roadmap for Framing, Pricing & Selling Your B2B Digital Offers | Stephan M. Liozu & Wolfgang Ulaga

Summary: The Digital revolution promises trillions of dollars in created value by 2030. Consultants and researchers are projecting massive and disruptive disruption in entire industrial sectors. As a results, PwC reports in their DigitalIQ report that 73% of executives say that they are investing in internet of things (IoT) and 54% in artificial intelligence. ABB […]

Book: Dollarizing Differentiation Value – A Practical Guide for the Quantification and the Capture of Customer Value

Book: Dollarizing Differentiation Value – A Practical Guide for the Quantification and the Capture of Customer Value

Summary: Now is the time to answer that “value” question so well and so completely that your organization thrives. The biggest winners in the 21st century will have value-based strategies, value-based innovation, value-based marketing, and value-based pricing. There has never been a more exciting and lucrative time to pay attention to value and turn a […]

Book: Pricing and Human Capital

Book: Pricing and Human Capital

Summary: The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career […]

Reports

Congestion Pricing Would Cut Weekly Express Bus Commute Times By Hours: Report | Streetsblog NYC

Congestion Pricing Would Cut Weekly Express Bus Commute Times By Hours: Report | Streetsblog NYC

Money is time. The proposed congestion pricing plan to create $1.5 billion in new funding for the MTA would also have the side benefit of saving express bus commuters up to two hours per week on their horrendously long commutes, a new report by the Riders Alliance reveals. All commutes on MTA express buses would […]

Report highlights significant variation in healthcare costs | Augusta Free Press

Report highlights significant variation in healthcare costs | Augusta Free Press

Unlike insurers and employers, those without health insurance have very little information to help to negotiate costs.  On VHI’s website, consumers can gain leverage by using the average amount health insurance companies approve.  “With the release of the 2016 Healthcare Pricing Transparency report, VHI continues to serve as an unbiased resource for consumers trying to […]

Report: A Pricing Playbook for Emerging Markets | BCG

Report: A Pricing Playbook for Emerging Markets | BCG

Pricing in emerging markets—always tricky to manage because of fluctuating inflation rates, shifting interest costs, and volatile currencies—is becoming even harder for multinational corporations (MNCs) to master. These companies face rising competition, from other MNCs in premium niches and from local giants in middle-market segments, that is squeezing MNCs’ profit margins in many emerging markets. […]

How retailers can improve price perception–profitably | McKinsey & Company

How retailers can improve price perception–profitably | McKinsey & Company

New methodologies, powered by big data and advanced analytics, can help retailers attract value-conscious consumers without sacrificing margins. As retail executives know all too well, most pricing decisions require a trade-off between margin and price perception. To avoid a “race to the bottom”—the self-defeating exercise of trying to beat every competitor’s price on every item—retailers […]

Report: Disruptive strategy: Usage-based pricing | Deloitte University Press

Report: Disruptive strategy: Usage-based pricing | Deloitte University Press

Today, pay-per-view isn’t the only thing you buy on a per-use basis. Companies are now offering usage-based pricing on everything from cars to car insurance, giving them rich insight into how, when, and where customers use products and threatening to upend traditional business models where revenues depend on ownership. OVERVIEW Align price with use Reducing […]

Videos

Webinar (On-Demand): Value-Based Pricing foundation done right – Conjoint Analysis | PriceBeam

Webinar (On-Demand): Value-Based Pricing foundation done right – Conjoint Analysis | PriceBeam

Value-Based Pricing is considered a superior strategy for most industries and businesses. But it also requires a solid foundation of data and market insights. In this webinar we will take an in-depth look at the powerful insights that can be created through price research, in particular using conjoint analysis Participants and viewers will learn about: […]

VIDEO: SALES TIP – Number One Way to Avoid a Discount | The Sales Hunter

VIDEO: SALES TIP – Number One Way to Avoid a Discount | The Sales Hunter

Do you really believe you can’t sell without a discount? I argue that if you are always defaulting to using a discount, then you are not really selling.  I hear from people all the time who ask me, “How do I sell without discounting?!” You have to stop thinking that your customers are buying, when in reality they […]

Video: Volkswagen Passat – The [Lemonade] Stand | Volkswagen

Video: Volkswagen Passat – The [Lemonade] Stand | Volkswagen

A fabulous car commercial that covers perceived value, customer segmentation, and dynamic pricing. It uses the proven pricing training ground of the lemonade stand pricing problems.  VolkswagenCanada Passat owners beware: People will think you paid more than you did. Starting at just $23,975, the Volkswagen Passat comes with standard features (18″ alloy wheels, Kessy Keyless access and […]

Video: Ten Pricing Lessons from Cartoons

Video: Ten Pricing Lessons from Cartoons

A wonderful collection of pricing wisdom found in popular cartoons and comic strips.    PricingProphets This is the sixth in a series of “Ten Things” presentations, in which Jon Manning, the Founder & Managing Director ofhttp://www.PricingProphets.com, looks at ten pricing lessons from cartoons

Video: Pricing Manager’s First Day

Video: Pricing Manager’s First Day

A very popular pricing animated video that captures the struggles that come with being a Pricing Manager. Pricing Manager’s First Day  Tanglethatch

Training

Pricing Educational Events Update > March 2019

Pricing Educational Events Update > March 2019

Check out these upcoming in-person as well as live/on-demand webcast pricing events. Be sure to check the Pricing Events Calendar regularly as it offers a list of upcoming pricing focused conferences, webcasts, in-person and online training, and other professional development/networking events. Upcoming Events Webinar 28-March – Optimizing International Market Launches Through Pricing Insights | PriceBeam This webinar […]

Workshop: Pricing Innovation – Setting the Right Price for New Products or Services | PriceBeam

Workshop: Pricing Innovation – Setting the Right Price for New Products or Services | PriceBeam

Agenda Participants will have the chance to listen to and network with our expert panel over breakfast. 8.00 AM > Meet & Greet, Breakfast, and networking 8.20 AM > Finn Helmo Hansen will present “Using Market Research to Price Innovation. Setting the right price for new products or services.” 09.15 AM > Mark Peacock will present “How smarter pricing strategies […]

Pricing in the Age of AI: What You Need To Do Now | Perfect Price Breakout Session at PPS Spring Conference

Pricing in the Age of AI: What You Need To Do Now | Perfect Price Breakout Session at PPS Spring Conference

Artificial intelligence, machine learning, and automation are rapidly transforming every part of global commerce — including pricing. From retail giants like Amazon to on-demand services like Uber to leading airlines, hotels, and car rental agencies, forward-thinking companies are using AI to turn data into massive returns. This rapid shift is creating opportunities and confusion. To remain […]

White Paper: Customer Intelligence Analytics – 10 Mistakes Firm Make | PriceBeam

White Paper: Customer Intelligence Analytics – 10 Mistakes Firm Make | PriceBeam

Ultimately, your goal with your customer intelligence analytics is to get results that are actionable. To obtain this, you need to get results that are: Statistically significant Based on all types of customers Clear of bias Click the button below to download our white paper featuring 10 mistakes companies make with Customer Intelligence Analytics. More Resources: Tip […]

Webinar (On-Demand): Value-Based Pricing foundation done right – Conjoint Analysis | PriceBeam

Webinar (On-Demand): Value-Based Pricing foundation done right – Conjoint Analysis | PriceBeam

Value-Based Pricing is considered a superior strategy for most industries and businesses. But it also requires a solid foundation of data and market insights. In this webinar we will take an in-depth look at the powerful insights that can be created through price research, in particular using conjoint analysis Participants and viewers will learn about: […]