SPA Pricing Education, Analytics & Decision Making Tools Webinar Series

Blogs & Articles

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

In this #PricingPodcast, we talked with Whitney Gibson, a Partner at the Vorys, Sater, Seymour and Pease LLP law firm, and a knowledge expert on unauthorized sales, online. Whitney shared why businesses and consumers alike should be concerned with unauthorized sellers who sell diverted products. Sellers on eBay and other third party online marketplaces are causing many […]

The Ultimate Negotiation Strategy Checklist | Strategic Pricing Associates

The Ultimate Negotiation Strategy Checklist | Strategic Pricing Associates

Negotiation is like any sport. The best negotiators, like the best athletes, never stop training. They learn new skills and work to develop them. They welcome the coaching and equipment that can improve performance. We’ve trained thousands of master negotiators over the years, and if there’s one common trait among those who become expert negotiators, […]

How To Be A Price Leader Regardless of Size | Strategic Pricing Solutions

How To Be A Price Leader Regardless of Size | Strategic Pricing Solutions

A friend, also named Scott, recently sent me an article Leading the Way that discussed the frequency of small lubricant competitors leading the way in price changes.  The article, originally published in Lubes’n’Greases magazine demonstrated that independent producers increased prices of lubricants as frequently or more than the major producers.  The article reminded me you don’t have to be […]

Six Sigma Pricing > Control: Set and Enforce Pricing Authority Levels and Repeat Previous Steps | Strategic Pricing Associates

Six Sigma Pricing > Control: Set and Enforce Pricing Authority Levels and Repeat Previous Steps | Strategic Pricing Associates

In the Control phase, our job is to make sure the improvements we have put in place – stay in place. To achieve this you want to chart performance against upper and lower control limits. Run charts show single values plotted over time and indicate trends of process & shifts in process performance. The key to success […]

7 Habits of Highly Effective Pricing | Strategic Pricing Solutions

7 Habits of Highly Effective Pricing | Strategic Pricing Solutions

Far too often we see organizations who say they want to improve their margins through better pricing, but their actions belie their statements.  Effective pricing does not occur by chance, and it does not result from following trite slogans.  Likewise, it is not an outcome of a one-time initiative from pricing consultants.  Effective pricing comes […]

Books

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 […]

Book: 8 Keys to Price Optimization

Book: 8 Keys to Price Optimization

Summary: Price optimization enables companies to move beyond cost-plus pricing and determine the range of prices that could be charged for a variety of customers and products. Price optimization can increase current operating income by 1 to 4% of sales, which in many cases will translate into a 20 to 50% increase in operating income. The most sophisticated […]

Book: Collection of the Best Pricing Books and E-books

Book: Collection of the Best Pricing Books and E-books

As a service to pricing professionals, we have compiled a collection of the best pricing focused hard-copy books and e-books available. The entries for each book are tagged by subject matter, include the author(s), publisher, date of publication, a picture of the front cover, and a brief summary. For your convenience, we have also included a […]

Book: Pricing and the Sales Force

Book: Pricing and the Sales Force

Summary: Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about “price-getting” – converting those list prices into the realized sales, and […]

Reports

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 […]

Report: You Can Charge Women More, but Should You? | Harvard Business Review

Report: You Can Charge Women More, but Should You? | Harvard Business Review

The New York City Department of Consumer Affairs (NYDCA) recently released a well-researched report documenting similar products having different prices based on the target customer’s gender. Target, for instance, charged $24.99 for a red scooter and $49.99 for a scooter that appeared to be identical — except for its pink color. (Note: that’s a 100% difference!) […]

Report: Holiday pricing: Making sense of the madness | Bain & Company

Report: Holiday pricing: Making sense of the madness | Bain & Company

Holiday sales are growing in line with expectations, although the level of promotional activity raises questions about the most important outcome: profits. In this issue, we recap November and early-December sales results, take an in-depth look at the volume of promotions and its implications, and offer ideas for infusing more profitable strategies into holiday pricing. […]

Report: ALM: 2015 Law Firm Pricing Report | Patrick on Pricing

Report: ALM: 2015 Law Firm Pricing Report | Patrick on Pricing

For the third year in a row, ALM Legal Intelligence has investigated the pricing activities of law firms (mostly BigLaw). Like last year, the focus is again on pricing professionals. This year’s report, Pricing Officers: Some Firms Still Want to Make the Jump (May 2015), picks up where the 2014 survey left off, focusing on […]

Videos

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

Video: THE WICKED SICK PROJECT – BMX

Video: THE WICKED SICK PROJECT – BMX

One of our favorite videos that take a unique route to explain how much perceived value is at the heart of successful premium pricing programs.  jimboingo A rad to the power of sick test that sets out to prove the power of creativity by George Patterson Y&R Melbourne. We bought a BMX off ebay, then […]

Training

The Ultimate Negotiation Strategy Checklist | Strategic Pricing Associates

The Ultimate Negotiation Strategy Checklist | Strategic Pricing Associates

Negotiation is like any sport. The best negotiators, like the best athletes, never stop training. They learn new skills and work to develop them. They welcome the coaching and equipment that can improve performance. We’ve trained thousands of master negotiators over the years, and if there’s one common trait among those who become expert negotiators, […]

Training: Dollarizing Differentiation Value Workshop | Stephan M. Liozu, CPP at PPS Spring Conference

Training: Dollarizing Differentiation Value Workshop | Stephan M. Liozu, CPP at PPS Spring Conference

The dollarization of differentiation value is at the heart of value-based pricing. Join this one-day workshop to learn the 6 steps of value-based pricing and to discover a realistic approach to the science and art of dollarization. You will discover multiple case studies and go through short dollarization exercises. At the end of the workshop […]

Conference: 28th Annual Spring Pricing Workshops & Conference | PPS

Conference: 28th Annual Spring Pricing Workshops & Conference | PPS

Date: May 2-5, 2017 Location: Hilton Miami Downtown Hotel in Miami, FL Hear from our President, Kevin Mitchell, give insight on the conferences we offer. You want your pricing “done right,” but how do you conquer the key pricing challenges that face your corporation? Find out how you can build a winning corporate strategy at the PPS […]

Conference: Battle for Margin Las Vegas > Price Negotiation Workshop & Pricing Strategy Seminar | SPA & SPASIGMA

Conference: Battle for Margin Las Vegas > Price Negotiation Workshop & Pricing Strategy Seminar | SPA & SPASIGMA

Attend the Battle for Margin – Negotiation Workshop & Pricing Strategy Seminar in Las Vegas to learn how to increase your competitive advantage and improve performance. You will take back valuable information on how the SPA Solution portfolio coupled with proven negotiations training from SPASigma can help grow your business and improve your bottom line. Date: June 8-9, 2017 Location: […]

Conference: European Pricing Summit | Finance iQ

Conference: European Pricing Summit | Finance iQ

Date: June 27-28, 2017 Location: Palace Hotel in Berlin, Germany About the European Pricing Summit and Benchmarking Survey The advent of disruptive technology, growth of e-commerce and increasing competition from global markets are just a few of the reasons why leading companies are spending time and money to develop a pricing strategy that works. Many pricing […]