Blogs & Articles

A Pricing Leader’s Journey | Professional Pricing Society

A Pricing Leader’s Journey | Professional Pricing Society

In this guest post, learn from a pricing leader’s journey what it’s like to transition from an entry pricing career to leading a Keynote presentation at the Pricing Workshops and Conference event of the season. Pricing expert Scott Sinning, CPP, Director National Pricing for Graybar Electric, shares his first-hand experience attending our Spring Pricing Workshops […]

Workshop: Data Monetization: A Practical Roadmap for Framing, Pricing, and Selling Your B2B Digital Offers 24 Oct | Stephan Liozu, CPP

Workshop: Data Monetization: A Practical Roadmap for Framing, Pricing, and Selling Your B2B Digital Offers 24 Oct | Stephan Liozu, CPP

DESCRIPTION (Level 600 Workshop) Data is the new gold. Consultants and scholars agree that trillions of dollars in value are going to be generated thanks to the digital revolution taking the B2B and industrial worlds by storm. More than 80% of firms have embarked in some type of digital transformation placing big data analytics at […]

Willingness To Pay – A Lesson From Baseball | Strategic Pricing Solutions

Willingness To Pay – A Lesson From Baseball | Strategic Pricing Solutions

I am a lifelong fan of the San Francisco Giants.  I waited a long time before they finally won a World Series in 2010, and then again in 2012 and 2014.  Of course, now that they have won it a few times, I want them to do it more often; and I pay close attention […]

How to Segment When All Customers Look Alike | Strategic Pricing Solutions

How to Segment When All Customers Look Alike | Strategic Pricing Solutions

Customer segmentation is a simple concept – identify groups of customers who tend to have similar levels of price sensitivity and set distinct prices for each group.  Unfortunately, many companies either think all their customers are the same, or they don’t have enough information to create segments.  In particular, we often see this in retail […]

Is Your Goal Volume or Profit? | Strategic Pricing Solutions

Is Your Goal Volume or Profit? | Strategic Pricing Solutions

If a company is creating a new market or new market niche, it may be important to build critical mass early in the process.  Doing so might enable them to spread their infrastructure costs over a wider base of business.  In that case, it could make sense to use penetration pricing which offers low prices […]

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

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 […]

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. […]

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

A Pricing Leader’s Journey | Professional Pricing Society

A Pricing Leader’s Journey | Professional Pricing Society

In this guest post, learn from a pricing leader’s journey what it’s like to transition from an entry pricing career to leading a Keynote presentation at the Pricing Workshops and Conference event of the season. Pricing expert Scott Sinning, CPP, Director National Pricing for Graybar Electric, shares his first-hand experience attending our Spring Pricing Workshops […]

Workshop: Data Monetization: A Practical Roadmap for Framing, Pricing, and Selling Your B2B Digital Offers 24 Oct | Stephan Liozu, CPP

Workshop: Data Monetization: A Practical Roadmap for Framing, Pricing, and Selling Your B2B Digital Offers 24 Oct | Stephan Liozu, CPP

DESCRIPTION (Level 600 Workshop) Data is the new gold. Consultants and scholars agree that trillions of dollars in value are going to be generated thanks to the digital revolution taking the B2B and industrial worlds by storm. More than 80% of firms have embarked in some type of digital transformation placing big data analytics at […]

Webinar: Machine Learning & Data: The Latest Pricing Opportunity | PPS and Vistaar

Webinar: Machine Learning & Data: The Latest Pricing Opportunity | PPS and Vistaar

#PricingWebinar – Machine Learning & Data: The Latest Pricing Opportunity In today’s ever-evolving world, data and software driven strategies are imperative to creating sustained commercial success. Good processes and experienced personnel are no longer enough. It is nearly impossible to rely on spreadsheets, custom software tools, and anecdotal experiences to properly manage the complexity of […]

Workshop: Successful Transformation for Strategy Optimization | Stratence Partners

Workshop: Successful Transformation for Strategy Optimization | Stratence Partners

Date: Tue, 1 May, 2018 | 9:00 am – 4:00 pm Location: PPS Spring Conference | Loews Chicago O’Hare Rosemont Hotel in Chicago, IL DESCRIPTION Successful Transformation for Strategy Optimization (Level 300 Workshop) Most organizations have objectives to improve their results for profit, volume and market share, but not all of them are really leveraging the most powerful lever […]

Workshop: Price Execution for Sustained Profitable Growth | Navdeep Sodhi

Workshop: Price Execution for Sustained Profitable Growth | Navdeep Sodhi

Date: Wed, 2 May, 2018 | 9:00 am – 4:00 pm Location: PPS Spring Conference | Loews Chicago O’Hare Rosemont Hotel in Chicago, IL DESCRIPTION Price Execution for Sustained Profitable Growth (Level 500 Workshop) Many companies find themselves ill-prepared to handle disruption or tap into innovation opportunities due to a legacy of weak pricing execution. New product introduction, organizational […]