APP offers a collection of pricing thought leadership blogs for our members benefit. A sample of the types of blogs we offer follows: PRICING DISRUPTION The words disrupt and disruption are used more and more in the areas of business strategy and innovation. The definition of disruption in Wikipedia is “an event which causes an […]
Reading materials listed here have been obtained from various sources. We maintain all documents in it’s original form. Please feel free to peruse these documents but do remember to respect copyrights. setting value not price [186.6 KB] [2024-11-25] Crossing the Pricing Chasm (EPP) [2.15 MB] [2024-12-05] Capturing the Price Advantage [4.31 MB] [2024-05-22] Rapid Profit Improvement thru Pricing […]
Read our article about the keys to not being pressured into using discounting for all customers to appease your price-sensitive ones. Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales follow. “Before we instituted a pricing process we were just an […]
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 […]
Abstract Many factors introduce the prospect of changes in the demand environment that a firm faces, with the specifics of such changes not necessarily known in advance. If and when realized, such changes affect the delicate balance between demand and supply and thus current prices should account for these future possibilities. We study the dynamic […]
Asia Pricing Professionals (APP) was established in 2011 by a few pricing practitioners. I was one of them. At first we were just meeting up to share ideas and challenges from our daily jobs. There wasn’t many pricing practitioners in Singapore back then. Most people working with pricing were either doing so in a marketing, […]
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 […]
Part I explains the rationale and underlying theories that support the switch from hourly to value pricing. Part II dicusses early challenges and practical steps to take when beginning to transition your accounting practice to a pricing model based on value. Part III outlines the 8 steps an accounting practice or firm should take to […]
Read our article about the keys to getting your sales people on board with a proven process to drive your pricing plan forward. Excerpts of the article follow. “the deck is stacked against you from the start” The sad truth is the deck is stacked against you from the start. Customers are constantly pushing backwards […]
Value-Based Pricing Workshop This unique workshop is grounded in the latest value-based pricing science following several years of academic research. The content combines theoretical presentations and practical exercises to deliver a total knowledge package on how to design and executive successful value-based pricing programs. Download the Value-Based Pricing Workshop PDF Value-Based Selling & Negotiation for Value Workshop […]
Execute Your Plans with Courage, Not Hubris | Strategic Pricing Solutions
If the team has identified certain products as being superior to competing alternatives, and has quantified how that superiority creates value for customers versus the alternatives, those products should have higher prices than the competitors’. If that means raising some prices more than expected, so be it. If the team is afraid to execute the […]
Customer Value: The Price of Paradise | Strategic Pricing Solutions
Earlier this year, my wife and I moved to Florida. With year-round nice weather, palm trees and white sandy beaches, it seems like Paradise. Last week Hurricane Irma came through and reminded us of the true price of paradise. It also reminded me that buyers make trade-offs in every purchase decision, and your pricing strategies […]
Segmentation Is a Critical Part of Channel Management | Strategic Pricing Solutions
The challenge that Under Armour is facing is the exact reason most luxury brands limit their channels to high-end stores where shoppers are not price-sensitive. If the luxury brands want to target more price-sensitive customers, they develop new products or brands that do not have the same cachet or premium pricing. By doing so, they […]
Lower Concession Prices May Backfire | Strategic Pricing Solutions
The Atlanta Falcons have established a new concessions pricing strategy for the coming season, and they will have the lowest prices in the NFL. They are lowering most prices in an effort to be more fan friendly. I am not a scrooge, but I think it is a bad decision. At best, they will make […]
Focus on the Segments Before Lowering Prices | Strategic Pricing Solutions
Last week there was an article in the Wall Street Journal, So Long, Hamburger Helper: America’s Venerable Food Brands Are Struggling which discussed the declining market shares of some of the largest packaged food companies. It is not a surprise; the large CPG companies have been losing customers for the past few years on multiple […]
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