Blogs & Articles

Pricing the Trump Effect | Strategic Pricing Solutions

Pricing the Trump Effect | Strategic Pricing Solutions

Now that Donald Trump has been elected to be the next President of the United States, companies are looking at his campaign promises and cabinet appointments to assess what it means for their business.  In particular, companies are anxious about how a Trump Presidency will affect their cost of doing business.  This is all happening […]

No Sacred Cows | Strategic Pricing Solutions

No Sacred Cows | Strategic Pricing Solutions

The year 2016 is almost over.  All businesses should reflect on what has worked, and what has not worked; and they should be prepared to adjust in 2017.  That evaluation should include reviewing the results of decisions made regarding pricing strategies and tactics.  Equally important, the evaluation should be rigorous and thorough, and there should […]

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 […]

Are Profit Vampires Sucking Your Blood? | Strategic Pricing Associates

Are Profit Vampires Sucking Your Blood? | Strategic Pricing Associates

Read excerpts of an article that highlights how important it is for distributors to implement proven scientific pricing and sales negotiations processes that will stop unnecessary discounting by sales people for small customers who promise to buy in volume, killing a deal’s profitability with free services, and empower them to negotiate with confidence when providing complex customer solutions. “The evil deeds […]

Don’t Chase Pricing Ghosts | Strategic Pricing Solutions

Don’t Chase Pricing Ghosts | Strategic Pricing Solutions

Today is Halloween, but it is no time to be spooked by the challenge of increasing prices to fully capture the value of your products or services.  In nearly every company, opportunities exist to capture more value from select customers or products.  However, those opportunities are often not where you think they are, so do […]

Making Money is the Objective | Strategic Pricing Solutions

Making Money is the Objective | Strategic Pricing Solutions

Retail is an inherently low-margin business.  (If you doubt it, just look at Amazon’s return on sales.) To survive, retailers use many tools to determine how they can sell more to customers and at higher prices.  In recent years, data science has become a much more important part of the retail toolkit.  By analyzing how […]

Paper: 3 Steps to develop a surefire pricing strategy and get paid what your worth | Alison Edgar

Paper: 3 Steps to develop a surefire pricing strategy and get paid what your worth | Alison Edgar

Are you struggling with your pricing strategy? Many startups fall into the trap of under-valuing what they do. They think they have to keep their prices low until they can prove they’re worth more. Few even have a pricing strategy. What is your product worth? How much should you charge for your services? How do […]

Six Sigma Pricing > Analyze: Identify and Understand Opportunities to Grow Margins and Create Reporting Tools to Identify Defects | SPA

Six Sigma Pricing > Analyze: Identify and Understand Opportunities to Grow Margins and Create Reporting Tools to Identify Defects | SPA

This is the fourth in a six part blog series on how manufacturers and distributors can apply Six Sigma methodology to the pricing function to generate repeatable margin gains. This blog covers the importance of effective analysis of the right measurements and metrics to identify the root causes of defects in your pricing process. All pricing practice […]

Get the whole truth, not just anecdotes or opinions | Strategic Pricing Solutions

Get the whole truth, not just anecdotes or opinions | Strategic Pricing Solutions

Last week a friend told me that her sister’s business had overpaid their taxes and without justification the government would not refund the overpayment.  I was skeptical of the story and responded that there is a very clear process for requesting refunds of overpaid taxes or applying them to the subsequent year, and the IRS […]

Paper: Association of Reference Pricing for Diagnostic Laboratory Testing With Changes in Patient Choices, Prices, and Total Spending for Diagnostic Tests | JAMA Internal Medicine

Paper: Association of Reference Pricing for Diagnostic Laboratory Testing With Changes in Patient Choices, Prices, and Total Spending for Diagnostic Tests | JAMA Internal Medicine

Importance  Prices for laboratory and other clinical services vary widely. Employers and insurers increasingly are adopting “reference pricing” policies to create incentives for patients to select lower-priced facilities. Objective  To measure the association between implementation of reference pricing and patient choice of laboratory, test prices, patient out-of-pocket spending, and insurer spending. Design, Setting, and Participants  […]