Tag: Discounting

Segmentation Is a Critical Part of Channel Management | Strategic Pricing Solutions

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 […]

Focus on the Segments Before Lowering Prices | Strategic Pricing Solutions

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 […]

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 […]

Paper: Pricing – Time for Science to Replace Gut Instinct | RIS News

Paper: Pricing – Time for Science to Replace Gut Instinct | RIS News

When deployed correctly, pricing optimization solutions are powerful tools that deliver a clear business edge to retailers. Not only are they capable of setting prices for promotional products that consistently hit sell-through goals, but they can also help the entire product catalog sell at full price. But the catch is these sophisticated solutions can only […]

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 […]

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. […]

Paper: Buffet guilt | EurekAlert! Science News

Paper: Buffet guilt | EurekAlert! Science News

Ever wonder how much the price you pay for an All-You-Can-Eat (AYCE) buffet influences how you feel at the end of the meal? To explore this idea and address the lack of studies that do, this study examines whether pricing affects key indicators such as overeating, physical discomfort, and guilt. Researchers discovered that lower paying […]

Blog: Retailer Pain Offers B2B Pricing Lessons | Strategic Pricing Solutions

Blog: Retailer Pain Offers B2B Pricing Lessons | Strategic Pricing Solutions

A recent article in Business Insider, No one pays full price anymore – and it’s terrifying companies, highlighted the perils of discounting.  The conclusion of the article was “Consumers just don’t want to pay full price for anything anymore.” While the pricing strategies of most retailers rarely start with discounting, they have trained their customers […]

Report: Discounting Remains Most Popular Pricing Strategy: Report | Twice.com

Report: Discounting Remains Most Popular Pricing Strategy: Report | Twice.com

Discount pricing remains the most popular pricing strategy among retailers, a new study shows, although product bundling and “belowcompetition” pricing are employed nearly as frequently. The report, by Gartner subsidiary Software Advice, also found that most retailers use more than 10 pricing strategies in their go-to-market plans, and that more than half use software to […]

Blog: The Downside of Black Friday and Other Price Competition | Strategic Pricing Solutions

Blog: The Downside of Black Friday and Other Price Competition | Strategic Pricing Solutions

Black Friday was disappointing for retailers this year.  Sales were down 11% from last year, ‘Black Friday’ Fades as Weekend Retail Sales Sink, and I expect the retailers to report lower margins when they report earnings in the coming months.  This follows a constant bombardment of email boxes and television ads announcing early sales and deeper discounts. […]