Tag: Product Pricing Strategy

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 […]

Incremental Investments in Pricing Yield Big Returns| Strategic Pricing Solutions

Incremental Investments in Pricing Yield Big Returns| Strategic Pricing Solutions

All companies want to improve their profitability and deliver more value to their shareholders, but the best ways to do that are often debated. Pricing is the most powerful lever available to companies striving to improve profitability, but how to effectively use that lever may be unclear. Over the years we have talked with many […]

Pricing Strategies for Multiple Personalities | Strategic Pricing Solutions

Pricing Strategies for Multiple Personalities | Strategic Pricing Solutions

I have been watching the Game of Thrones the past several seasons. I love the rich scenery, the diverse range of characters, and the intriguing, suspenseful drama. A recent episode about the Many Faced God got me thinking about customer types. In particular, it got me thinking about customers with multiple faces or personalities. Some […]

Product Positioning – Good, Better, Best | Strategic Pricing Solutions

Product Positioning – Good, Better, Best | Strategic Pricing Solutions

We have written many times before in our blogs and newsletters that customers are not all equal.  They have different needs, they value product attributes differently, and they have varying levels of price sensitivity.  In order to address these multiple customer segments, it is common to have multiple variations of a product or service offering […]

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 […]

When to Use Multi-part Pricing | Strategic Pricing Solutions

When to Use Multi-part Pricing | Strategic Pricing Solutions

Earlier this month there was an article in the Wall Street Journal, Why Gadget Warranties Are (Almost) Never Worth It, pointing out the disadvantageous math behind most extended warranties and chastising sellers for offering them.  From my perspective extended warranties are good examples of when multi-part pricing makes sense, and they can be a win […]

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 […]

Paper: Invest in Information or Wing It? A Model of Dynamic Pricing with Seller Learning | HBS Working Knowledge

Paper: Invest in Information or Wing It? A Model of Dynamic Pricing with Seller Learning | HBS Working Knowledge

EXECUTIVE SUMMARY — Dealers who need to price idiosyncratic products–like houses, artwork, and used cars–often struggle with a lack of information about the demand for their specific items. Analyzing sales data from the used-car retail market, the authors of this paper develop a model of dynamic pricing for idiosyncratic products, showing that seller learning has […]

Article: SPA Featured in Distribution Center Magazine Article “Price Increases: the time, the place and the skills” | Strategic Pricing Associates

Article: SPA Featured in Distribution Center Magazine Article “Price Increases: the time, the place and the skills” | Strategic Pricing Associates

SPA was featured in an article in the August 2015 issue of Distribution Center Magazine. It covers how important price perception is both internally and externally in distribution and offers great tips and advice to consider when planning and executing price increases. A preview of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution […]

Article: SPA Featured in Industrial Supply Magazine Article on Price Increases | Strategic Pricing Associates

Article: SPA Featured in Industrial Supply Magazine Article on Price Increases | Strategic Pricing Associates

SPA was featured in an article in the current issue of Industrial Supply Magazine. It covers how distributors can to tap into buyers behavioral psychology and overcome their own fears when implementing and communicating price increases. Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in […]