Sep, 21, 2015
How to entice customers to buy Last week, I was in Shanghai delivering some in-house and public workshops on value-based pricing. As the name suggests, time in the workshop is devoted to identifying the economic value provided by a company’s products or services. One of these workshops was for a company that sells fragrances. Sounds […]
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Sep, 07, 2015
The latest Pricing revolution has started The French have always loved their food. So its hardly surprising that rising food prices, amongst other factors, contributed to the French Revolution of 1789 -1799. Several decades later, a Frenchman started another, less well known revolution: a pricing revolution. Louis Auguste Boileau was a retailing visionary, many years ahead of […]
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Aug, 31, 2015
Sometimes, price wars can make sense Is there “pricing logic” behind the current price war being fought between Coles & Woolworths? Pricing theory tells us that there are three situations where a price war may make sense, none of which support the strategies pursued by the two supermarkets. Price wars make sense when there is […]
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Aug, 27, 2015
Should you drop your prices if customers don’t say anything? Silence isn’t a sound that most leaders want to hear in the aftermath of their pitch for new business. Still, if customers don’t immediately sign on the dotted line, silence is the second best reaction. Let me explain. I recently I had lunch with the […]
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Aug, 27, 2015
Inventory isn’t something companies want to sit on. You want to sell it as quickly as possible and turn it into revenue, not pay for it to be sitting in a warehouse. Why not turn your unsold goods into a service? Last Sunday, a friend invited me to opening night of an exhibition by a […]
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