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Lufthansa Systems Goes to Market with iPad In-flight Entertainment Systems: EVM Case Study

December 2012 Pricing 5 Comments

Thales SA and Panasonic Corp. have recently begun marketing Wi-Fi-enabled iPad in-flight entertainment systems alongside traditional wired and seatback entertainment systems. Does handing out iPads to passengers and going Wi-Fi make sense for other airlines or is this a frivolous luxury for the elite that commoners will never see? A modeling of the Exchange Value can determine.

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Hawk-Dove Pricing: Avoiding a Price War

December 2012 Pricing

The ever-so-dreaded prisoner’s dilemma outcome achieved in most pricing wars can be avoided in some instances by applying games of coexistence. In particular, the Hawk-Dove game offers a unique result that fosters mutual benefit and healthy market competition. The value contributed by the Hawk-Dove model involves understanding the cost of waging a price war, the potential strategy-dependent profit realized, and the managerial security expressed.

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Information Is Currency

December 2012 Pricing

“Sellers don’t control their product, quality, marketing, customers, competitors, or pricing. What they do control is, what they know, and how and when to apply what they know.“ Read a controversial approach to sales and price quoting from Spider Lockhart and ask yourself: when should prices be transparent and when should they stay opaque?

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Somewhere between blunt and precise lies communication. Go too far in either direction and you lose them.

  1. When sales people manage information flows, they can pry open an opportunity.
  2. When a town goes wireless, there is business to be had in recycling wire.
  3. When H-P management claimed it was “duped” out of billions, lawyers expected to make millions.
  4. When security does not make economic sense, expect risks to be managed.
  5. When labor and finance can’t split the pie, expect everyone to loose.
  6. Twinkies, Ding-Dongs, and Ho-Hos. Who would choose any of these names for brands of something people put in their mouths today? And yet we all miss them. Hostess, you were the one with the mostess.