Archive for May 2017
Strategic Movements: May 2017
Let me get this right: Grainger’s “pricing action” was to lower prices. The result was higher volumes and lower gross profits. The aim was a clear market share take. And CEO Donald Macpherson is happy with the result?
Read MoreProduct Management v. Sales: Profit Based Incentives for Both
Can both product managers and salespeople have their incentives and key performance indicators aligned to the corporate goal: profits? Yes. They can and should, but it won’t be the same for both and we need to get specific. In my last article, Product Management v. Sales: Don’t Confuse Your Market, I explored how sales responsibilities…
Read MoreShould You Fight for Market Share?
Market share is not intrinsically valuable. In the world of business, good profit dollars are what has intrinsic value. Profit dollars, earned by serving customers, are the existential purpose of a firm. Anything else is merely instrumental.
Read MoreMarketing High-Quality Commercial-Free Cable TV – And How It Makes Money?
Since programming is the coin of the realm for the cable networks, an annual expenditure of $60 million is chump change when compared with the basic subscription revenue stream as well as lucrative secondary and merchandising market streams of income.
Read More