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Valuing Benefits: Weighted Average or Economic Impact?

July 2017 Pricing, Product

Because the exchange value approach examines the focal product against its next nearest competitor from the viewpoint of a specific market segment, it creates a focused picture of how an offering is likely to be evaluated by that specific segment. If more segments and competitors are to be considered, more models of the Exchange Value to Customer are needed. This leads to better and more accurate pricing on a segment-by-segment basis.

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Rules of Retailing and Changing

July 2017 Marketing, Selling

Prof. Haskett defines the “wheel of retailing” as the concept where retailers enter the market through low-price strategies to build market share. With the high market share, the retailer would shift its strategy from attracting new customers to increasing profit margins through higher pricing. In implementing the higher pricing strategy, the retailer opens spaced for a new lower price retailer to come into the market as the wheel turns.

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Top 6

“Shares of Morgan Stanley, which wraps up the quarterly earnings season for the big lenders, were up 2.5 percent at $46.29 in premarket trading,” Reuters

  1. The lender’s wealth management business had its best quarter in more than three years, with revenue rising 8.9 percent to $4.15 billion.
  2. The business, which the bank has been building out for a reliable income stream, generated a 25 percent pre-tax margin, in line with Chief Executive James Gorman’s stated target.
  3. Investment banking revenue jumped 25 percent to $1.53 billion as an active debt and equity capital market activities drove up underwriting fees.
  4. Morgan Stanley said equities trading, a business in which it is typically strong, rose to $2.2 billion from $2.1 billion.
  5. A sign of the times?
  6. Only time will tell.
From the Archives

Valuing Benefits: Weighted Average or Economic Impact?

» June 2017

Sales, Marketing, Finance and Pricing in Price Management

» April 2017

Product Management v. Sales: Don’t Confuse Your Market

Strategic Consulting as Detective and Diplomat

» May 2017

Should You Fight for Market Share?

» January 2017

Price is a Verb

Rules of Retailing and Changing

» May 2017

Product Management v. Sales: Profit Based Incentives for Both

» June 2017

Who Will Survive the Retail Revolution?

The Right Personality For The Right Negotiation

» April 2017

Complacency and Panic

» March 2017

Pricing in the Life Sciences