187 articles found in this category.

Pricing Done Right

August 2016 Pricing, Selling

Pricing Done Right provides a roadmap for improving pricing practices within any market-oriented firm. It provides a framework for managing pricing decisions in any organization. It clarifies the best practices for defining the organizational culture, architectural hierarchy, and routines for getting pricing done right.


Will Culling Low Margin Items Actually Destroy Profits? An Exploration into Economies of Scope

July 2016 Pricing, Product

Firms often sell low margin items because customers seek the low margin items and, when buying, buy higher margin items as well. These low margin items can make sense through their enablement of the firm to profit from economies of scope. Killing low margin items can make sense in some cases, but other cases doing so will kill the firm.

Wiglaf Highlights