Archive for 2016
What Exactly Is Target Transaction Pricing?
Notice the deal specificity. Target prices are deal dependent. That means it can vary between customers and between selling opportunities with the same customer. Target prices may be customer dependent, product mix dependent, quantity dependent, promotional timing dependent, competitive situation dependent, or even cost dependent.
Read MoreYou Get What You Pay For
One of the strongest arguments against advertising as the primary method of monetization is that you pay with your time and attention, which is a resource both finite and irreplaceable. Services like Spotify aggregate hundreds of labels on one easily accessible interface and payment system.
Read MoreImmigrants Fueling American Entrepreneurial Successes
In “Immigration and Entrepreneurship” in the New York Times (July 1, 2013), author Catherine Rampell writes: “One of the key economic arguments underpinning the immigration overhaul is that immigrants create jobs — not only because they spend money, but because they tend to be unusually entrepreneurial and innovative and so create job opportunities for the people around them.”
Read MorePricing Done Right
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.
Read MoreHow Can the Music Industry Bridge the Gap Between Physical and Digital Experiences?
We’re visual creatures, too. Whereas programs like iTunes and Spotify will display album art, it’s not the same experience as standing before a rack of albums. Similarly with books, despite all of the advantages of e-readers, they have not captured the experience of examining a wall of books. Digital is great, but, unsurprisingly, there are features of the physical world that still have a certain primacy for, well, physical beings:
Read MoreWhy Business Communication Is All About Great Story-Telling
“The truth isn’t the truth until people believe you, and they can’t believe you if they don’t know what you’re saying, and they can’t know what you’re saying if they don’t listen to you, and they won’t listen to you if you’re not interesting, and you won’t be interesting unless you say things imaginatively, originally, freshly.”
Read MoreB2B and B2C Ecommerce Trends Witnessed at Internet Retailer 2016
Adrienne Hartman, Director of Ecommerce & Customer Insights at J.J. Keller & Associates talked about how B2B Ecommerce cannot be solved only by software alone. (I agree with her) She also talked about using Google Manufacturing Center. She encourages you to ask, “How well can buyers use your site?” It is clear that her words come from an employee of an organization with a strong culture.
Read MoreWill Culling Low Margin Items Actually Destroy Profits? An Exploration into Economies of Scope
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.
Read MoreHow to Stop Discounting Practices of Salespeople from Destroying Your Profits
Neither revealing the company’s cost structure to front line salespeople, nor managing sales performance metrics and salespeople’s compensation with constantly varying variable costs isn’t strategically beneficial or managerially realistic. Alternatively, profit sharing plans have been used, but they don’t reward individual performance, just team performance.
Read MoreTesla’s Software Upsell
What Tesla has changed for the automotive industry is now that upselling process can continue long after the purchase of the vehicle. If you buy a S60 then get a better-paying job with a longer commute, you can choose to upgrade with essentially no additional cost to serve for Tesla. And spacing out the payments for the vehicle and later the capacity may make the original vehicle purchase more palatable for the consumer.
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