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Pricing

264 articles found in this category.

Strategic Movements: March 2020

March 2020 Pricing

High Growth Billion Dollar Industry: Plant-Based Meat The plant-based meat market has grown to just under a billion dollars in sales for 2019 according to SPINS scan data and IRI, up 18% from the prior year. With growth like this, do companies hold prices high given the obvious high demand or slash prices in an […]

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Does Dynamic Pricing Hurt Customers?

March 2020 Pricing

If you’ve ever used a ride hailing app, chances are that at some point you’ve experienced a higher than expected fee. Surge pricing is surely unpleasant when you’re on the paying end; almost everyone would prefer to pay less than more for a given product or service. Yet, as a form of dynamic pricing, such […]

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Price Gouging in the News

March 2020 Pricing

As our nation responds to the coronavirus situation, stories have spread about the behaviors of some profit-seekers. The New York Times reported on a pair of brothers in Tennessee that used a U-Haul truck to collect more than 17,000 bottles of hand sanitizer and thousands of packs of antibacterial wipes from mostly rural dollar stores. […]

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Big Food is Being Disrupted

March 2020 Marketing, Pricing

Consumer packaged food giants Kellogg’s, Mondelez, Kraft Heinz, Nestle, and Unilever are facing a long-term trend challenge.  At the low-end, increased competition from store brands erode pricing power and market share. At the high-end, upstart food makers with minimal experience bring new products to market that grab significant profit share.  These trends are not new.  […]

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Pricing Communication Breakdown

February 2020 Communication, Pricing

Pricing projects generally involve a high level of collaboration and coordination between numerous departments in an organization. At a minimum, representatives from sales, marketing, and finance should have a seat at the table. There are many advantages to having a cross-functional team, including having a diverse range of backgrounds, experiences, and training. However, a common […]

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How to Raise Prices

January 2020 Pricing

I recently fielded a question from a former client who was looking for advice on how to raise the price of a certain product. Preparing to launch a revolutionary new SaaS offering later this year, which we helped price, the tech company is also keeping an eye on its existing offerings and wants to make […]

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Gain Insight Using the Price Waterfall

January 2020 Pricing

When executives direct their focus on pricing, they need analytical tools that enable them to quickly get a lay of the land and identify opportunities for profit improvement. One of the most indispensable of these tools is the price waterfall. A waterfall chart is a visualization that shows the cumulative effect of a series of […]

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In Pricing, What Is the Goal?

January 2020 Pricing

In pricing, what is the goal?  Is it to increase profits, revenue, or some other newfound metric?  It seems profit optimization is the obvious answer. After all, they teach that in freshman economics.  Yet, experience repeatedly demonstrates that improving profits is not necessarily the goal.  Why is that? Let’s look at corporate financial valuations and […]

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Strategic Movements December 2019

December 2019 Pricing

Elon Musk Delivers Pleasant Surprise Tesla Inc. had record deliveries in Q3 2019 resulting in overall profits. Anticipated 2019 production is currently at 360,000 – 400,000 units.  Profits had previously been suppressed at Tesla due to low production volumes (incapable of hitting targets) and the lowering of prices. Elon’s price targets for Tesla only work […]

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Playbook for Competitive Price Engagement

December 2019 Pricing

Sun Tzu wrote that “The best victory is when the opponent surrenders of its own accord before there are any actual hostilities… It is best to win without fighting.”  As it is with international engagements, so it is with company-competitive engagements.  Civilization Structures Anthropologists have identified a relatively consistent pattern in the structure of ancient […]

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