It’s late notice, but on Thursday I’ll be doing a webinar on Mimiran Deal Manager, which helps sales reps negotiate prices faster and more effectively. DM provides a recommended price as sales reps work up a quote, and then either … Read More
Blog
Thoughts on commodities
I recently returned from a two week trip to India. I visited high tech campuses that shimmered more brightly than their counterparts in California and villages where people relied on manual water pumps. The responsibility for feeding the billion-plus Indians … Read More
How do you measure risk?
Few decisions in business or in life are without risk. The outcomes we expect from our decisions depend in some part on a set of assumptions about the world around us. For big decisions with a large impact, we often … Read More
One area of pricing strength
While the economy as a whole risks deflation, there was one area with strong pricing power. According to PNC’s annual survey the cost of hiring lords a’leaping, buying partridges, pear trees, and other accoutrements of the 12 Days of Christmas … Read More
The real end of the line for airline fees
Back in August, I wrote a post titled “What Other Fees Can Airlines Charge?” Well, as several alert readers pointed out, The Onion has the ultimate answer. When it comes to airlines’ pricing power, the good news is that the … Read More
Pricing Lessons from the Detroit Bailout Fiasco
With consumers shunning gas-guzzling SUVs and easy financing gone the way of $1.00/gallon gas, Detroit is in trouble. Some people have called for government intervention. Others have suggested that the best thing to do is allow the big carmakers to … Read More
6 Tips for Selling in a Downturn
Geoffrey James over at BNet was just at the Selling Power 2.0 conference and picked up 6 tips for selling in a downturn. What caught my eye was #3: “Don’t lower prices. Find new and innovative ways to lower the … Read More
What’s worse than inflation?
When commodity prices surged and governments around the world pumped hundreds of billions of dollars into markets, crippling inflation was a major risk. However, demand is so soft that the Consumer Price Index (CPI) fell a record 1.0% in October. … Read More
The team’s a winner– so the prices are going up
Sports Illustrated reports that the AL Champion Tampa Bay Rays are raising ticket prices $1-$5 next year, following their first winning season. Tickets for most games will cost $10-$210, although some games against popular competition will cost more. Nothing succeeds … Read More
Price Increase via Package Change
Customers hate price increases. So many companies keep the price the same, but reduce the amount of product sold. I recently came across an example of this when my wife came from the grocery store with a big container of … Read More