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Pricing News Daily > 10/21/14

Pricing News Daily is a digest of top pricing strategy in the news, strategy expert and technology leader’s thought leadership, industry news and events, and resources for pricing professionals.

EditionSponsor-StrategicPricingAssociates

This Edition is Sponsored by:

Strategic Pricing Associates

SPA is the leading provider of pricing analytics to 100′s of complex companies of all types: manufacturing, distribution, equipment, services, and software/technology products. The benefits are staggering; and they are typically accomplished in less than 90 days. Our typical client improves profitability by two to four percent of sales. SPA Clients include over 200 manufacturing companies including Parker HannifinRockwellGEExxon MobilCaterpillar as well as over 400 distributors including Harry Cooper Supply CompanyIndustrial Distribution GroupAH Harris, and ThermoFisher Scientific.

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Headlines

You Never Should Automatically Give a Price | Selling Fearlessly

After the purpose of the call was taken care of, we continued to talk about selling. At one point Dan brought up the subject of prospects who simply want to be given a price, nothing else, no other interaction whatsoever, and who send their request in an email. I’m sure his overall frustrating experience in […]

Value Pricing and Regulation of Lawyers | Allocatur Consulting

However, if a practitioner agrees a fixed fee with a client, there is no provision that requires that a record of time spent is to be kept. What is required is that the practitioner be able to prove that the agreed fee is fair and reasonable, and therefore it is important to be able to […]

Listening to Clients | 3 Geeks and a Law Blog

Lastly – law firms need to grow a pair. They employ very talented people. Instead of always bending over, they should have some confidence in defending their prices. Failing to do so means they will undersell the value of their services. Read complete article here: 3 Geeks and a Law Blog: Listening to Clients.

How to Make Discounting Work | TOFURIOUS

Are discounts really that bad? They get certain people to buy. For example, my fiancée is adamant about eating organic foods, but I was surprised one day when she came home with a box of inorganic cookies. “There was a coupon and I had to try it.” On the other hand, I understand how discounts can […]

The Fallacy Of Predatory Pricing | Ashwin Somakumar

The problem is that this scenario never really can play out the way companies expect it to. In a free market economy, as soon as the predatory firm raises its prices to take advantage of its dominant position, it creates an incentive for new rivals to enter the market. The higher the profits, the more […]

Moore’s Law & Semiconductor Pricing | The Wiglaf Journal

In case of semiconductor chips, when it comes to new business, the prices are market-driven for commodity products and value-based for proprietary products. Moore’s Law-centric discussion comes in mostly during price negotiations for existing business.  When such a topic comes up during negotiation, it can be countered by explaining the limitations of correlating pricing with […]

Surge pricing and the just economy | Reuters

The author is a Reuters Breakingviews columnist. The opinions expressed are his own. Surge pricing is what car service Uber calls its reliance on the market mechanism. The use of price to balance supply and demand is a perfect example of standard economic theory in action. It is also a good example of why market […]

iPad Air 2 Pricing | Business Insider

Unfortunately, Apple’s new pricing scheme pretty much forces you to shell out an extra $100 for the 64 GB devices to ensure you have enough space to store all your stuff and be able to upgrade to new versions of iOS. And that’s a shame, since many of Apple’s competitors like Samsung, HTC, and Motorola […]

Price Negotiations – Remember Loose Lips Sink Ships | Chris Provines

As an example, buyers may not come out directly and ask, but some buyers may try to find out how the salesperson is paid. Smart buyers know that if the salesperson is paid based on revenue only as opposed to profits, the salesperson may be willing to go lower in price. Using this knowledge, the […]

Taking Sides in the Amazon-Hachette Battle | Forbes

The fight between Amazon and Hachette is ostensibly about e-book pricing.  In reality, it is about much more: innovation, the business model, and the future of publishing. Amazon argues that e-books are highly price-elastic and everyone benefits from lower price-points because more copies are sold and more revenue generated.  Amazon cites price-testing experiments that show […]

This Week in Pricing > 10/18/14

TWIP is a recap of the week’s best pricing focused news, strategy expert and technology leader’s thought leadership, industry news and events, and resources for pricing professionals. This Edition is Sponsored by: Strategic Pricing Solutions Strategic Pricing Solutions, LLC (SPS) is a management consulting firm helping clients with pricing strategies, data analytics, and pricing processes. SPS was formed […]

 

Events and Resources

Seminar: Strategic Pricing Seminar | SPA

When: November 7, 2014 Where: Chicago, IL at the Hyatt Regency O’Hare Learn how leading manufacturing and distribution executives have unlocked the keys to faster growth, stronger customer relationships, and market-leading profitability with SPA’s proven strategic pricing processes and technology. Event Overview Equal parts strategy and practical tactics, this complimentary Strategic Pricing Executive Overview event at the Hyatt […]

Conference: Strategic Pricing Conference | SPA

When: November 13-14, 2014 Where: Las Vegas, NV at the Vdara Hotel & Spa at Aria Learn how leading manufacturing and distribution executives have unlocked the keys to faster growth, stronger customer relationships, and market-leading profitability with SPA’s proven strategic pricing processes and technology. Event Overview Equal parts strategy and practical tactics, this complimentary Strategic Pricing Executive Overview event […]

Webcast: Learn How Crawford Supply Uses Strategic Pricing Tools to Identify and Capture Available Margin Premiums | SPA

Tuesday, November 18, 2014 2:00 PM Eastern Register to attend our webcast that starts at 2:00 PM EST where Jeff Heksh, Sales Director of Crawford Supply will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to identify and capture available margin premiums. To implement a solution that enhanced […]

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