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Pricing News Daily > 1/19/15

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-StrategicPricingSolutions

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 by Scott Francis in 2005 with a vision of enabling B2B clients to build sustainable strategic pricing capability to significantly improve their profitability. By providing flexibility in how we serve our customers, SPS consulting enables clients to build sustainable strategic pricing capability and continuous improvement in profitability through better pricing decisions.

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Headlines

This Week in Pricing > 1/18/15

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: Value Innoruption Advisors Founded by Dr. Stephan Liozu, Value Innoruption Advisors provides training and consulting resources for organizations interested in embedding value-based methodologies in their […]

15 Thoughts on Pricing in ’15 | Selling Out

Last week, I gave a presentation to my good friends at the Aspen Live conference in Aspen, Colo. (I know, it’s tough work, but someone’s got to go!). In it, I talked about the ways in which our experience at Goldstar can help our live entertainment partners think about pricing. As I said to them, […]

#2: Emotional Pricing Is Like Drunk Dialing | Selling Out

Sometimes fear causes emotional pricing. A marketer could start to worry about losing money. That’s when the “lizard brain” takes over and decides that, by God, people are just going to have to pay more, and prices go up. That, too, is emotional pricing. A high price set in panic in order to break even […]

What Customers Want: Half the Price or Twice as Good | Inc.com

Turns out there is some wisdom in that line when it comes to getting customers to choose your product or service over those offered by your competitors. In order to inspire a change a consumer’s behavior to choose you over someone else, you need to offer them a similar product or service at half the […]

Biotech’s Price Wars Are Just Beginning | Bloomberg

The two drugmakers that last year introduced $1,000-a-day hepatitis C treatments said there wouldn’t be a price war over their breakthrough drugs. Instead, that’s exactly what’s starting to happen between AbbVie Inc. (ABBV) and Gilead Sciences Inc. (GILD) Anthem Inc., the biggest provider of health insurance plans to U.S. employers, yesterday became the third major […]

More TurboTax Pricing Games | Mouse Print*

Our trusty mouse caused a little bit of a stir with last week’s story about Intuit yanking out key functionality from TurboTax Deluxe, and selling it back to customers via a $30 – $40 upgrade charge. There are now over 1200 one-star reviews on Amazon with consumers fuming over the changes and charges. Game 1: […]

Something is wrong with Apple’s International app pricing | Digitopoly

Apple’s App Store is a global platform for software developers to distribute apps to iPhones, iPads and Macs. As an institution it is phenomenal, reducing transaction costs and opening up many markets that were previously impenetrable to developers. This week Apple reported that the App Store made $15 billion for developers. But this week a problem […]

Memo To The CEO: Price War? Let’s Not Join In | Forbes

So our competitors are gearing up for a price war. This isn’t good news, but let’s not make it worse than it has to be. Let’s not join in. Selling this message is going to be hard work. We’ll need a wide range of arguments, so here are some. According to one report, at least […]

Oil falls below $45 as OPEC plays hardball | CNBC

Oil prices continued their dramatic slump to near-six-year lows on Tuesday, as an oil minister from OPEC (Organization of the Petroleum Exporting Countries) reiterated that the group would not be changing its production strategy. WTI crude for February delivery fell below $45 a barrel on Tuesday morning for the first time since April 2009 and […]

Is Keystone Still Necessary as Oil, Gasoline Prices Dip? | Supply & Demand Chain Executive

WASHINGTON (AP) — A 50-percent plunge in the price of crude oil, resulting from abundant global oil supplies and cheaper gasoline at the pump, raise critical questions about whether the Keystone XL oil pipeline is still needed or even makes financial sense. Oil prices always have been volatile, and both the pipeline company and the […]

Pricer’s Points: 3 Selling Secrets for Great Prices from Liam Neeson | David Mok

First, don’t lead with price. If you don’t know what the customer needs, don’t quote the deal – period! Like Neeson’s character, if you don’t know anything about the people you are dealing with and they’re shopping for price, then don’t do it. If you are leading with price, you are simply selling on price. […]

Discussion: Your sales force is the most important part of your pricing strategy

The world is full of amazing people with amazing abilities to develop incredible products and still you will often see that some of these products are not really successful when they are launched in the market. One example I saw about 20 years ago, was a building services product, which was developed to save energy. […]

 

Events

Webcast: Increasing Margins with Proven Pricing Tools | SPA

When: Tuesday, January 21, 2015 2:00 PM Eastern

Register to attend our webcast where Craig Swenson, COO of Palmer Johnson Power Systems, will share their journey to pricing excellence and how they are leveraging strategic pricing tools to track sales force accountability. To implement a solution that enhanced profitability, developed pricing discipline, and removed emotion from […]

Webcast: Learn How Iowa Fluid Power Improves Price Realization with SPA | SPA

When: Tuesday, February 18, 2015 2:00 PM

Eastern Register to attend our webcast where Jim Kaas, President of Iowa Fluid Power, will share their journey to pricing excellence and how they are leveraging science-based strategic pricing tools to improve price realization by identifying price-sensitive products and services. To implement a solution that enhanced profitability, developed pricing […]

Seminar: The Value-based Pricing of Innovation | Stage-Gate International

When: April 14-15, 2015

Where: Washington DC

Are you capturing the value of your innovation? Firms are pouring billions in innovation investments every year with the goal of creating differentiation and competitive products and services. Many, however, forget two critical elements in the innovation management process: the clear definition and measurement of […]

Conference: Manufacturing Pricing Excellence – Barcelona 2015

When: May 20-22, 2015

Where: Barcelona, Spain

Event Overview On behalf of Copperberg and the entire Pricing competence team I am delighted to announce our 3rd Annual Manufacturing Pricing Excellence conference scheduled for 20-22nd of May 2015 in Barcelona, Spain. Since our last edition in Amsterdam, together with our advisory board and delegate network we have been […]

Resources

Pricing Resources

The source for valuable pricing resources including: academic programs, articles, blogs, books, cartoons, certifications, papers, quotes, reports, training, and videos.

Pricer’s Points

The “Pricer’s Points“ blog series provides a forum for pricing professionals to share their insights and experience. Our guest bloggers share their knowledge about specific product or industry challenges, geographic complexities, strategies, tactics, and technologies.

Top Discussions

The “Top Discussions“ blog series offers a collection of top pricing related conversations on LinkedIn or in the comments section of pricing related blogs and articles.

Pricing Experts

The source for pricing strategy expert vendor related information and resources.

Pricing Tech

The source for pricing technology vendor related information and resources.

Pricing News LinkedIn Group

Join 1,000’s of your peers in the our LinkedIn discussion group. The group offers a place to share the latest pricing strategy and technology, news, events, resources, thought leadership, and discuss the latest pricing related successes and failures in the news.

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