OnDemand WTP Pricing Research

Tag: Value Propositions

Ticket price gouging: Crackdown on scalping coming under Labor government | NEWS AU

Ticket price gouging: Crackdown on scalping coming under Labor government | NEWS AU

Bill Shorten has promised to crack down on the “growing scourge” of ticket gouging, which is increasingly robbing fans of the chance to attend major events. Labor says it will introduce a national ban on the use of ticket-buying bot software, which it estimates accounts for as much as 30 per cent of the traffic […]

Think Tank: Five Steps to Win on Relevance, Not Just Price, This Holiday Season | WWD

Think Tank: Five Steps to Win on Relevance, Not Just Price, This Holiday Season | WWD

For retailers, Black Friday and Cyber Monday have largely become a race to the bottom — who can win pure volume with the lowest possible prices? With retail holiday spending expected to exceed $1 trillion this year according to Deloitte’s annual forecast, even a tiny share can mean huge revenues. The question is, how much […]

Deliveroo Australia rolls out dynamic pricing based on distance | news.com.au

Deliveroo Australia rolls out dynamic pricing based on distance | news.com.au

Food delivery company Deliveroo has ditched its flat $5 delivery fee in favour of dynamic pricing based on the restaurant’s distance to the customer. As a result of the variable fees introduced last month, which range from as low as $2.95 to a maximum of $6.95, Deliveroo says “more than 50 per cent” of customers […]

Pricing: How deep do you discount? | Source Global Research

Pricing: How deep do you discount? | Source Global Research

How much do you have to discount your consulting fee rates for if you want to have an impact on buying behaviour? 5%? 10%? 20%? Research we carried out five years ago suggested that small price cuts make no difference, except perhaps to the procurement manager who has the lonely and thankless task of demanding […]

B2B’s payment challenges extend to pricing | PaymentsSource

B2B’s payment challenges extend to pricing | PaymentsSource

If only the B2B buying process were as simple as ordering a pair of shoes online. You’d find, say, a fleet of 18-wheelers, configured exactly how you want them, in the exact models you need. With a click of a button, you’d have an exact quote ready to go. In less than a few minutes, […]

What really matters in B2B dynamic pricing | McKinsey

What really matters in B2B dynamic pricing | McKinsey

Companies that succeed at analytics-based pricing build a strong foundation—and include their salesforce in developing it from the start. Like many of its peers, a medical-technology company was struggling to adapt to changing market dynamics. Its traditional relationship-based sales model was coming under threat from increased competition and scrutiny from hospitals, while end users, especially […]

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Are you having to discount deals to close them? Your need to discount is driven by one or two things. First is not prospecting the right people and second is the lack of creating value in the mind of the customer. If you don’t do both well there’s little chance in being able to close […]

Get Ready For A Price Surge in Senior Housing | GlobeSt

Get Ready For A Price Surge in Senior Housing | GlobeSt

BOSTON–The senior housing sector has its challenges: like many asset classes it is sensitive to rising interest rates and it comes with a unique set of operational challenges. Yet investor interest in the sector is very strong — strong enough that CBRE is predicting new highs for transaction pricing in certain categories within this sector […]

Sales Leaders Don’t Discount Their Price | Mark Hunter

Sales Leaders Don’t Discount Their Price | Mark Hunter

After speaking at a conference recently, a sales manager approached me to say how his company is seen as the premier company in their industry for their quality and service.  He went on to say how everyone loved them, and then he dropped the bombshell.  He said the big reason they were the leader was because […]

How to Re-balance the Price Versus Value Conversation | Sales Gravy Articles

How to Re-balance the Price Versus Value Conversation | Sales Gravy Articles

Buyers often seem to be on a different wavelength. Their decision making criteria have changed. For the price obsessed buyer you must calculate your value before you can communicate it. If you can’t communicate your value – all your value – price is where you are going to get stuck. The Value Equation Communicating your […]