The Three Definitions of Value
August 19, 2020
Although value is a common word, in the pricing world, it has three distinct meanings. Whenever we hear a customer use the word “value”, we
Category: Blog
Should You Add a COVID Surcharge?
August 12, 2020
Yes and no. Surprised? Here’s why I say this. Do a quick web search for “COVID surcharge”, and you will find hundreds of stories on
A Pricing Story: Explained
August 5, 2020
A friend sent me this story: An old man is running a fruit stand and displays a sign that reads 1 melon for $3, 3
Value Based Pricing
July 29, 2020
Note: read our last blog article, Value Based Buying, before reading this post. Value Based Pricing (VBP) is the process of setting a price to
Value Based Buying
July 22, 2020
Value Based pricing is the pricing technique most highly recommended by consultants and academics. The concept is simple: set a price so you capture what
Don’t Talk About Price – Talk About Value
July 15, 2020
Mahajan Gautam directed me to this fabulous video by Vusi Thembekwayo, the highest-paid professional speaker in South Africa (unverified). https://www.youtube.com/watch?v=GiHrKVlWP5k In this talk, he gives
Price Segmentation: The Second Most Powerful Pricing Tool
July 8, 2020
The second most powerful tool you have available when it comes to pricing is price segmentation. Every company – big or small – must be
Your Price is Your Most Powerful Profit Driver
July 1, 2020
Last week, we discussed the hope of a “magic price” – and determined it is in fact nonexistent. So, if this is the case, why
How to Find Your Perfect Price
June 24, 2020
Many people I talk with are under the impression if they only knew the right price, they would be doing so much better than they
The Best Career Advice for Pricing Professionals
June 17, 2020
Many pricing people are brilliant and love numbers more than most. When we figure something out, we are usually right. Yet, too often the rest
