Why Did the Airlines Eliminate Change Fees?
September 16, 2020
Last week, United, Delta, and American Airlines all eliminated their change fees. United led the charge, and Delta and American followed the next day. Before
Category: Blog
Genuinely Free
September 9, 2020
When I read Chris Anderson’s book “Free: The Future of a Radical Price,” I found it insightful and thought-provoking. His basic premise stems from a
Coke’s Failure: When Price Segmentation Goes Wrong
September 2, 2020
Price segmentation is an incredibly powerful way to capture more value from differing levels of willingness to pay among your customers. Today, we’re going to
Coupons: Unlocking Power through Price Segmentation
August 26, 2020
Today we’ll explore a fun example of price segmentation: coupons. Let’s look at their usage through the lens of our price segmentation glasses. Remember, price
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
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
