CLASSIC: The Art of Pricing
Ask pricing experts whether pricing is an art or a science and every one will respond with “both.” The science side is easy to understand
Ask pricing experts whether pricing is an art or a science and every one will respond with “both.” The science side is easy to understand
The first indication that you need a new pricing metric is you have customers who get massive amounts of value but don’t pay you very
Shrinkflation is commonly found in grocery stores. Instead of raising the price of a can of Pringles, they keep the price the same and reduce
“Amazon Used Secret ‘Project Nessie’ Algorithm to Raise Prices,” blares a Wall Street Journal Headline. Of course, I had to read it. The implication in
Two weeks ago, I published a blog titled “Defining Value.” Many of you shared your opinions in the comments, and I appreciated each one. However,
One of my favorite pricing tools is a scatter plot. It’s simply a graph of deals with discount on one axis and deal size on
Quartz had an article on Unilever’s sales of ice cream. This graph tells an interesting story. In the beginning of 2022, notice there was little
One reason people don’t buy from us is because they think our product is too expensive. Maybe they are right … for them. Maybe they
It is humorous when some companies say they use Value Based Pricing. Usually, these are the ones that recently stopped using cost-plus pricing, so they
My go-to pricing research method for learning how much buyers are willing to pay is Van Westendorp’s Price Sensitivity Meter. (There is a plethora of