CLASSIC: The Art of Pricing
November 30, 2023
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
Tag: pricing skills
Do You Need a New Pricing Metric?
November 23, 2023
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
Software Shrinkflation
November 9, 2023
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
Lessons from Amazon’s Nessie
October 12, 2023
“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
Defining Value-based Pricing
August 25, 2023
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,
Pros and Cons of Price Variance
August 17, 2023
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
Which Business Do You Want?
August 3, 2023
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
It’s Too Expensive!
July 13, 2023
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
Value-Based Pricing is an Attitude
June 8, 2023
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
Quick and Dirty Pricing Research
May 25, 2023
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
