Volume-Based Discounting
December 16, 2020
Many companies give a discount to customers who buy in volume. Do you do this? Stop reading for just a moment, and consider: Why do
Tag: value-based pricing
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
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
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
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
Your Prices Capture the Value You Create
June 10, 2020
Your customer’s willingness to pay is an excellent measure of your product’s value. And their willingness to pay is best estimated by the price at
Economic Value Estimation – What and Why?
May 27, 2020
Thomas Nagle, the father of modern pricing, created EVE or Economic Value Estimation. It’s hard to say exactly what EVE is. It’s a template, a
The Most Important & Least Understood Business Concept
May 20, 2020
The two most profitable pricing decisions any company can make are: Adopt value based pricing Use price segmentation Let’s briefly define these terms… Value based
The Power of Market Segmentation in Pricing
May 13, 2020
People are afraid to focus. They’re afraid to go after specific market segments, and instead want to go after ‘everybody’; they don’t want to miss
Q&A: What to Teach Manufacturing Companies about Pricing?
April 15, 2020
Question: Hello Mark, First of all, my best wishes for 2020! I was wondering about your views on the main profit challenges for industrial clients.
