Mark Stiving

Blog Post
Gross Margin Is Almost Always Irrelevant in Pricing
Sep 29, 2017 -

If you’re a regular reader or a pricing aficionado (aren’t we all?) then you already know that costs are ALMOST always irrelevant to pricing. The single most important driver in pricing is what your buyers are willing to pay. Your buyers don’t care what your product costs to make. They only decide if the value they receive is more than the price you charge.

Sep 29, 2017 -

If you’re a regular reader or a pricing aficionado (aren’t we all?) then you already know that costs are ALMOST always irrelevant to pricing. The single most important driver in pricing is what your buyers are willing to pay. Your buyers don’t care what your product costs to make. They only decide if the value they receive is more than the price you charge.

Blog Post
Ticketmaster’s Verified Fan Gives Economic Surplus to Fans
Oct 04, 2017 -

What do Taylor Swift, Bruce Springsteen and Hamilton on Broadway all have in common? They are using Ticketmaster’s Verified Fan program to keep the scalpers from making a fortune on their events...

Oct 04, 2017 -

What do Taylor Swift, Bruce Springsteen and Hamilton on Broadway all have in common? They are using Ticketmaster’s Verified Fan program to keep the scalpers from making a fortune on their events...

Blog Post
Did Apple Make a Portfolio Mistake with the iPhone 8/X?
Oct 10, 2017 -

Apple announced both the iPhone 8 and the iPhone X at the same time. Was this a mistake? Time will surely tell, but here are some thoughts from a pricing guy.

Oct 10, 2017 -

Apple announced both the iPhone 8 and the iPhone X at the same time. Was this a mistake? Time will surely tell, but here are some thoughts from a pricing guy.

Blog Post
Gouging Is Good, But Not Advised
Sep 21, 2017 -

I recently posted a blog on how some of the airlines were being good corporate citizens and capping the price of their flights from Florida, just before Hurricane Irma. Huge kudos to them. The takeaway of the post was to think about the lifetime value of your customer...

Sep 21, 2017 -

I recently posted a blog on how some of the airlines were being good corporate citizens and capping the price of their flights from Florida, just before Hurricane Irma. Huge kudos to them. The takeaway of the post was to think about the lifetime value of your customer...

Blog Post
Deciphering “Value Range Pricing” in Real Estate
Sep 14, 2017 -

There’s a “new” concept in real estate: Instead of publishing an asking price, you publish a range. For example, instead of listing a house for $349,900, you might list it for $339,900 – $375,000. http://www.realtor.com/advice/sell/what-is-value-range-pricing-real-estate/ To understand this effect, we first have to think about a house with only one asking price...

Sep 14, 2017 -

There’s a “new” concept in real estate: Instead of publishing an asking price, you publish a range. For example, instead of listing a house for $349,900, you might list it for $339,900 – $375,000. http://www.realtor.com/advice/sell/what-is-value-range-pricing-real-estate/ To understand this effect, we first have to think about a house with only one asking price...

Article
Why the Product Team Must Own Pricing
Aug 28, 2017 - Who should own pricing? When I ask students this question, it almost always evokes emotion. Some people respond confidently, while others...
Aug 28, 2017 - Who should own pricing? When I ask students this question, it almost always evokes emotion. Some people respond confidently, while others...
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