Mark Stiving

Blog Post
Airline Pricing, Hurricane Irma and Fairness
Sep 09, 2017 -

Southern Florida is evacuating.  Most of Florida is evacuating.  My parents as far North as Charleston, South Carolina are evacuating. Hurricane Irma is a big deal.   For many people, their evacuation plans include flying somewhere safe. This could be a windfall for the airlines...

Sep 09, 2017 -

Southern Florida is evacuating.  Most of Florida is evacuating.  My parents as far North as Charleston, South Carolina are evacuating. Hurricane Irma is a big deal.   For many people, their evacuation plans include flying somewhere safe. This could be a windfall for the airlines...

Blog Post
A Fantastic Example of Price Segmentation Using Distribution
Nov 15, 2017 -

Everyone who reads this blog knows that we should use price segmentation to capture more from those willing to pay more, yet still win from those only willing to pay less.  

Nov 15, 2017 -

Everyone who reads this blog knows that we should use price segmentation to capture more from those willing to pay more, yet still win from those only willing to pay less.  

Blog Post
What Zillow Can Teach You About Your Pricing Analytics
Nov 07, 2017 -

In a Zillow Porchlight article, Zillow describes (barely) how they calculate the value of a home and how they are trying to become more accurate.

Nov 07, 2017 -

In a Zillow Porchlight article, Zillow describes (barely) how they calculate the value of a home and how they are trying to become more accurate.

Blog Post
American Airlines Deters Competition with Price Strategy
Nov 01, 2017 -

The first two sentences in a Skift.com article titled “American Airlines Plans to Keep Prices Low on Competitive Routes” are: American Airlines Group Inc. will “absolutely, positively” match discount fares from low-cost rivals, chief executive officer Doug Parker said, signaling no end in sight for a price war that has knocked down industry shares this summer. “We price our product to match the competition,” Parker told reporters at a conference in Fort Worth, Texas. “We always have, we always will.” 

Nov 01, 2017 -

The first two sentences in a Skift.com article titled “American Airlines Plans to Keep Prices Low on Competitive Routes” are: American Airlines Group Inc. will “absolutely, positively” match discount fares from low-cost rivals, chief executive officer Doug Parker said, signaling no end in sight for a price war that has knocked down industry shares this summer. “We price our product to match the competition,” Parker told reporters at a conference in Fort Worth, Texas. “We always have, we always will.” 

Blog Post
Surge Pricing and Fairness
Oct 25, 2017 -

Several people have asked me to comment on the recent New York Times article titled “Why Surge Prices Make Us So Mad: What Springsteen, Home Depot and a Nobel Winner Know.” Here goes.

Oct 25, 2017 -

Several people have asked me to comment on the recent New York Times article titled “Why Surge Prices Make Us So Mad: What Springsteen, Home Depot and a Nobel Winner Know.” Here goes.

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
Kill the Zombies
Jun 03, 2016 - Do some customers still use an old product that you want to get rid of? Have you ever wondered how much...
Jun 03, 2016 - Do some customers still use an old product that you want to get rid of? Have you ever wondered how much...
Webinar
Distinctive Competencies: Why There's No Such Thing as a Commodity
May 22, 2017 - Distinctive competencies are powerful things, but too many companies fail to recognize their importance or spend the time required to identify...
May 22, 2017 - Distinctive competencies are powerful things, but too many companies fail to recognize their importance or spend the time required to identify...
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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