Pricing

Blog
A Pricing Skills Gap?
Here is a question from a reader: I have a skills gap that I need to close. I earned my Certified Pricing Professional (CPP) designation last year through the Professional Pricing Society. At work, we have engaged a pricing optimization firm to apply science to our pricing process. I’ve found myself taking a backseat to a more technical coworker that has more experience in the quantitative aspects of pricing. Any advice? 
Here is a question from a reader: I have a skills gap that I need to close. I earned my Certified Pricing Professional (CPP) designation last year through the Professional Pricing Society. At work, we have engaged a pricing optimization firm to apply science to our pricing process. I’ve found myself taking a backseat to a more technical coworker that has more experience in the quantitative aspects of pricing. Any advice? 
Blog
A Horrible Pricing Story
Here is a reader story about horrible pricing. Unfortunately this is far too common. "I thought you might appreciate my recent foray into a pricing battle with my horse boarding facility. A lady lives on and owns a gorgeous horse farm. She agreed to let me board my horses for $250 month per horse.The barn is basic, not fancy and with no other amenities other than a sand arena, so that was a fair price. After 3 weeks of boarding there, she decided to increase the price to $350 to cover the cost of her new fences. I explained that I was willing to pay $300, more than her competitors charged, even though I had a longer commute. She didn’t budge."
Here is a reader story about horrible pricing. Unfortunately this is far too common. "I thought you might appreciate my recent foray into a pricing battle with my horse boarding facility. A lady lives on and owns a gorgeous horse farm. She agreed to let me board my horses for $250 month per horse.The barn is basic, not fancy and with no other amenities other than a sand arena, so that was a fair price. After 3 weeks of boarding there, she decided to increase the price to $350 to cover the cost of her new fences. I explained that I was willing to pay $300, more than her competitors charged, even though I had a longer commute. She didn’t budge."
Blog
Why Should Sales NOT be in Charge of Pricing?
A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have noticed there may be one point you have not covered: “Why should sales not be in charge of pricing?” Thank you for the question. I can think of two reasons why sales should not be in charge of pricing. 
A question from a reader: Good morning Mark. The podcasts are excellent, as always. But I have noticed there may be one point you have not covered: “Why should sales not be in charge of pricing?” Thank you for the question. I can think of two reasons why sales should not be in charge of pricing. 
Blog
Starbucks Price Increases: Are They Leading or Signaling?
Starbucks is raising prices. In my last blog post, I discussed the pros and cons of that decision. In this post, let’s look at some more advanced issues. When competitors announce a price increase, they typically do one of two things: They lead or they signal.
Starbucks is raising prices. In my last blog post, I discussed the pros and cons of that decision. In this post, let’s look at some more advanced issues. When competitors announce a price increase, they typically do one of two things: They lead or they signal.
Blog
Starbucks Raises Prices – Good or Bad Decision?
Recently, Starbucks raised prices on its coffee. The company said it raised the price of a tall (small) by 10 to 20 cents, or in the ballpark of 5% to 10% of the original price. What will happen? 
Recently, Starbucks raised prices on its coffee. The company said it raised the price of a tall (small) by 10 to 20 cents, or in the ballpark of 5% to 10% of the original price. What will happen? 
Blog
Price Is ALWAYS the issue. Price Is NEVER the issue.
Price is awesome. It is part of every sale. Every customer wants to buy at a lower price. Every company (or most at least) wants to sell at higher prices. It’s a universal truth. 
Price is awesome. It is part of every sale. Every customer wants to buy at a lower price. Every company (or most at least) wants to sell at higher prices. It’s a universal truth. 
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Value-Based Pricing and Everyday Low Prices (EDLP)
Here’s a challenging question from a reader: “Value-based pricing” has made a buzz in the dialogues of pricing practitioners and academics. Should all companies change their pricing strategy to value-based pricing? What about companies with an everyday low price (EDLP) strategy? My answer, “Yes!” Kind of. 
Here’s a challenging question from a reader: “Value-based pricing” has made a buzz in the dialogues of pricing practitioners and academics. Should all companies change their pricing strategy to value-based pricing? What about companies with an everyday low price (EDLP) strategy? My answer, “Yes!” Kind of. 
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Why I Quit Amazon Prime … and It’s Not Their Price Increase
Amazon Prime has been amazing in my life. For a measly $100 per year, I get free shipping on almost everything I order. But the funny thing is I don’t really care about free shipping itself.   
Amazon Prime has been amazing in my life. For a measly $100 per year, I get free shipping on almost everything I order. But the funny thing is I don’t really care about free shipping itself.   
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Question on Building a Fence in Price Segmentation
I always enjoy hearing from alumni who have taken the Pragmatic Marketing Price course: I was in your Austin Class last May. It was fantastic, and I had a question on price segmentation for software. 
I always enjoy hearing from alumni who have taken the Pragmatic Marketing Price course: I was in your Austin Class last May. It was fantastic, and I had a question on price segmentation for software. 
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Confused Buyers Don’t Buy—Or Do They?
An important rule I teach in the Price course is that confused buyers don’t buy. If you have a complex price list, then this is your buyer’s experience. He has a 30-minute break between meetings and picks up your price list to figure out what the company needs. 
An important rule I teach in the Price course is that confused buyers don’t buy. If you have a complex price list, then this is your buyer’s experience. He has a 30-minute break between meetings and picks up your price list to figure out what the company needs. 
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