Profitability Per Product

I was dealing with a firm that was having problems with its profitability. Profitability had fallen over time, and management just did not know...

Do You Offer Customer Friendly Prices?

Do you offer customer-friendly pricing? Or, are your customers surprised to find that fees, surcharges or other costs have been added to their bill...

A Small Business Pricing Perspective: Higher is Better

To get a perspective on small business pricing, let’s first take imaginary strolls through the aisles of two retailers: Walmart and Saks Fifth Avenue....

Couponing for Greater Profits

Sometimes, customers need that little extra incentive to come calling at your small business. Consider the coupon. Long viewed as the housewives’ shopping companion (Grandma loved...

“We Can’t Justify Your Price…”

We were debriefing a closing call. Bill’s solution had been selected. Bill had done a great job in competing and in justifying the value of...

Making a Freemium Model Work for Your Business

In today’s digital age, consumers and businesses alike are inundated with new tools that promise to make their lives and jobs easier, more efficient,...

Are You Creating Value or Cost?

There are thousands of posts and hundreds of books on Value Creation. I’ve, in fact, written 285 since starting this blog and dozens of...

3 Top Myths Surrounding Product Discounts

While you don’t want to go reducing prices at random, every now and then the payoff can be huge. Each customer has a set price...

Value Creation as a Form of Discounting

There are all sorts of articles on creating superior differentiated value. Lots of them talk about creating more value than the customer expects, surprising...

CLV versus EVC

The concept of CLV or customer lifetime value has been used for many years to describe the value of a particular customer or customer segment to a company.

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