How to Forecast Sales and Profits Without Just Guessing

Yes, it’s—my title here—a real question, and I get it a lot: how to forecast sales and profits without just guessing. It’s a good...

10 Steps to a Successful Pricing Strategy

During the price strategy planning processes, companies assess past strategies, analyze how well each did, and plan prices for the upcoming year, eagerly anticipating...

5 Ways Subscription eCommerce Businesses Will Evolve

Today, we are in a subscription box craze with hundreds of “of-the-month clubs” providing a regular supply of everything from beauty supplies to socks....

The Secrets to Improving Profits in Your Small Business

It’s about time to rummage through my spice rack and see what I need to throw away and what I need to replace. I’m sure...

Giving the Customer More Than They Paid For

We’ve long had the idea that a value proposition has to do with “exceeding customer expectations” or “giving the customer more than they paid...

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...

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