At a recent conference, I heard a pricing executive state that the single most effective action you can take to improve profits is to incentivize your sales force based on margin instead of volume. While I agree that it’s helpful to have at least some portion based on margin, in most cases margin-based compensation alone…
Regardless of where you are on your Roadmap to Pricing Excellence, whether just starting to define your future pricing processes and strategies or well on your way with processes and tools, you have to ask yourself three simple questions to judge the true effectiveness of your pricing initiatives in regards to your business: · How…
True, leading-edge companies already have this figured out as they are investing in pricing for the long-haul. They are looking at the support mechanisms, training programs, and business policies that must be enacted in order to have a successful pricing initiative. This is not simple and it takes various business units agreeing to change for the mutual…
Nicolene Barnard says:
100% agree. Marco Bertini, Professor at London Business School will...
Marcel van Harrewijen says:
Totally agree! There are a lot of product managers who mistakenly...
Steve Sassi says:
Strongly agree! You cannot avoid the commodity trap unless you understand,...
Reno Koepp says:
A great article with many interesting examples of alternative and innovative...
What customers are looking for | kundennutzen says:
[...] often complain because their price is too high. But, according...
