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For further information and registration, please contact Rose Kelly Pond at rkpond@
spgconsulting.com
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IN THIS ISSUE
by John E. Hogan, Ph.D., VP & Director of Research, Strategic Pricing Group
While the economy continues on its upward trend, it still feels like a mixed bag for many senior executives. In this issue of SPG Insights, we take a look at three current issues facing companies and suggest strategies to improve both price and overall profits.
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BATTLING POWERFUL PROCUREMENT GROUPS
HOW TO PROFITABLY PARTICIPATE IN REVERSE AUCTIONS
by John Bloomer, Joe Zale, & John E. Hogan, Strategic Pricing Group
The advent of online auctions in the mid-nineties cast fear in the minds of marketing and sales executives that already powerful procurement groups had found the ultimate weapon to drive down market prices. The likelihood of facing this purchasing tactic makes it critical to have a proactive strategy for dealing with a reverse auction when that day finally comes.
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DISTRIBUTION COMPANIES TAKE NOTICE
STOP TRYING TO RAISE PRICES ACROSS THE BOARD. IT'S NOT DRIVING PROFITABILITY
by Francois Delvaux & Dan McLaughlin, Strategic Pricing Group
The last five years have been rough for distributors...very rough. Price pressure and intense competition have eliminated razor thin margins, pushing many distributors to the brink. The solution is to develop products and services that target unique segments with very specific offers.
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THE RIGHT AND WRONG WAY TO INCREASE PRICES
by George Cressman, VP & Senior Fellow, Strategic Pricing Group
Looking back at the forecasts for 2004, there's an almost tangible feeling of relief: for some companies, the widely predicted economic recovery is beginning to materialize. Many firms are now trying to grow profits through price increases, but by citing higher costs as the reason. The problem with this approach is that it sets the stage for future price sensitivity and demands for price concessions.
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If you would like to see an issue addressed by our team, please forward your question to SPG_Insights@spgconsulting.com
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