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For further information and registration, please contact Alex Labbate at alabbate@
spgconsulting.com
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IN THIS ISSUE
by John E. Hogan, PhD, VP & Director of Research, Strategic Pricing Group
As more and more companies roll out new pricing approaches, we are continually asked, “How do I actually make these changes stick in the market?” Implementing new pricing strategies is hard work. Changes in price strategy need to be carefully introduced and communicated internally and externally.
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MAKING YOUR PRICING STRATEGY STICK
by John E. Hogan, PhD and Thomas T. Nagle, PhD
A price-setting process should be flexible enough to accommodate the demands of most markets and pricing organizations, but the motivation and behavior of the parties involved also need to change to ensure success. The new prices and pricing policies need to be introduced and communicated to individuals inside the organization as well as customers.
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IS YOUR SALES FORCE A BARRIER TO MORE PROFITABLE PRICING…OR IS IT YOU?
by John E. Hogan, PhD and Thomas T. Nagle, PhD
One of the most difficult pricing challenges facing marketers is how to maintain consistent, value-based street prices in highly competitive markets where every deal is seemingly at risk. For many, the temptation to maintain flexible pricing policies in order to negotiate customer-specific deals is too much to resist.
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