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3 Keys to New Product Pricing

Pricing a new product can be challenging. You don’t want to miss out on potential sales by pricing yourself out of a market. But you also don’t want to leave money on the table by setting the price too low.  See how our team helped a medical software company avert a disaster by applying the […]

B2B Pricing Power: Do You Have Any?

Warren Buffett has said, “The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business to a competitor, you’ve got a very good business. And if you have to have a prayer session before raising the price by 10%, then you’ve got a […]

Does Cost Plus Pricing Have a Place in Your Business?

Research by McKinsey & Company revealed that over 60% of all manufacturing companies employ a cost plus approach to setting prices. PROS, a provider of pricing and revenue management software, just released research findings on service parts companies and found that more than 75% of the executives surveyed use cost-plus pricing, while more than 30% […]

Are You Considering the Three Fundamental Price Drivers When Setting Prices?

The price in every sales transaction can have dozens of potential drivers that determine the actual price point. Consider the economy, competitive environment, the buyer’s cost reduction goals, delivery time, etc. We have seen in excess of 30 different drivers for some transactions. Managing the fundamental price drivers is key. While it becomes difficult to […]

An “In Your Face” Price War Among Automakers

Reuters reports this morning that Fiat CEO, Sergio Marchionne, is accusing Volkswagen of waging a price war. The price discounts and promotions in Europe have reached a feverish pitch with deep cash rebates as high as 26% off list, free insurance, tax, servicing and roadside assistance, and even one manufacturer offering a free tiny electric […]

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