In turbulent times, the risk of price wars is always there...
How can you manage Price decreases to stimulate demand without getting into one?
I thought this presentation was quite insightful.
View it all on
http://www.slideshare.net/JeanPinoteau/09-price-signalling-dist
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Showing posts with label Strategy. Show all posts
Showing posts with label Strategy. Show all posts
Thursday, October 30, 2008
Tuesday, September 23, 2008
This is a copy of the slides presented for a 'webinar' on Pricing 2.0
Leveraging 'Web2.0' to enhange Value propositions & effective tageting pricing strategies. See the slides on
http://www.slideshare.net/LoicAtPSL/pricing20-presentation
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How can you avoid the traps, face the new competitors & harness the power of 2.0?How do you ... manage 'Value Propositions', Pricing & Targeting to optimize volume and profits on Web 2.0 & new channels.? ...Optimize client interaction and experience on web & mobile channels?
.. manage your Brand & value perception in the 2.0 era?Prepare yourself for effective Pricing in the 2.0 era by attending this free webinar.
What You Will CoverLearn more about the new approaches to Value Based Pricing in the Web 2.0 Era:
· One to One & Microsegmented Value Propositions & Pricing
· context based approaches
· Versioning
· Bundling, Targeting & Fencing
· Auctioning
· Willingness to Pay testing & Roll out
· Option Pricing
... and find out Some of the risks and challenges that these strategies entail, and how you can overcome them):.
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How can you avoid the traps, face the new competitors & harness the power of 2.0?How do you ... manage 'Value Propositions', Pricing & Targeting to optimize volume and profits on Web 2.0 & new channels.? ...Optimize client interaction and experience on web & mobile channels?
.. manage your Brand & value perception in the 2.0 era?Prepare yourself for effective Pricing in the 2.0 era by attending this free webinar.
What You Will CoverLearn more about the new approaches to Value Based Pricing in the Web 2.0 Era:
· One to One & Microsegmented Value Propositions & Pricing
· context based approaches
· Versioning
· Bundling, Targeting & Fencing
· Auctioning
· Willingness to Pay testing & Roll out
· Option Pricing
... and find out Some of the risks and challenges that these strategies entail, and how you can overcome them):.
Thursday, August 21, 2008
Very interesting article from HBR on Consumer Value Propositions in Business markets. Consumer or Business the basic recipes are similar...
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Tuesday, August 12, 2008
Pricing Survey Of French Banks (2008)
Interesting survey of Pricing amongst French Bank ... eye opening...Sorry the article is in French... read more
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Monday, August 11, 2008
Teaser for Telecom Strategic Pricing seminar conducted recently in Kuala Lumpur....
Pricing and Value strategies in a highly dynamic, competitive and changing environment Go to http://www.slideshare.net/LoicAtPSL/value-and-pricing-strategies-for-mobile-operators/
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Wednesday, July 30, 2008
Book Review – “The Price is Wrong” by Sarah Maxwell
Enhancing pricing strategies within the context of price fairness! This is the topic of a recently published book entitled “The Price is Wrong”, Dr. Sara Maxwell — Associate Professor at Fordham University and Co-Director of the Fordham Pricing Center.Here Is Greg Thomas' review of the book
Dr. Maxwell calls attention to the resulting costs and foregone profits that go along with consumers’ perception of unfair prices. Perceived unfair prices irritate consumers who externalize their feelings by stopping their purchases of your products or services.
Dr. Maxwell proposes a model aimed at identifying consumers’ perception of the unfairness of particular pricing strategies and applies the model to various real world situations.
“The evidence shows that if sellers do not play fair, consumers will quit. But what is a fair price?” (p. 6)
In her analysis, Dr. Maxwell emphasizes that consumers judge those prices fair which comply with two types of fairness norms: personal and social. A personally fair price is recognized when it matches the product’s expected value in the exchange.
Recognition of a socially fair price occurs when the process of setting prices complies with the social norms of a society, which are the rules of expected and appropriate actions based on custom and tradition (p.11). For instance, Dr. Maxwell delineates how it is social acceptable to raise prices when there is an increment in costs, but not when there is an increment in demand (p. 8). Furthermore, she provides empirical evidence by describing how the majority of participants (82%) in a price experiment found it unfair that a hardware store increases snow shovel prices after a large snowstorm (p. 43).
Throughout the book, Dr. Maxwell pursues questions such as: what is priced?; who establishes the price?; how is the price charged?; when can the price change? Her answers to these questions constitute reliable guidelines for the understanding of the conflicts between pricing strategies and social norms.
One of the most revealing findings of the book is that consumers’ reaction to a personally unfair price is mild relative to their reaction to a socially unfair price!
Written in an accessible style, “The Price is Wrong” combines theoretical expositions with clear exemplifications and leads to a better understanding of the elusive definition of price fairness helping the readers to make more informed pricing decisions.
Friday, July 11, 2008
Value And Pricing In Wine
How do you stand out in a world of 10 000 brands?
Go vote for it in Slideshare's competition for this year's best presentation
http://www.slideshare.net/contest/worlds-best-presentation-contest-2008/entries/business?order=popularity#top
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Very nice graphics, but it also touches on some of the Key issues of Targeted Value Propositions and Pricing strategies to stand out from competition: from Branding to micor-segmentations and psychological pricing... good interesting read (& you can download it) - and don't forget to vote for it in Slideshare best presentation of 2008 contest (in the Business Category)
Tuesday, July 8, 2008
Revenue Management Strategies in the Hospitality Industry
Presentation delivered at Paris Seminar on Marketing, Value Propositions & Pricing strategies for Travel, Tourism & Hospitality...
Value & Pricing Solutions for Tourism
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With the product Value centered on the 'client experience' the hospitality is aced with numerous & complex challenges in the development o targeted value propositions and in its pricing strategies & management. Yest it has in many ways been a pioneer in the development of highly effective Yield management approaches. During this short presentation these challenges are presented in a graphical and thought provoking manner which led to a very interesting & lively debate amongst attendants.
Monday, June 30, 2008
Are "Free" Upgrades Fair?
How do clients react to being automatically moved to something for which they have not asked. If this is a ploy to charge more later, then I suspect the companies utilizing these strategies are going to have at least come customers follow closely the evolution of prices....
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I am writing this article from the perspective of being a customer and a pricing consultant. Sometimes the two sides are at conflict as outlined below. I have had two companies with whom I have done business with for several years come forward with similar pricing tactics. One of the companies is a credit card company and the other provides car insurance. Yesterday, I opened my bills to find that both companies were apparently giving me something for nothing. The credit card company is providing a series of upgrades to their travel insurance and loss damage waiver for rental cars. They are not charging me for this and are automatically upgrading me to the new card with these added benefits. If I do not want this new card then I had until June 20th to let them know otherwise (I did not open the letter until June 29th). The insurance company moved me to a deluxe offer in which I have access to certain benefits that I previously did not have access too (i.e. replacement car if mine is in for repairs). In both cases I was suspicious and a little perturbed. I felt that I was being moved to something that had benefits that I had not requested. My suspicion is that I will end up paying for these benefits but not until my next renewal. In other words what is free today will be charged for tomorrow. As a pricer, I have mixed feelings about these tactics. On the one hand, I suspect they will work and that the companies will make more money by deploying these tactics. Not enough people are paying attention to notice this sleight of hand. On the other hand, I question the impact on the relationship of automatically moving customers to something for which they have not asked. If indeed this is a ploy to charge more later, then I suspect the companies utilizing these strategies are going to have at least come customers watching carefully to see if indeed that is the case. One cable company deployed this strategy several years ago and it blew up causing them great embarassment and a lot of business. They moved customers to an upgraded offering "free" of charge, but then 3 months later started charging for the formerly free offering. Even before a customer assesses the value of the offering, they want to be certain they are being treated fairly. Fairness is vital to pricing. Pricers are walking the razors edge with free upgrades with the intention to charge more later and better be sure they understand the ramifications. Speaking strictly as a customer here.....I will be watching....and if I feel ripped off, then I will be moving my business......I've been considering some other credit cards for a while....maybe this will give me the impetus to move!
Price Signalling
Hi,
I was very interested in your Price Wars piece...being currently confronted with one. Here is another interesting paper I found on Price Signalling & Price war prevention
http://www.slideshare.net/JeanPinoteau/09-price-signalling-dist/
Friday, June 27, 2008
Business Model/Design
For many (click or brick) businesses - pricing and value strategies are the core of the business design....
Yet few can articulate well what their 'Business Design' is. I found this presentation to be very useful to help conceive & structure Business Design in a highly competitive sector
the presentation can be seen at:
http://www.slideshare.net/Alex.Osterwalder/2-day-workshop-on-business-model-design
Price War & Peace
Interesting presentation on price wars..... and ways to avoid them
read the presentation at the following address
http://www.slideshare.net/CharlesdC/price-wars
The Price is right
Very Interesting presentation on Pricing strategy & research - strong simple concets, well put together
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