It’s been about 4 years since we last wrote about website valuations, continuing the work of a project we started 8 years ago. One of our readers recently commented that valuations have risen. He’s absolutely …Continue reading
As a cautionary tale, we present to you a Vegas story in which a janitorial supplies distributor’s best price was crushed by a food service competitor who had already covered their cost to serve.
In your own business, where are you at risk? What kinds of competitive barriers can you throw up (product or service) to defend your market position? Playing offense, can you use this approach to take share within an account?
Because there’s no guarantee that what happens in Vegas, stays in Vegas
True Strategic Pricing isn’t about simply charging more money In fact, that’s a very risky long term value creation lever. The market eventually figures out what you’re doing.
Pricing leaders know that you need to be as good at creating value as your are at claiming it.
For a sustainable margin lift, look at these case studies exploring how to reshape the value you offer customers – and cost of delivering that value – to create a competitive advantage.Continue reading
The worst thing you can do with your new customer profitability reporting is sally forth to fire the unprofitable customers
Instead, look at this as an opportunity to reshape the focus of your selling team. Which accounts do we want? Can we fix our profitability issues by growing within an account? Are there product mix or policy enforcement opportunities which can improve the profitability of the business we already enjoy?
Or are we selling services the customer doesn’t really need (or want)? Giving us a chance to simplify our offering before we’re removed by a low-cost competitor.
Sometimes the best way to improve customer profitability is to simply focus on value…
Few things are quite as powerful in business as being able to “show me the money”. Pricing is no exception. Setting up a good system of pricing performance reports will help you achieve a broader …Continue reading
Most of the business community regards strategic partnership negotiations as unique events, immune to process improvement analysis and principles. There’s a certain logic to this: there are unique business needs behind each proposed partnership and …Continue reading