Richard Harrington

Richard Harrington
Pricing and Value Consultant
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Recent Posts

Amazon's Tale of Two Cities and Saying Goodbye to the Rabbits

Posted by Richard Harrington on Nov 15, 2018 6:00:00 AM

So there it is. Amazon’s year long quest for its second headquarters has finally ended with an announcement that the will be shared by two cities, Long Island City, New York and Arlington, Virginia. When Jeff Bezos first announced the plan for HQ2, he promised to scour the nation for the right candidate, soliciting bids from cities across that nation outlining their plans on infrastructure, education and, of course, the tax breaks they were willing to give to have the honor of hosting Amazon’s second home and the jobs and prosperity that would bring.

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Topics: Negotiating with Backbone

Do You Live or Die on Your Ability to Get Price? 3 Essential Tips to Improve your Commercial Strategy

Posted by Richard Harrington on Aug 15, 2018 9:38:49 PM

At a recent networking event, I was chatting with a pricing manager from a major company famed for their innovation. She made a comment that really struck me:

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Topics: Pricing with Confidence

Is elasticity the best tool in your arsenal? Not always

Posted by Richard Harrington on Jun 20, 2018 1:36:10 PM

When deciding on the price to charge in the market, many companies look to price elasticity— how the volume sold changes with the price charged to work towards what they hope will be a profit maximizing price.

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Topics: Pricing with Confidence

Apply One of Three Simple Pricing Strategies 

Posted by Richard Harrington on Apr 11, 2018 11:00:00 PM

Celebrating 10 Years of Pricing with Confidence (video 4 of 11).

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Topics: Celebrating 10 Years of Pricing with Confidence, Pricing with Confidence

Special Report from the Field

Posted by Richard Harrington on Mar 21, 2018 5:29:30 PM
This is a special pricing improvement project update from the field.

In our most recent pricing improvement project, we were tasked with finding some low-hanging fruit to execute in 60 days. Our client, a $9B company that has grown as a result of multiple acquisitions is dealing with very complex systems, process, and people integration issues.

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Topics: Newsletter, Pricing with Confidence

Think What Price Can Do, Not What Price Should Be

Posted by Richard Harrington on Feb 14, 2018 7:57:04 PM

During a recent conversation, a pricing manager from a client confessed he felt frustrated with his current state of affairs. He felt the way his company manages pricing is reactive. Exasperated, he cried out, “I want people to stop asking me what we want our prices to be, and start asking me what we want our prices to do!”

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Topics: Newsletter, Pricing with Confidence

Value Is the Christmas Cheer Even Scrooge Can Get Behind

Posted by Richard Harrington on Dec 13, 2017 3:37:12 PM

Nothing beats the smell of a real Christmas tree. Every year on the weekend following Thanksgiving, my wife and I head to the local pop-up seller where tree farmers from up north display their wares of Balsam, Frasers, and Douglas Firs. We evaluate each tree based on size, ability to hold ornaments, the shape, propensity for needle drop, etc. and select a full tree carefully measured to be one inch lower than our ceiling.

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Topics: Newsletter, Uncovering your Value

The Dangers of a Low Price

Posted by Richard Harrington on Nov 29, 2017 6:37:48 PM

As I went to pick up my morning coffee this week, I saw a sign that made me chuckle. In the window of a Dollar Store was an advertisement for steak – a full steak for only a dollar! Would you buy steak for a buck? Would you go for all-you-can-eat sushi for the low price of $10? Any takers? No one?

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Topics: Pricing with Confidence

Automakers Celebrate Giving Away Profits – Again!

Posted by Richard Harrington on Oct 26, 2017 1:42:24 AM

Automakers are very happy with their September results as sales hit their briskest monthly pace in a year.1 Along with higher fleet sales and replacements for vehicles damaged by recent hurricanes, Labor Day discounts are touted as a reason for celebration. According to the WSJ, average incentives in September are now $4,048, up 5% from March of this year.

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Topics: Pricing with Confidence

Amazon to North American Cities: Calling all Rabbits

Posted by Richard Harrington on Sep 20, 2017 12:38:52 AM

Last week, big city mayors across the US received the kind of news they dream about: Amazon is looking for a second corporate headquarters, with the promise of billions of dollars of investment and a potential of 50,000 new jobs.1

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Topics: Newsletter, Negotiating with Backbone