Remember the Subway “Five-dollar footlong” jingle from 2008? Ten years later, Subway is doubling down on the promotion with a two-month run of $4.99 footlong sandwiches. While the news is music to the ears of delighted deal-seeking Subway customers, not all is well in Sandwichville.
Topics: Pricing with Confidence
I don’t like arctic cold. I like it even less when I have to take care of unexpected car maintenance. What we would do ourselves in summer, we might look for someone else to handle in winter. Eleven-degree temps can color a person’s perception of value. It can make us do the unthinkable.
Topics: Pricing with Confidence
What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018!
Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence
‘Tis the season for car commercials and countdowns. I will spare you the sentimentality of the great American holiday car spots. Instead, I bring you a bit of fun to close out this holiday season. We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect that value in negotiations. Some of those same consultants are also talented (and competitive) writers who enjoy sharing insights with our followers. Let’s see who scored the most page views on their blogs.
Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence, Uncovering your Value
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?
Topics: Pricing with Confidence
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.
Topics: Pricing with Confidence
Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given?
Topics: Negotiating with Backbone, Newsletter, Pricing with Confidence, Selling with Confidence, Uncovering your Value
Last week, Netflix announced a $1-$2 monthly price increase for its standard and premium plans. Investors applauded the move, with shares lifting 5.4%[1] on October 6th, adding over $4B to Netflix’ market cap. How many other executives are now evaluating their pricing decisions in search of incremental revenue? Should you?
Topics: Newsletter, Pricing with Confidence, Uncovering your Value
Adele McLean talks about finding your pricing purpose in this week's video blog. Find out if you have succumbed to some of the common pricing pitfalls, like cost-plus and market-based pricing, and how to get your pricing priorities back on track.
Topics: Pricing with Confidence, Selling with Confidence, Uncovering your Value
As a pricing professional, I always love to quote the study that a 1% improvement in price leads to 11% in operating profit, whereas a 1% increase in volume sold improves only by 3.3%[1]. If the business case for managing and improving price is so apparent, why don’t more companies do it?