Category: Uncategorized
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The En$hittification of soccer?
No, I am not writing that headline because France has lost. As always, France had the talent to win, but counted too much on the supposed brilliance of their star players that never showed because Spain thwarted them. Spain was more aggressive on the ball and knew who to pressure (Olise) and how to control…
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Changing the Narrative on World Cup Ticket Pricing
Have you noticed that the furor around the prices for World Cup tickets has died down since the tournament started? There are good reasons for that, and they offer some broader insights into price perception and price communication. The in-real-life experiences of fans at the venues across Canada, the United States, and Mexico have changed…
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Anchors Away? How consumers are adjusting to new price levels
In the latest installment of the Expert Interview Series for Game Changer, pricing expert Lionnel Bourgouin explores why some companies are making the transition from the Custom Game to the Choice Game. By seizing opportunities to simplify their portfolios, focus on specific segments, and sell on value instead of on discount, these companies are improving their financial performance and their customer loyalty.…
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When pricing, profits, and public safety collide
News reports throughout 2025 raised concerns about large price increases for the software and equipment that fire departments and emergency professionals in the United States need. The New York Times (NYT) reported late last year about the sharp price increases for the software packages that departments require for tracking incidents and managing their work. The market for emergency services…
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Why experts say Halloween candy prices continue to climb, in two charts
When kids dig into their trick-or-treat bags this weekend, they’ll be searching for their favorite sweets. Me? I’m searching for pricing outcomes, because the bag contents will reflect pricing decisions that candy companies made over the last few months. One ingredient made all the difference: chocolate. Cocoa prices have more than doubled since early 2024, according to a recent Reuters report. Around 70% of…
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Study Highlights Grocery Stores’ Expanding Role in Convenient, Affordable Dining
This Friday, we’ll get a fresh look at inflation data in the United States. But I have always suggested that we look beyond the headline number – which is an average across thousands of products – and look instead for clues into how consumers are changing their behavior in response to real or perceived inflation.…
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In defense of ‘surveillance pricing’: Why personalized prices could be an unexpected force for equity
Surveillance pricing? Price discrimination? Dynamic pricing? The mere mention of these topics has recently caused some customers, government officials, and online commentators to howl in protest. So when an essay comes along with some praise for surveillance pricing, it is worth taking a closer, critical look. Aradhna Krishna, a marketing professor at the University of…
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Tariffs and inflation: It’s game time for pricing strategy
Dear Friends, After months of uncertainty, the tariff dust has settled for most US trading partners and industries. US tariffs will average around 10-15%, with variances by country and sector. These historically high tariffs mark the largest increase since the disastrous Smoot-Hawley Act of 1930. While a few more changes may still occur, we don’t…
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What happens if AI personalizes every price you see?
Dear Friends, We know the adjectives that probably immediately popped into your mind when you read that headline: Orwellian. Dystopian. Scary. Unfair. But the adjectives don’t all need to be negative. We can’t rule out the idea that there are ways for consumers to benefit from that trend, or at least have some agency over…
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Sunday morning rabbit hole: growth, inequality, and a half-century of surprises
This morning I had a discussion with ChatGPT that converged in this chart comparing GDP per capita growth and income inequality (Gini index) over the past 45 years for eight countries — the US, France, Japan, China, India, and three from Latin America: Brazil, Mexico, and Argentina. I did not check every single data point…
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Has the US economy forgotten how to grow?
Dear Friends, The acute challenges that business leaders face today should not prevent them from thinking in terms of longer time horizons. From that perspective, one can build an argument that the toughest business challenges are not about dealing with today’s tariffs, ongoing geopolitical tensions, or other sources of economic volatility. The toughest challenge is…
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When Will AI Take Over Your Business?
In: Gen AI
Dear Friends, After a hiatus of a few months, my co-author Arnab Sinha and I are resuming the publication of this newsletter. So far in 2025 we have found that the pricing hexagon and the pricing games have continued to resonate as business leaders address acute challenges such as tariffs and longer-term challenges such as…