Category: Uncategorized
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The Marketing Challenge Behind CPG Volume Growth
As the CPG industry confronts its post-COVID “new normal,” there is a clear imperative for stronger coordination between marketing and revenue management functions to drive consumption growth. This focus is necessary because volumes for CPGs will remain under pressure in the near term. In part as a response to significant price increases over the last…
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How to Cut Prices Without Cutting Prices
In Part II of Game Changer my co-author Arnab Sinha and I devoted a chapter to the Cost Game and its core pricing model, the much-maligned cost-plus approach. Many companies succeed with this model by making cost management their superpower, but face challenges when their input costs decline significantly. In this week’s guest contribution, our…
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Planning Retail Promotions in Volatile Markets
In Part III of Game Changer my co-author Arnab Sinha, and our colleagues, looked at how companies in retail and consumer goods sectors are deploying advanced analytics to completely rethink and revamp their promotion strategies. This is challenge for companies in sectors with short or seasonal life cycles, such as apparel, furniture, and décor. As…
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“Demand if you do, demand if you don’t!”
The market for software has evolved from the days when we purchased products from Adobe or Microsoft on discs in cardboard boxes. When we use today’s cloud-based services, we tend to see one of two pricing models: we either subscribe to the service and pay per user per month (or year) or we pay based…
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Changing the Pricing Game in Retail Banking
In Part III of Game Changer we worked with our colleagues at BCG to show how several companies successfully switched pricing games in response to shifts in customer behavior or other market forces. The retail banking sector presents a special case in this regard, because banks have traditionally played several pricing games simultaneously, a factor…
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Pricing Enters the C-Suite Agenda
We contend that the right pricing strategy can change the entire trajectory of a business, a market, and even society. Judging from trends in the job market, it seems that companies also believe it. The fastest growing professional role in the United States over the last five years is Chief Growth Officer, according to LinkedIn’s…
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Winning the Value Game
When Apple launched its Vision Pro headset in June, the price point of $3,499 grabbed many of the headlines and sparked countless discussions. Was the price too high? Was it justified? Was it too hard to decide? For Apple itself, however, the price didn’t warrant a headline. It ended up as a footnote. Why did…
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Frank Luby
We are storytellers who will take your product and your company to new heights as we communicate your story to the world. People love stories, and they remember them. We are the group of professionals who will help them remember you. Learn how we can make your story come to life in just a few…
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Marco Bertini
The purpose of any business is to add some value, in some way, to someone or something outside of itself. However, companies ultimately exist to please customers and earn a profit from them. Unless value is created and shared, companies simply cannot pursue opportunities for growth and, increasingly, contribute to social and environmental initiatives. How should a business,…
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EPP pricing and revenue growth management platform
Formed in 2006, EPP is a ‘not-for-profit’ professional platform providing professional guidance and advocating on behalf ofValue Monetization, Pricing and RGM professionals, globally. EPP pricing and revenue growth management platform
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Professional pricing society
The Professional Pricing Society (PPS) is the leading, world-wide pricing idea marketplace where new and seasoned business professionals from all industries come together for learning, training, and networking. Professional pricing society
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What are the Olympic Games worth?
Dear Friends, Here are the posts to catch up on since the last edition of the newsletter. Negative prices? The price for energy in some European countries falls below zero when output from renewables surges and demand drops. You can read the full post here. Rising house prices: Home prices in some countries seem to defy gravity and…