News
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Tariffs and the Power Game: A Prisoner’s Dilemma with a Twist
If your firm is battling against a small number of strong competitors to serve a handful of powerful customers, the…
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Restaurant’s Has Increased Prices By Nearly 100% Over 5 Years
Casual dining restaurant chains in the US are facing some moments of truth in 2025. After five years of raising…
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Tariffs and the Uniform Game: Pricing When Knowns Become Unknowns
Imagine your day-to-day pricing resembles what you find in the pages of your Economics 101 textbook. You determine uniform prices…
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Tariffs and the Custom Game: Imposing Order on the Chaos
Successful players of the custom game are used to adjusting rapidly to changes in their markets, such as cost spikes…
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Five Trends Will Define the Future of Pricing
The conversation around pricing is changing among the economy’s stakeholders, including governments, companies, and consumers. Powerful technologies and trends are…
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Tariffs and the Cost Game: Move Fast to Protect Your Margins
Imagine that you manage an industrial company that now faces a 15% import tariff on one of its essential feedstocks.…
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How To Fix Your Pricing Strategy After Tariffs Upend It
The seemingly inevitable launch of new and higher tariffs will throw almost every company’s pricing strategy off its axis. The resulting higher…
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Consumers Are Spending More. Inflation Is Only Part of the Story.
Inflation is not the only reason why consumers increase their spending. As it turns out, many consumers also deliberately choose…
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The Next Revolution in Software Pricing Models
Dear Friends, A quick reminder on upcoming keynotes from my colleagues: Javier Anta and our colleague Scott Bradley will speak at the EPP Global Retail…
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Placing a Value on City Driving
Dear Friends, Here are a few quick reminders on upcoming keynotes from my colleagues. Javier Anta delivers the introductory keynote address…
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The Price of Committing a Misdemeanor
Dear Friends, As August winds down, several of my colleagues will be gearing up for conference presentations across North America…
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Users or Usage: What drives GenAI’s value?
The market for generative AI (GenAI) seems to evolve on a daily basis, but the providers of these applications nonetheless…
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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…
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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…
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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…
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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…
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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…
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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.…