Date: June 27, 2013

Author: JT

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Entrepreneurs: Your Price List Is NOT for Customers

The pricing subject can causes no small amount of distress. What do you charge? What does your competition charge? What are customers willing to pay?

The key is to deliver value to your customer, at the price he or she is happy to pay, not constrain them to your price list—the lowest common denominator.

Who Owns the Pricing?

A frequent discussion in product management circles is: Who owns product prices at the time of sale?  When Sales is negotiating a deal, and it’s time to look at making pricing adjustments, who makes, who owns, the decision? Early on, before the first product ‘unit’ is ever sold, a price model is developed.  This is a core function of product management and a component of the business model.  Making 10…

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Date: February 9, 2012

Author: JT

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Fuel Surcharges Make Crapper Proud

Thomas Crapper, you know him, he’s one of your best friends. He’s the the guy that made getting rid of dodgers popular. Well, there’s a modern day dodger that needs flushing.

What’s my beef? The problem with fuel surcharges is that it’s a poor attempt by companies to try removing one of the 4P’s from consideration. They’re trying to fool everyone.

Date: March 1, 2010

Author: JT

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Don’t Break Your Own Pricing

One thing I learned early on in my career is (when providing a ‘solution’) to avoid breaking your solution pricing apart. I’ll just touch on two basic reasons in today’s post.