When Customers Jump: Lessons from American Airlines.
One of the biggest fears for any company making changes to their pricing or overall value offering is losing customers. When managed properly, this fear can be healthy, prompting organizations…
Are Your Pricing Initiatives Stalling?
Most companies recognize that pricing is a crucial lever for their business, with many dedicating entire teams to the function. However, my experience tells me that these teams often struggle…
Subscription Revenue: Microsoft’s Bold Bet
Across various industries, companies are increasingly adopting subscription-based pricing models. Although subscriptions are not a new concept—dating back to the 12th century with membership in craft guilds—the pace of this…
Beyond Price Cuts: How Retailers Pivot With Strategic Growth Initiatives
With a slowing economy and many consumers getting squeezed by slower income growth coupled with higher inflation, retailers are feeling the pressure. As many consumers become increasingly careful with their…
To Fee or Not to Fee…Should You Be Charging Extra?
Many companies face the pricing strategy dilemma of whether to charge customer fees. Similarly to the concept of dynamic pricing, fee-charging can quickly stir customer animosity. On one side, there…
Is your Pricing Power Eroding?
Earlier this week, a J.P. Morgan analyst memo referenced a declining number of companies citing “pricing power” as a tailwind in Europe. From a quantitative perspective, they measured the number…
Is your pricing handled by AI now?
Amid the AI frenzy, one might assume that many forward-thinking businesses have already automated their pricing strategies entirely. However, the reality, at least for now, paints a different picture. Let…
Are your price increases sticking?
Simon Kucher, a leading consultant in sales growth and commercial effectiveness, just published their latest global pricing survey. In this study, named the “State of Pricing 2024”, (link here) they surveyed…
Navigating the Private Equity Doldrums
In recent weeks, the private equity landscape has been subject to scrutiny, with various publications highlighting the issues around navigating the current private equity doldrums. As part of an analysis…
Is Dynamic Pricing coming to your industry?
Dynamic pricing is increasingly prevalent in today’s market, although it is met with skepticism by some customers who perceive it as opportunistic or even unethical, reminiscent of “price gouging”. However,…
