Posted by: Mitch/Ralph on: July 8, 2009
When Ralph and I published our book Value Acceleration, we were asked for ideas on the steps to take to get Value Acceleration for your company. We came up with seven. We will post them here over the next several of weeks for your amusement. BTW, the book hit #1 Industrial Marketing book on amazon.com on [...]
Posted by: Mitch/Ralph on: June 26, 2009
My wife’s hair stylist informed her that she was RAISING her prices about 9%. Is my wife going to find another hair stylist? No. Is she going to get her hair cut less often? No. Is she mad about the price increase? No. Does she wish the price had not increased? Of course.
Why is all [...]
Posted by: Mitch/Ralph on: January 27, 2009
I am reminded again that in any market customers look for value and that does not necessarily mean low price. (For more on my discussion of the miuse of the term “value priced” you can download a free white paper.) The AP reported today that discounts on products where the consumer finds true value are non-existent, [...]
Posted by: Mitch/Ralph on: October 17, 2008
The September 29, 2008 issue of Fortune Magazine published the results of a Miller Heiman/Fortune survey of sales people. One of the questions they published the results for was the classic: “When I lose the deals the primary reason is:”
42% of the respondents stated price. This would suggest that the low price leader wins 42% [...]
