When business is strong, it’s easy for arm chair pricing strategists and economists to chant, “Raise your prices.” Economists will defend their position by citing “supply and demand” – a fundamental concept of Econ 101. It’s ingrained in pricing strategists to boost prices to “capture value.” I think raising prices to capitalize on what may be a short term blip in demand can be a big mistake – often detrimental to the long term health of a business.
Please check out my latest – actually my 75th – piece for the Harvard Business Review which discusses the pricing strategy used by the Franklin Barbecue, an Austin, Texas BBQ joint which Bon Appetit magazine has anointed the best barbecue in America. Pitmaster Aaron Franklin’s strategy for pricing (as well as his barbecue) of “low and slow” provides insight for all people involved with pricing can learn from.
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Posted on November 12th, 2015 (0 Comments)
Should brick-and-mortar chains cede the web to Amazon? Wal-Mart has continually stumbled online – it recently lost $20 billion in market cap in part because it announced that it needs to invest more into its ecommerce platform, which will affect profits. Amazon has amassed a giant head start – claiming 244 million customers in 2014. The situation for brick-and-mortar chains seems like a lost cause.
Brick & mortar stores can successfully compete online. Please check out my latest piece for the Harvard Business Review which discusses that yes, while the Internet is hip and technologically advanced, at its roots, it’s a commodity market. As a result, many of the time tested techniques (here’s a hint: think S & H Green Stamps) that have helped commodity retailers can succeed.
For the latest pricing news and cutting edge ideas, please follow me on Twitter: @cultureofprofit
Posted on October 21st, 2015 (0 Comments)
Bed Bath & Beyond is well – perhaps best – known for its ubiquitous 20% off coupons. The chain of domestic merchandise retailer stores recently announced disappointing financial results. While revenue increased slightly, net profits dropped by 10%. So what’s the profit drain culprit? An “order of magnitude” increase in redemption rates, claims the company’s CFO!
While it’s easy to blame “those” coupons, my question is what would have happened to Bed Bath & Beyond’s profits if those coupons hadn’t been omnipresent. Please check out my latest article for the Harvard Business Review, which discusses the use of surgical strike discounts – a tactic that every company should incorporate into its overall pricing strategy.
For the latest pricing news and cutting edge strategies, please join me on Twitter: @cultureofprofit
Posted on October 6th, 2015 (0 Comments)