Author: Tim J. Smith, PhD

In this article, the author explains why he recommends Exchange Value to Customer calculations according to economic factors, rather than weighted average benefits, when pricing in industrial markets. This industrial markets specific example provides valuable pricing questions and insights that can be utilized by pricers in multiple industries. Tim J. Smith, PhD is the founder and CEO of Wiglaf Pricing, adjunct professor at DePaul University, and Academic Advisor for the Certified Pricing Professional designation. His most recent book is Pricing Done Right:  The Pricing Framework Proven Successful by the World’s Most Profitable Companies (Bloomberg Financial, …Read More