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Menu Prices Must Increase This Spring, But By How Much?

Brands in the food services industry have been losing margins because of the increasing cost of labor, transportation, and food, as well as COVID reduced traffic, which is why pricing is more relevant than ever. Many large, multi-unit restaurant brands procrastinate on pricing out of fear that an increase will be detrimental. This mindset creates a state of inaction, which is a mistake because pricing is actually the biggest lever in terms of maximizing a brand’s profitability, as the author explains.

By admin|2022-10-27T22:34:33+00:00May 31, 2022|Price Increases, Pricing Articles, Restaurant Pricing|0 Comments

What Are the Biggest Challenges in Introducing a New Pricing Model?

Designing a pricing model is a difficult challenge. Competing pricing goals need to be prioritized and aligned. A great deal of data needs to be collected, organized, and analyzed. Creative ways to connect value and price must be developed. But designing the pricing model is only the beginning of the journey. What comes next is critical. In this article, the author outlines the necessary steps and common pitfalls involved with designing and implementing a new pricing model, as well as best practices for successful adoption and execution.

By admin|2022-10-27T22:29:32+00:00May 31, 2022|Pricing Articles, Pricing Transformations|0 Comments

Price Negotiation for Sales

Price Negotiation for Sales Instructor: Joanne Smith If you [...]

By admin|2022-06-08T20:34:03+00:00May 3, 2022|Online Pricing Courses|0 Comments

Cost Spikes, Inflation, and Supply Shortages remain as the top economic challenge in 2022

While we may have all hoped that the surge in the cost of raw materials and pandemic-related disruptions would dissipate, the truth is that we’re now in a significant period of inflation with most companies needing to increase prices in the high single digits or low double digits just to stay neutral. Instead of simply looking at typical “across the board” price increases for 2022, consider these three strategies to reduce customer resistance to a large price increase: Pricing’s Power of 1%, cost-to-serve, and value-based pricing.

By admin|2022-10-27T22:22:18+00:00April 30, 2022|Inflation Pricing, Pricing Articles, Supply Chain Pricing|0 Comments

Customer Lifetime Value: The Sales and Marketing North Star

Stephan M. Liozu, Ph.D. (sliozu@gmail.com), is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscription-based pricing. He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, a certified Price-to- Win instructor, and a Strategyzer Business Model Innovation Coach.

By admin|2022-10-27T22:10:33+00:00April 30, 2022|Customer Pricing, Pricing and Marketing, Pricing and Sales, Pricing Articles|0 Comments

Pricing and Inflation: Digging deeper to understand

Inflation is nothing new. We have observed inflationary tendencies in many countries, at least since the gold standard was abandoned in 1971. However, in today’s global economy, the inflation traffic light is on deep red. For pricing executives, all the warning signals should be ringing. In the current economic situation, one can make catastrophic pricing mistakes, but there are also opportunities to escape relatively unscathed if one gets it right, as the author explains.

By admin|2022-10-27T22:03:36+00:00April 30, 2022|Inflation Pricing, Pricing Articles|0 Comments

Value Pricing and Selling – CPA Edition

Value Pricing and Selling - CPA Edition Instructor: Joanne Smith [...]

By admin|2022-06-09T16:22:06+00:00April 9, 2022|Online Pricing Courses|0 Comments

Pricing Impact: A Decade of Documented ROI

This paper was originally published as chapter 5 in the book called “Pricing: The New CEO Imperative” edited by Stephan Liozu.

By admin|2022-10-28T23:08:56+00:00March 31, 2022|Journal of Professional Pricing, Pricing Articles, Strategic Pricing|0 Comments

Inflation and Price Increases

Evidence of an inflationary acceleration is accumulating. Price actions by industry leaders are both responding and contributing to it. Price increases are a frequent response to inflation. They can range from purely defensive “layman’s pass-thru”, to opportunities for profit growth. This creates profit opportunities for competitors. Whether followers or contrarians, middle market firms must decide which path is more advisable given their competitive strengths, margins profile, and their pricing “culture.” Timing and preparedness matter, as the author explains.

By admin|2022-10-28T22:57:57+00:00March 31, 2022|Inflation Pricing, Journal of Professional Pricing, Pricing Articles|0 Comments

Ethical Strategy in Pricing

For many companies, the notion that ethics may be a powerful driver of annual revenues is a novel concept. However, for some, this is foundational for their longer-term growth. All may benefit from applying explicit ethical rules, as the authors explain.

By admin|2022-10-28T22:47:50+00:00March 31, 2022|Journal of Professional Pricing, Pricing Articles, Pricing Ethics|0 Comments

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This site provides access to archived articles from the Pricing Advisor newsletter, the Journal of Professional Pricing, our pricing blog, pricing research reports, and other resources for pricing professionals.