Author: Alex Hoff

All pricers know that price should reflect value. Unfortunately, value is perceived in the eye of the customer, not the seller, and different buyers perceive value in differently. In this article, the author explores strategies for maximizing the value your customers perceive through segmentation. Alex Hoff is the VP of Business Consulting at Vendavo, specializing in helping customers improve their pricing in multiple industries, including industrial manufacturing, process industry, consumer product manufacturing and business services. He can be reached at ahoff@vendavo.com.

The Pricing Advisor, December 2017

One of the most basic concepts of pricing is that price …Read More

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