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This past week I had two buyer experiences with interesting examples of segmentation, although the sellers may not have realized they were segmenting their customers.  The two situations resulted in different outcomes and provided some good lessons.  The most important lesson is that segmentation should enable you to expand your customer base, sell more products […]

Last week Pfizer announced increases in the list prices of more than 40 drugs for the second time within the year.  The increases average 9.4%.  Although there could be some political backlash, the pricing strategy is logical.  Pfizer is recognizing their pricing power, they are incorporating buyer psychology into their process, and they are taking […]

Last week I read an article in the Wall Street Journal, ‘How to Lie With Statistics’: Teachers Union Edition, in which Alyssia Finley pointed out a number of misleading statistics reported by teachers unions.  The statistics she cited included picking the baseline most advantageous to the union’s position, using misleading comparisons with groups that are […]

I recently played golf with two doctors, following which we discussed customer satisfaction and customer ratings.  One of the physicians, let’s call him Dr. Feelgood, expressed surprise that anyone would select a doctor based on ratings, and he lamented that negative ratings often reflected intangibles like staff friendliness and wait times, rather than quality of […]

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