Comments for Pricing For Profit Book | pricing strategy | branding | value based pricing | value pricing | private equity |

Comment on Pricing by Dale Furtwengler

Dale Furtwengler — Wed, 21 Dec 2011 04:05:04 +0000

Larry, thanks for joining the Pricing for Profit family. I hope you find the blog posts (blog tab) entertaining as well as informative. Happy holidays!

Comment on Pricing by Larry Lukens

Larry Lukens — Wed, 21 Dec 2011 01:23:44 +0000

Bill Prenatt suggested I visit your site. Looking forward to getting more info…….

Comment on Bank of America’s Pricing Woes by Dale Furtwengler

Dale Furtwengler — Sun, 30 Oct 2011 04:25:58 +0000

Michael, sorry for the late reply I didn’t get a notification on your comment. You’re absolutely right. Raising prices with justification, clearly communicated will always result in customer dissatisfaction. As you said, adding a low cost service that at least give a semblance of adding value goes a long way to avoiding the hue and cry of unhappy customers. Thanks for your comment.

Comment on AT&T’s ‘Clever’ Ad by Dale Furtwengler

Dale Furtwengler — Mon, 24 Oct 2011 21:20:11 +0000

Cathy,

I truly don’t believe the intent was malicious, merely reflective of what happens when creativity strays too far from the value proposition. Thanks for taking the time to comment.

Comment on AT&T’s ‘Clever’ Ad by Cathy Sexton

Cathy Sexton — Tue, 18 Oct 2011 21:30:12 +0000

Thanks Dale I now know I am not alone in my reaction to that commercial. I just don’t understand most commercials anymore. Most of them don’t make sense to me. You at least got more from that commercial than I did.

Comment on Bank of America’s Pricing Woes by Michael Berry

Michael Berry — Tue, 18 Oct 2011 17:27:38 +0000

I think the BOA issue lies in how they sold it. They did not announce that the government dictated they (and all banks over a certain size) lower fees for the services they had been providing, they just announced a new $5/month fee. Had they run commercials that said that “due to new banking regulations, things we have been offering as a bundle with other banking services will now have a separate charge, and those other services will be less expensive. It’s not in the service we’re providing, it’s just how we have to bill you now to cover our costs, and thanks for being a BOA customer”. Instead they slapped their customers in the face without an explanation that they really were forced to do this by regulation. How you sell the deal, even if they were really raising prices, is key to acceptance, and I agree that you should throw a cherry on top even if it’s merely symbolic.

Comment on Thriving in a Tough Economy by Dale Furtwengler

Dale Furtwengler — Wed, 05 Oct 2011 11:56:08 +0000

My pleasure, Barb. I hope that you’ll visit again.

Comment on Thriving in a Tough Economy by Barb Glassman

Barb Glassman — Wed, 05 Oct 2011 11:32:17 +0000

Thank you for the information, it seems very interesting. I enjoyed the meeting yesterday, it was nice meeting you.

Barb

Comment on Competitive Pricing Intelligence by Dale Furtwengler

Dale Furtwengler — Wed, 14 Sep 2011 14:02:59 +0000

Jeffrey,

You and I think so much alike that it would be easy to assume that we were subjected to a Vulcan mind meld at some point.

I always appreciate your insights, Jeffrey, because I know the success you and your clients have enjoyed using the concepts we both employ.

Thank you for taking the time to share your wisdom with our readers. All the best, my friend.

Comment on Competitive Pricing Intelligence by Dale Furtwengler

Dale Furtwengler — Wed, 14 Sep 2011 13:59:09 +0000

Barry,

I couldn’t agree more that buyers often have ‘a price’ in mind and that they’re often influenced by what they see in our competitors’ pricing. It’s our job to demonstrate value beyond what our competitors are providing to substantiate our higher prices. Buyers are willing to pay for additional value, but they like most of our competitors, aren’t equipped to quantify (convert to dollars/cents) the value they’ll receive. That’s our job as marketers and salespeople.

In terms of preparing salespeople to deal with the price issue, the solution seems fairly simple to me. The question the salespeople need to ask is “What are you giving up to get that lower price?” As you said “the buyers mind is certainly influenced by price – too low, something must be wrong; too high, there must be more demonstrated value.” What better reason to remain focused on value?

Thanks for sharing your thoughts with us, Barry. Each of us learns from every perspective offered. Be well, my friend.