Gillette is reversing its long-held premium pricing strategy with dramatic price cuts, of up to 20%, to face-off against online competition. Claiming best in class status over the years, Gillette kept…
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US pharma companies, such as, Pfizer, Merck, and Allergan are experiencing a bull rally. The Nasdaq Biotech Index rose 9% within a day of Donald Trump’s election victory because drug…
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Sales people must dread account reviews with professional buyers and understandably so. If it is not the bluster to downsize sales volume because of quality or delivery issues then it…
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Last fall, the leaders of a mid-sized company were rather worried about an unusually aggressive competitive promotion. After analyzing their competitors ‘past promotions along with the company’s own volume and…
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Value-based pricing is accepted as the ideal scenario yet few companies have put it in practice. Most companies struggle with cost-plus pricing which simply requires charging a set margin over incurred costs.…
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