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Professional Pricing Society’s Spring 2010 Conference

Today is the first full-day of the Professional Pricing Society's Spring Conference. Turnout for this year's conference has been excellent - over 500 attendees. I attended Dr. Tom Nagle keynote presentation this morning on Advantage-Based ...

Advantage-Based Marketing Critical to Corporate Strategy

There are signals that China—whose artificially deflated currency and price supports have driven its economy for years—may soon allow the Yuan to appreciate. If it does, China will have to focus selectively on markets and market segments where ...

Tom Nagle Discusses iPad vs. Kindle on the HBR Blog

LeveragePoint advisor Tom Nagle recently put up a post on the Harvard Business Review's blog. "A clash of the titans will erupt on Saturday when Apple releases its iPad: it will be Amazon, with most e-books costing $9.99, versus Apple, whose ...

March 9th Tom Nagle Webinar for Professional Pricing Society

On March 9th, I'll have the pleasure of co-hosting a webinar with Dr. Tom Nagle for the Professional Pricing Society.  The title is "Getting Your Organization Aligned Around Value." Tom will discuss the importance of embedding a value ...

Targeted Product Development & Value Modeling

Value Management is usually used in downstream business activities. Value models help companies to communicate their differentiated value, negotiate prices with customers and to find and target the customers who can get the greatest value from ...

Economic Value Estimation and Return On Investment

How do models of economic value such as Economic Value Estimation (EVE) compare with financial measures such as return on investment (ROI)? Some people think of them as being interchangeable, three letter acronyms that are some kind of economic ...

Finding the Customer’s Value in Mold Reduction!

Recently I was reminded yet again that value is both a simple yet subtle concept.  We were reviewing a value model created by one of our client's marketers for a new construction product that is sold to residential building contractors. The ...

Paddling Up the Value Waterfall

The pricing waterfall is a classic and widely used framework for understanding and managing transaction pricing. It illustrates the drop (like a waterfall) between an official list price and the final "pocket" price that the seller sees. ...

Eastman Uses Economic Value Estimation™ to Understand the Value of New Polymer for its Customers

Eastman Chemical Company chose "The results of insight™" as a tagline to summarize and capture their focus on marrying innovation and solutions that work. They are referring to their deep insight into chemical and industrial processes, and into ...

“Pricing Leadership: Navigating through Tumultuous Times” by John Hogan

John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. The talk on “Pricing Leadership: Navigating through Tumultuous ...

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