A Value Model for Johnson & Johnson Coronary Stents

Pricing healthcare has to be one of the most challenging tasks in the profession. Rising healthcare costs and debate over how best to manage and pay for them is a hot-button issue. Treacherous waters indeed for sales and marketing professionals…

Bridging the Silos of Marketing, Pricing & Sales

In the field of Value Management, a vast wealth of untapped knowledge lies trapped within the minds of sales professionals, pricing experts and marketing strategists. All too often, that’s where it stays, with no connections made between the silos. Brian…

More Thoughts on Professional Pricing Society’s Spring 2010 Conference

It’s Saturday morning and heading home after a whirlwind week at the Spring PPS Conference. Thursday evening’s reception was heavily attended and Friday’s morning/early aft sessions were well attended too.  Here are a few nuggets I came away with: Joanne…

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 Marketing.  Some key nuggets: When…

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 it can…

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