Drive Better Margin and Customer Experience with Pricing Optimization
- July 31, 2019
- Alex Hoff
Pricing Optimization is a capability that is finally making its way into the mainstream for companies in all industries. The term price optimization deserves some definit...
Capturing the Value You Generate Through Segmentation
- August 14, 2017
- Alex Hoff
One of the most basic concepts of pricing is that price generally reflects (or should reflect) value. But it’s important to remember that value is not...
Reality Check: Choosing and Deploying the Right Price-Optimization Solution
- June 9, 2017
- Alex Hoff
Explore the types of optimization tools that are available for organizations and how to overcome the most common challenges. ...
How to Optimize Pricing to Drive Margins and Customer Experience
- May 31, 2017
- Alex Hoff
As price optimization becomes more mainstream, it's time to capitalize on the potential benefits to margin and customer experience. ...
Value—not Volume—Drives Profitable B2B Sales
- November 6, 2015
- Alex Hoff
With price optimization on the rise, Big Data and analytics have led to an emphasis on the value of deals as an indicator of profitability, not...
Pricing Minute: Price Segmentation
- August 28, 2014
- Alex Hoff
Pricing is, or should be, closely tied to how your customers value your products and services. But, not all customers value your products the same way,...
Resisting Commoditization in Specialty Chemicals Through Pricing
- July 18, 2012
- Alex Hoff
In a recent IHS Chemical Week article, Vincent Valk wrote about resisting commoditization in specialty chemicals. I was happy to see that he chose to address...
Chemicals Profitability Series #1: 5 Key Pricing Opportunities
- March 4, 2012
- Alex Hoff
For decades, process industry manufacturers generally, and Chemical manufactuers in particular, have been leveraging best practices in supply chain management and manufac...
Chemical Week: Disciplined Pricing on the Downslope
- December 2, 2011
- Alex Hoff
Challenging Market Conditions For most of 2011, news of broad economic uncertainty and low consumer price inflation belied significant wholesale price inflation. Polyme...