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Back Up Your Sales People

2018-12-04T15:36:52-05:00October 4th, 2017|Articles|

When launching a new pricing initiative, such as focusing on incidentals, you may discover that coming up with the numbers is only half the battle. Getting your sales people to use the new pricing structure can be even [...]

Opportunity Indicators: Compression

2018-12-04T15:55:40-05:00February 4th, 2017|Articles|

Pricing is often “compressed” around a company’s average margin. There’s too little difference in margin rate between high and low volume orders, big and small customer sales and price-sensitive vs. incidental items. When pricing is [...]