Meet the bloggers
  • Anil Somaney
  • Ben Blaney
  • Dave Brock
  • Doug Fuehne
  • Diana Zuzek
  • Eric Petty
  • Frank Sohn
  • George Faris
  • Hans-Peter Klug
  • Kate Visconti


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Shifting Pricing from Labor-Intensive to Strategically-Effective

For far too long, manufacturing and industrial distribution companies have dedicated resources and technology to achieve the goal of addressing price updates or change requests from their organization.  Their teams work long hours with disparate systems that have often been in place for decades to  satisfy the most basic requirement of executing price changes often with a basic Cost Plus […]

Tug war, two businessman pulling a rope in opposite directions isolated on gray background

Building a Case for Pricing Improvement: How Do You Rally the Troops to Prioritize Pricing?

While attending a recent pricing conference, I had an interesting discussion with two pricing managers about the challenges they were encountering while trying to get their organization to focus more on pricing. The pricing managers were inspired by one of the conference presentations that was delivered by a PROS customer who happened to be from their industry.  The presenter had […]


Commodity is a Dirty Word

Too often in class a student will say “I have a commodity. The market sets my price.” This is almost never true. What’s worse is if you believe it, then you’ve given up trying to make higher profits using pricing techniques. If you believe your product is a commodity, then it is very likely that some market segment also believes […]

Machine shop of metallurgical works indoors room

Why the Sales Experience Is Now the True Driver of Revenue Growth for Auto and Industrial Manufacturers

Manufacturing and automotive companies are increasingly focused on growth to stay ahead of the industry’s modern challenges. Global competition is changing the revenue generation landscape. The traditional route to meeting revenue goals has been investing in customer support, marketing, R&D activities and maintaining competitive pricing. Manufacturers are comfortable improving designs and getting products to market quicker, but they tend not […]

Close up EKG monitor in icu room

Pricing and Product Efficiency Challenges in the Med Tech Industry

Medical device price regulation is being threatened in India’s and Australia’s mixed private and public health care systems. In the U.S. Congress, a bill is being presented (although passage is far from certain) to create pharma and med devices price review panels in an attempt to end price gouging. This is a likely response to controversial price hikes for Daraprim […]

Lyon, France - January 25, 2016: Tesla supercharger station and parking in Lyon. Tesla is an American automotive and energy storage company that designs, manufactures, and sells luxury electric cars

Value-Based Pricing: Lessons from Tesla on Monetizing Innovation

Last week Elon Musk sent a memo to all of his employees stating, “If you can’t explain to a customer who paid full price why another customer didn’t without being embarrassed, then it is not right.” That statement reflects both Tesla’s commitment to the customer experience and its confidence in value-based pricing for its unique products. According to Musk, Tesla […]

Man pressing the button in the elevator interior

Waiting for the Lift: A Lesson on the Limitations of Rules-Based Software

I stayed in a hotel recently. This isn’t news, as I travel a lot. I’m usually pretty chill about most things that happen when living an airport-plane-uber-hotel-uber-office-airport-plane lifestyle, but something happened on this trip that really annoyed me. Picture this: A hotel of 23 floors with five elevators with only two of them only go to Floor 18 or above. […]

Choosing from good, better or best using a red pen on white board

Seth Godin is Wrong about Good, Better, Best

This post originally appeared on For years I’ve read Seth Godin’s blog, daily. He is awesome. In all those years I’ve never disagreed with him… until recently. Seth’s blog from August 30, 2016, is titled “Features and Marginal Cost in the Digital Age”. He provided the argument that good, better, best for hardware products was based on the marginal cost […]

Busy Nurse's Station In Modern Hospital

Health Care Manufacturing: Do Your Customers Have X-Ray Vision?

If you are in health care manufacturing (medical devices and technology), do you miss the good old days of selling when your reps talked to clients they had long relationships with? Do you remember when clients were eager and ready to be educated and guided to purchase the latest and greatest you had to offer without much price sensitivity? Sadly, […]

Ship with containers aerial view in San Francisco

Is Hanjin Just the Tip of the Iceberg for Pricing Problems in the Container Shipping Industry?

It seems that an ocean-going container shipper has collapsed. Korea-based Hanjin, one of the world’s top ten shippers in terms of capacity, has run aground with many of its at-sea container ships unable to dock at their destinations for fear of seizure. This came to my consciousness for a number of slightly wonkish reasons. First, I’m quite interested in containers, […]