Now Available: The Art of Pricing – New Edition

I’m pleased to let you know that I’ve written a revised edition of The Art of Pricing. This book is a perfect introduction for the many people in a company who are interested in pricing strategy – including marketing, managers, salesforce, general managers, finance, research & development, and CEO/CFO. Illustrated with a variety of interesting examples and written with a touch of humor, The Art of Pricing provides practical guidance to anyone who is interested in pricing.

Reflecting my mission to make pricing accessible for everyone, The Art of Pricing (and The 1% Windfall) are the only pricing strategy books to have ever received critical praise from the national media. Please consider picking up a copy for yourself and a colleague (…or two).

Also, please note that a few changes have been made to this website. In particular, the article archive listings now makes it easy to scan past articles to see if there’s one of interest to you. In doing a count, I was surprised to discover that I’ve written over 330 pieces since I started in late 2006!

Thank you, as always, for dropping by to read my articles! 

Posted on April 26th, 2017 (0 Comments)

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The Root Cause of the United Airlines Incident is a Govt Pricing Regulation

While there are varying opinions about the actions of the passenger who was dragged off a United Airlines flight on Sunday, his defiance highlights an injustice regularly practiced by airlines: involuntary bumping. 

My latest digital article for the Harvard Business Review discusses why overbooking makes sense, but when airlines lose on their bets (more passengers show up than available seats), they need to solve their problem using the free market. A key problem is the U.S. Department of Transportation has put in place regulations that curb an airline’s responsibility for overbooking and in the process, actually encourage airlines to involuntarily bump passengers.

Posted on April 12th, 2017 (0 Comments)

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The Upside of No-Frills Pricing

Last week both United and American Airlines joined Delta in offering a discounted Basic Economy fare. So how much of a discount would it take for you to forego choosing your seats, boarding last (“Now boarding zone Z”), fees for checked & carry-on luggage, and giving up the ability to change flights?

It’s a challenge to see how a further degradation of airline service could be profitable and benefit customers. But yes, it’s true! Please check out my new digital article for the Harvard Business Review which discusses the benefits of rolling out a stripped down version of your products and services. 

Posted on March 3th, 2017 (0 Comments)

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