Author Archives: Reuben Swartz, Guest Contributor

Reuben Swartz, Guest Contributor

About Reuben Swartz, Guest Contributor

Reuben is a world-renowned expert on pricing, and combining pricing strategy, business processes, and technology to dramatically improve profits and boasts "the longest running blog on pricing and profitability". He has helped companies in North America, Europe and Asia and he teaches part of the Professional Pricing Society's Certified Pricing Professional program. You can follow him on Twitter or on Dollars and Sense: The Pricing Blog. Reuben's company, Mimiran, provides software to help business owners and sales teams create, share and close online proposals, while improving revenue and profit and helping companies focus on their customers.

The Simple Secret To Raising Prices 5% & Increasing Profit 50%

In the world of business, everyone loves bargains. But In the world of business today, price becomes the only thing that’s important if everything else is the same — and service may be one of the only distinctions you have to offer. Many companies compete on price because they feel they don’t have good differentiation.  Competitor price monit...
Read More | Comments Off on The Simple Secret To Raising Prices 5% & Increasing Profit 50%

5 Smartest Paths To The Most Effective Competitive Pricing & Profit

When does price matter? Econ 101 teaches that demand decreases as prices rise, and increases as prices fall. Econ textbooks inevitably present a graph with a graceful curve, illustrating the phenomenon. The problem is that there are no numbers on the axes of the graph, so you never know how much price matters. To make the situation more complicat...
Read More | Comments Off on 5 Smartest Paths To The Most Effective Competitive Pricing & Profit

8 Ways Targeted Promotions Can Garner More Profit & Influence Buying Behavior This Holiday Season

How can retailers determine the best price-off deal to offer in the Holiday Season? How can retailers use competitor price monitoring to highlight their price advantages? How can retailers best use data-mining to target buyers? What’s more important, price or value? This holiday season retailers will spend billions and billions of dollars on promo...
Read More | Comments Off on 8 Ways Targeted Promotions Can Garner More Profit & Influence Buying Behavior This Holiday Season

Retailers Take Note: 3 Critical Ways Your Holiday Pricing Behavior Impacts Your Profits

Editor’s note: Reuben’s post is another example of how pricing intelligence can help you avoid overreacting to competitive moves or rumors about competitive moves. Gilon   

With many businesses doing half their annual revenue in the holiday season and many of those holiday sales taking place at deep discounts, effective promotional spending beco...
Read More | Comments Off on Retailers Take Note: 3 Critical Ways Your Holiday Pricing Behavior Impacts Your Profits

The Surprising Secret to Successful Price Segmentation

Guest blogger, pricing expert and author, Mark Stiving, wrote a great post for Upstream Commerce a few days ago on How to Get Your Customers to Like Price Segmentation. Mark highlighted how price segmentation can cause more trouble than it’s worth for retailers, and discussed ways to avoid the downsides while holding onto the additional profit. ...
Read More | 1 Comment

5 Ways Online Retailers Can Confront Amazon’s Decision To Collect Sales Taxes

For years, retailers complained that they had to compete on a tilted playing field against Internet retailers who did not charge sales tax. States trying to attract online businesses didn’t press the issue, especially after Amazon promptly ended relationships with marketing affiliates in Colorado after the state threatened to collect sales taxes fr...
Read More | Comments Off on 5 Ways Online Retailers Can Confront Amazon’s Decision To Collect Sales Taxes

How Retailers Can Gain Pricing Power Through Product & Service Differentiation

More on pricing strategy and value-added services: If you have no differentiation from the market, you are a commodity. When you’re a commodity, you have no pricing power. So unless you happen to have a sustainable, defensible cost advantage (hello, Southwest Airlines), you’re going to be in big trouble.

So what about competitive pricing? How ...
Read More | Comments Off on How Retailers Can Gain Pricing Power Through Product & Service Differentiation

Price Wars, Part 3: How To Avoid, Handle, And, Maybe, Start A Price War

In Price Wars, Part 1, we said that “a price war involves two or more competitors lowering prices in multiple rounds in an attempt to win market share. A less formal, but more telling description of this kind of competitive pricing is: A massive transfer of wealth from sellers to buyers.” In Price Wars, Part 2, we talked about the negative effects...
Read More | Comments Off on Price Wars, Part 3: How To Avoid, Handle, And, Maybe, Start A Price War

3 Reasons Companies Fight Price Wars

A price war involves two or more competitors lowering prices in multiple rounds in an attempt to win market share. A less formal, but more telling description of this kind of competitive pricing is: “A massive transfer of wealth from sellers to buyers.” Price wars make for good press, but lousy business. A recent New York Times article highlighted ...
Read More | Comments Off on 3 Reasons Companies Fight Price Wars