Author Archives: Scott Francis, Guest Contributor

Scott Francis, Guest Contributor

About Scott Francis, Guest Contributor

Scott Francis is the President of Strategic Pricing Solutions, a management-consulting firm helping clients with pricing strategies, data analytics, and pricing processes. Scott has more than 25 years of pricing experience both as a consultant and in roles leading the pricing function at large corporations. Scott's thinking is heavily influenced by the data-driven approach he learned studying finance and behavioral economics while earning an MBA at the University of Chicago. Prior to forming Strategic Pricing Solutions in 2005, Scott held a variety of corporate positions including CFO, SVP of Marketing and VP of Pricing. Follow Scott on Twitter@StratPricing and at http://www.Stratpricing.com

Some Strategic Considerations For Price Matching

When a large company like Amazon eliminates price matching refunds on many items — most recently on televisions — there’s usually a very good reason. (Amazon isn’t the first and won’t be the last to start or stop matching prices). The most important pricing strategy question with which every retailer must wrestle is, when, where, and why and how t...
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4 Winning Ways Retailers Can Dominate The Strategic Pricing Race

All retailers set pricing strategies, but while some get tied up in complexity and buzzwords, the most successful retailers keep it simple. First, they decide where they will compete and how they will win — and then build tactics around those decisions. Successful companies ignore the noise around them until after they have made those basic choices...
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Winning Retail Pricing Strategies To Attract New Customers & Extract Value From Existing Customers

Netflix made headlines this week with strong earnings and hints that they might test some new streaming offerings (Netflix Reports Strong Subscriber Growth, in the Wall Street Journal). Netflix currently offers unlimited streaming on up to two devices at a time for $7.99 per month; however, they are exploring other options. For example, they may of...
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Price, Convenience Or Service? Which One Is Most Important To Holiday Shoppers?

According to the National Retail Federation (NRF), 141 million unique shoppers went shopping during Thanksgiving weekend this year, a slight increase over 2012. However, average spending decreased by 3.9% from last year, which NRF attributes to lower prices. Starting well before Thanksgiving and continuing through this weekend, retailers have been ...
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5 Brilliant Ways For Retailers To Turn Jekyll & Hyde Shoppers Into Buyers

I need to start this post by swearing all readers to secrecy: My wife is a Dr. Jekyll and Mr. Hyde shopper. However, I ask you not to divulge that my wife has anything to do with this price-sensitivity article. With that out of the way, let’s talk about it: My wife recently shopped at Costco. Does that make her a price-sensitive shopper? Maybe, ...
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Which Is Better Strategy: High-Price Big Discounts Or Uninflated Regular Prices?

Editor’s Note:  Retail Intelligence Company, Upstream Commerce, welcomes pricing strategist, data analyst, and pricing processes expert, Scott R. Francis, as our newest guest contributor:    Objectives of any sales promotion include moving certain merchandise, getting buyers into the store who might not otherwise shop there (physically or ele...
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