One of the airport car services employ hurdles as part of a price discrimination strategy that is beautifully constructed. As long as they have more cars than riders they'll discount to price sensitive customers – the customers that might not be willing to pay full price. Maybe they'd call a friend or spouse, maybe they'd take public transit, maybe some kind of shared shuttle service. The only thing that matters is that they won't pay full price.
The car service will discount to these customers if that is what it takes to get their business. It means they make a smaller profit on the ride, but it's better than no profit at all.
But they don't want to discount to the customers that are prepared to pay full fare. The business traveller on an expense account doesn't care and will happily full price, and the care service wants to make sure that they get full price. If they discount to that customer they are cannibalizing full price sales.
This is called price discrimination – selling the same product or service to different customers based on the their willingness to pay.
Multiple paths to the same destination can seem user-friendly but, more often that not, it complicates decision making and necessitates more questions.
This article is fascinating because it so clearly misses the mark. Despite what the author says the cost of travel is cheaper today, thanks to unbundling.
It's clear it costs less to distribute e-books than printed books, so why do e-books cost as much or more if price is determined by a cost-plus formula?
Even in business-to-business selling the ways costs are presented can lead smart owners to make bad decisions.
The flower business has much in common with the restaurant business (often more than with other retail) and florists can benefit from foodservice research.
The underlying concept of diminishing marginal utility is easy to understand but the vagueness of the term makes the definition easy to forget.
New content on how florists can use advanced pricing strategies to increase the volume and profitability of their event business is coming to the GLFE and WUMFA Annual Conventions in 2015.
It was a pleasure to attend and participate in the FSFA convention in Weston Florida and meet the amazing volunteers that put it all together. people that attended the session on how advanced pricing techniques can be used to increase sales and profitability in retail floral.
I'll be presenting a Beyond Cost Plus session on new approaches to pricing and quoting events at the 2014 FSFA Annual Convention.
A personal example of very different reactions to the same product at the same price but expressed using two different pricing models.