Monday, 16 March 2009

Price Optimise for Your Best Customers

According to Pennsylvania State University management science professor Gary Lilien...

"Most businesses depend on three basic groups of customers:
  1. “value buyers”, who will pay extra for service and support;
  2. “price buyers”, who just want the bare-bones product at a low price; and
  3. “pigs”, those who want all the services and the lowest price.
During a recession, most companies can’t afford the pigs, so now is the time to move them into one of the other two categories.

Read the article Price Optimise for Your Best Customers by Karen Steen

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Price Optimise for Your Best Customers by Karen Steen
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