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  • Which Way to the Bank That Accepts a Deposit of Market Share?

    Aug, 31, 2015

    Sometimes, price wars can make sense Is there “pricing logic” behind the current price war being fought between Coles & Woolworths? Pricing theory tells us that there are three situations where a price war may make sense, none of which support the strategies pursued by the two supermarkets. Price wars make sense when there is […]

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  • The Sound of Silence

    Aug, 27, 2015

    Should you drop your prices if customers don’t say anything? Silence isn’t a sound that most leaders want to hear in the aftermath of their pitch for new business. Still, if customers don’t immediately sign on the dotted line, silence is the second best reaction. Let me explain. I recently I had lunch with the […]

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  • Selling Goods as a Service

    Aug, 27, 2015

    Inventory isn’t something companies want to sit on. You want to sell it as quickly as possible and turn it into revenue, not pay for it to be sitting in a warehouse. Why not turn your unsold goods into a service? Last Sunday, a friend invited me to opening night of an exhibition by a […]

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