How to Manage an Aggressive Competitor

This article examines how firms can develop a competitive defense strategy that minimizes both the self- and competitor-inflicted damages of price competition. It explains that before acting to defend market share or initiate price cuts, managers must anticipate the long-term strategic consequences and weigh them against the short-term benefits. A pricing decision should never be made simply to make the next sale or meet some … [ Read more ]

Value Based Pricing Saves the Day!

Hammered by competitive thrusts and pressured by customer demands for lower prices, companies are increasingly finding prices in a downward spiral. But price problems are rarely pricing problems! Value pricing provides the alternative!