Chart Your Course

OCTOBER 27, 2014

A recent Bain Capital Customer Loyalty study found that consumers are four times more likely to do business with a company that provides good customer service versus a competitor that offers a lower price. The 2013 GE Capital Major Purchase Shopper Study found that 81 percent of consumers will research a product online before buying it.

Quality 182

Quality Succession White Paper Customer Loyalty 182

Harvard Business Review

JANUARY 3, 2017

Price wars have broken out in consumer industries around the world. Retailers such as ALDI and Walmart have used price to position themselves against traditional competitors in their markets, pinching margins all around. telecommunications carriers now compete fiercely on price as they try to win new customers.

Price 14

Price Retail Discount Tactics 14

Coaching Tip

DECEMBER 27, 2012

Whole Foods does so by focusing on the health and well-being of people who can afford to pay higher prices for food products. SouthWest Airlines has brought the freedom to fly to ordinary people through lower priced airfares and efficient operations. feel happier by becoming better organized. Becoming Conscious Leaders.

Emotional Intelligence 84

Emotional Intelligence Short-term Long-term Price 84

Strategy Driven

JANUARY 17, 2014

Companies have increasingly embraced the role of emotion in selling products and services, but often merely pay lip service to its importance, without understanding how to harness it. Control, one of the six core emotional needs I discuss in Empathetic Marketing , fuels our motivations in every aspect of our lives.

ROE 50

ROE ROI Letter Airlines 50

Harvard Business Review

JUNE 24, 2016

” As a result, the producers of Hamilton are scrambling to find the right pricing strategy to handle demand. What’s clear is that recent prices — starting at $549 for premium seats and $139 for regular seats — are significantly lower than what the public is willing to pay. So what should Hamilton have done?

Price 10

Price Airlines Discount Taylorism 10

Harvard Business Review

NOVEMBER 17, 2016

Warren Buffett got burned with an airline investment in the 1990s. He blamed the industry’s notorious low profitability on the “kamikaze pricing tactics of certain carriers” and vowed to not invest in this “death trap” sector again. ” Some of that profit is the result of innovative pricing models.

Airlines 8

Airlines Price Hedge Industry 8

Harvard Business Review

MAY 31, 2018

There’s a lot of buzz around price differentiation these days, especially with the spotlight on AI and big data. Machine learning makes it much easier to customize the marketing of products and services – and that includes the price. Let’s be clear: price differentiation is not a new phenomenon.

Price 8

Price Discount Long-term Airlines 8

Harvard Business Review

APRIL 5, 2013

Last year, 17 out of the 30 Major League teams were using some form of dynamic pricing — the concept of raising and lowering prices in accordance with demand — to price ballpark tickets. It''s impossible to set the "right ticket prices" months in advance of an individual ballgame.

Price 8

Price Airlines Hotels Discount 8

HR Digest

OCTOBER 17, 2020

Household income and savings are ultra-low in most global markets. In worst hit parts of the world (especially Italy and China) many announcements have focused on compensation reduction for senior executives (especially in the hospitality, automobile and airline industries). 80% of American workers live paycheck to paycheck.

Short-term 59

Short-term Committee Incentives Long-term 59

Coaching Tip

FEBRUARY 23, 2012

The days of leading countries or companies via a one-way conversation are over, as Netflix’s one-way conversation with customers on prices, Bank of America’s one-way conversation on debit fees and Verizon’s one-way conversation on an e-billing surcharge recently demonstrated. 6) Give trust away. 7) Scale your values.

How To 110

How To Airlines Media Innovation 110

HR Digest

OCTOBER 17, 2020

Household income and savings are ultra-low in most global markets. In worst hit parts of the world (especially Italy and China) many announcements have focused on compensation reduction for senior executives (especially in the hospitality, automobile and airline industries). 80% of American workers live paycheck to paycheck.

Short-term 52

Short-term Committee Incentives Long-term 52

Harvard Business Review

MARCH 28, 2016

Since the start of 2016, oil prices have swung between $27 and $42 per barrel, about a quarter of the 2008 peak crude oil price of $145. On February 16, oil ministers from Saudi Arabia, Russia, Qatar, and Venezuela agreed to a tentative deal to freeze their production in an attempt to boost prices.

Price 8

Price Energy Airlines Supply Chain 8

LDRLB

MAY 26, 2014

One of the things I think is most interesting is there’s a lot of old models of innovation and of strategy that I won’t say they don’t necessarily apply anymore, but they apply to very, very, almost static markets. That’s not our market position, so we don’t need to worry about it. DAVID: Yeah.

Early Adopters 60

Early Adopters Rogers Disruptive Innovation Innovation 60

Harvard Business Review

SEPTEMBER 26, 2013

But since deregulation in 1978, airlines in the U.S. airlines filed for bankruptcy. Airlines suddenly leveled off. In the past few years, profits have become positive across the industry, and market caps are soaring from prior lows. airlines earned an estimated $12.4 So what happened? In 2012, the major U.S.

Airlines 8

Airlines Industry Transportation Travel 8

Harvard Business Review

MARCH 17, 2016

Winning with low prices is not merely a game of math in which you stay one notch below the competition; it is far more a game of culture and attitude. It takes a special kind of company, from the CEO on down, to make a low-price position sustainable and profitable. The groundbreaking price war in the U.S. Don’t fight them.

Price 8

Price Airlines Govindarajan Advertising 8

Harvard Business Review

MARCH 20, 2014

In the case of Malaysia Airlines Flight 370, the most impressive fact few reporters choose to explore in any depth is that the Boeing 777’s engine was capable of communicating long after the pilots went silent. While many major industries have yet to create “IoT” products, that’s not the case with jet turbines.

Airlines 8

Airlines Supply Chain Management Engineering 8

Strategy Driven

OCTOBER 29, 2012

Here are more painful ‘reputation’ questions about your company and your products : What are you doing to build it? Apple is the classic example of a brand, with products that back it up. Only Apple stands alone not comparing themselves to other products unless it’s a joke. And they do it at their price.

Brand 50

Brand Reputation Customer Loyalty Industry 50

Harvard Business Review

JANUARY 30, 2012

Penney's revitalization is a new "Fair and Square Every Day" pricing strategy. Penney is typically sold at a 50% discount from list price. Prices will also now end in "0" instead of "99" and price tags will list just one price (instead of including the de rigueur "previously sold at a higher price" convention).

Price 15

Price Strategy Discount Retail 15

Strategy Driven

AUGUST 14, 2013

The nightly news shows the weather report, ball scores, stock market numbers and a crawling headline simultaneously on the TV screen. Six sigma’s pursuit of eliminating variance has been a boon to productivity; but it is a bane to creating experiences that exceed customer expectations. “It’s called doing things!”

Innovation 59

Innovation Strategy Customer Loyalty Loyalty 59

Harvard Business Review

MARCH 28, 2011

However, such a failure could be indicative of something much simpler — a lack of understanding of the role that pricing plays in customer experience. It's that their current pricing scheme is needlessly complex. When it comes to pricing, Apple takes all the guesswork out of the system. No hidden fees.

Price 14

Price Airlines Telecommunications Insurance 14

Harvard Business Review

JANUARY 13, 2014

T-Mobile is basking in the limelight courtesy of masterful marketing and an aggressive promotion launched last week. While analysts fear this will spark a margin-eroding price war, this concern is premature. Since early last year, T-Mobile has spearheaded what I call a value war — as opposed to a price war — in the wireless market.

Price 8

Price Wireless Finance Airlines 8

Harvard Business Review

DECEMBER 19, 2012

It's emerged as this season's hot holiday pricing strategy for online retailers such as Amazon and Best Buy: dynamic pricing. That's the strategy, employed by industries such as airlines, in which a seller moves prices up and down quickly, charging similar customers different prices for the same product or service.

Retail 8

Retail Price Strategy Airlines 8

Harvard Business Review

NOVEMBER 12, 2015

Franklin’s prized brisket is priced at $20 a pound, in line with local rivals County Line ($20.58), Ruby’s ($21.95), and Rudy’s ($17.58). Given the high demand for his cuisine, it’s fair to wonder, “Why doesn’t Mr. Franklin raise prices?” Because customers have long memories.

Price 8

Price Airlines Hotels Discount 8

Harvard Business Review

JUNE 2, 2016

Suppose you owned an airline and ordered an engine from Rolls-Royce or GE. A piece of machinery to meet a product need? But in an outcome-centric organization, marketers target individual customers. Becoming outcome-centric requires more than changes to marketing and sales, however. What are you really looking for?

Productivity 8

Productivity Products Company Engineering 8

Strategy Driven

JUNE 30, 2014

Pitch the product. Telling your prospective customer stuff about your product that they could’ve found online in three seconds, or that you could’ve emailed them in advance of your meeting. Your price is too high.” Power and Associates gives ‘customer satisfaction’ awards to airlines. Start there.

Media 63

Media Proposal Customer Loyalty Competitive Advantage 63

Harvard Business Review

JULY 27, 2011

This is part of the HBR Insight Center Marketing That Works. Credit cards are convenient, document purchases, include various types of insurances, allow up to 60 interest-free days of float, and provide miles on my favorite airline, JetBlue. In our current ho-hum economy, consumers remain price sensitive. High Dollar Purchases.

Price 11

Price Discount Cost-Benefit Analysis Retail 11

Strategy Driven

JANUARY 21, 2011

SAS – Providing organizations with THE POWER TO KNOW ® SAS is the leader in business analytics software and services, and the largest independent vendor in the business intelligence market. To learn more about SAS, its products and services, visit www.sas.com. Improve productivity. Remember, recessions make us stronger.

Real Estate 66

Real Estate Magazine Rogers Long-term 66

Harvard Business Review

OCTOBER 30, 2014

Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided one, with sales dominating in B2B sectors while marketing leads in B2C ones.

Marketing 12

Marketing Guidelines B2C Analysis 12

Strategy Driven

JULY 25, 2012

A ‘raving fan customer’ is a customer that is excited about the company’s service delivery and product way beyond normal. Raving fan customers remain loyal given price pressure from a given service’s competition. Even a price increase would keep these raving fans loyal buyers. Why are Raving fans a good thing?

Team 52

Team BHAG Blanchard Airlines 52

Harvard Business Review

OCTOBER 21, 2015

Walmart recently lost $20 billion in market cap in one day, in part because its leadership admitted it needs to invest more into its e-commerce operations. When you think about it, internet retail today is similar to the airline market before frequent flyer programs were introduced.

Airlines 8

Airlines Retail Loyalty Price 8

Leading Blog

NOVEMBER 3, 2023

airline companies have pointed fingers at the Federal Aviation Administration (FAA) as the biggest cause of outages, even as the FAA has fired back at airlines. Imagine what might happen if there were different steps for each country, or each airline, when it came to handling Air Traffic Controllers’ (ATC) control transfers.

Industry 268

Industry Stage-Gate Organization Company 268

Harvard Business Review

FEBRUARY 24, 2015

Last week, AT&T launched its GigaPower internet service in and around Kansas City with a curious type of tiered pricing : $70 a month if you let the company track your web browsing — and $99 if you don’t. This is an interesting twist on a standard product marketing strategy known as “ versioning.”

Price 8

Price Airlines Public Relations Retail 8

Harvard Business Review

SEPTEMBER 29, 2014

In the 1900s, French mathematician-economist Leon Walras envisioned prices in a market economy being set by an auctioneer (since known as the “Walrasian auctioneer”) conducting continuous auctions for all kinds of commodities. Economists and market design. Economics and logistics. But there are some very important exceptions.

Strategy 13

Strategy Black-Scholes Airlines Price 13

Harvard Business Review

FEBRUARY 24, 2014

On Friday, Microsoft slashed the price of Windows 8.1 The magnitude of this price cut was surprising; all that was missing was a pitchman screaming “If you call now, we’ll throw in a free Tae Bo workout DVD — a $29.95 Instead of the regular $50 per unit license fee, if you act right now the price is $15.

Discount 8

Discount Airlines Price Licensing 8

Harvard Business Review

JUNE 13, 2016

Yet the unfortunate side effect of uncompetitive markets is that consumers pay higher prices. Index funds have given millions of people relatively low-cost access to the stock market. Rowe Price, and Wellington are a bit smaller, but they’re still huge. These schemes handed their investors huge profits.

Banking 8

Banking Hedge Asset Management Airlines 8

Harvard Business Review

MARCH 11, 2015

In a 1995 interview with HBR , he summed up the opportunity brilliantly: “You’re always going to be faced with the fact that the great majority of people will buy on price. However, most of us encounter forms of price discrimination frequently that don’t bother us. Therefore, they effectively choose to pay full price.

Price 8

Price Discount Travel Business Model 8

Harvard Business Review

APRIL 8, 2015

Pricing textbooks certainly all assume they do, or at least that they want to achieve a certain profit level under given constraints. Growth: A TV cable company offers special subscription plans for new customers, aiming to achieve a strong market position within 24 months. That might sound strange.

Balanced Scorecard 8

Balanced Scorecard Company Price KPI 8