Our Six-Part Series on Pricing Tips

Recently, we published a six-part series on pricing practices and tips. Here, in one place ( 🙂 ), are links to each part of the series: Small Firms & Pricing: Questions to Consider – Part 1 Small Firms & Pricing: Questions to Consider – Part 2 Small Firms & Pricing: Questions to Consider – Part 3 Small Firms […]

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Small Firms & Pricing: Questions to Consider – Part 6

by Joel R. Evans and Barry Berman In this article, we wind up our six-part series on pricing in retailing. We hope our Q&A has been helpful. How would you answer these questions? How are prices displayed? There are various options for displaying prices, depending on the pricing philosophy (such as a prestige image versus […]

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Small Firms & Pricing: Questions to Consider – Part 5

by Joel R. Evans and Barry Berman This is the fifth in our series of six columns on hints for price-setting by small firms. How would you respond to these questions? How do you use prices in competing with a larger firm? One of the most common myths in retailing is that small firms can never […]

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Small Firms & Pricing: Questions to Consider – Part 4

by Joel R. Evans and Barry Berman This is the fourth in our series of six columns on hints for price-setting by small firms. How would you respond to these questions? Do you plan for stock shortages (due to shrinkage and clerical errors) when setting prices? How? Yearly, tens of billions of U.S. retail sales alone […]

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Small Firms & Pricing: Questions to Consider – Part 3

by Joel R. Evans and Barry Berman This is the third in our series of six columns on hints for price-setting by small firms. How would you respond to these questions? How does your firm use manufacturer suggested list prices? Before discounting grew, many retailers adhered to suggested manufacturer list prices, except when running sales. Consumers […]

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Small Firms & Pricing: Questions to Consider – Part 2

by Joel R. Evans and Barry Berman This is the second in our series of six columns on hints for price-setting by small firms. How would you respond to these questions? Do you have an overall pricing philosophy? What is it? These are company positioning questions to get you to reflect on your competitive niche; […]

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Small Firms & Pricing: Questions to Consider – Part 1

by Joel R. Evans and Barry Berman  One of the most crucial areas of decision making for small firm is pricing. Yet, we have found that small firms often do not have well-conceived pricing plans. And many such firms seem to panic (or ignore the problem) when large discount-oriented firms enter their trading areas – or […]

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Better Communicating with Loyal Customers

by Joel R. Evans and Barry Berman   In this post, we resume our discussion about gaining more loyalty and patronage from current customers. The focus is on communicating with ongoing customers. Our assumption for today is that your business has started to develop a customer database and that you are also now at least thinking […]

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How to Generate Greater Customer Loyalty

by Joel R. Evans and Barry Berman In this post, we continue our discussion about gaining the loyalty and increased patronage of current customers. Our focus is on the value of frequent-shopper programs. WHAT IS A FREQUENT-SHOPPER PROGRAM? It is one awarding special discounts or gifts to people for their continued patronage. In most such programs, customers […]

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Using Database Marketing to Target Loyal Customers: A Small Business Guide

by Joel R. Evans and Barry Berman As we noted last month, too many firms concentrate on how to woo new customers and do not pay enough attention to what they can do to gain the loyalty and increased patronage of their current customers. One of the ways to improve this situation is to develop a […]

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