Category: Pennog Blog

Pricing Transparency – Lessons from The Ladies Paradise

One of the most instructive and entertaining business management books you can read was published in 1883. Emile Zola’s “The Ladies’ Paradise”.The_Ladies_Paradise  (Au Bonheur des Dames), has recently been adapted and serialised on British television. Whilst the TV series  understandably focusses on character relationships, Zola’s story is a more cynical critique of retail power and …

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New Business Opportunities – New Blue Oceans

The international bestseller Blue Ocean Strategy by Professors W. Chan Kim and Renée Mauborgne was published 10 years ago. Based on a study of 150 strategies of businesses in 30 industries up to 2000, it was a “how to” business book like no other before it. The framework, tools and examples it provided to businesses seeking …

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Idea Enhancement – The Key to Innovation

The business cost of addressing failures in product development rises exponentially as the product nears the market. It is no surprise therefore that over 60% of technology businesses operate a staged-innovation process of some kind. Early selection of winning ideas and rejection of likely failures is logically the most efficient use of resources. Many companies …

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A Holistic Approach to Reducing Complexity Costs

The current trend for mass customisation means fewer markets now accept “a one size fits all” product offering. However, as a quick method for appreciating the hidden costs incurred through increased product complexity, Henry Ford’s model of “any color …. so long as it is black” is still a good comparative starting model for manufacturing …

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Solution Pricing for Industrial Customers

Within the spectrum of different pricing strategies, Solution Pricing is the most customer-intimate. To provide an industrial customer with a solution price, which is based on a benefit that the customer will derive from the use of product, service and/or equipment offer, presupposes that the supplier has a high level of technical and commercial integration …

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Small Scale Environmental Solutions – A New Market Opportunity

An environmentally sustainable business model can only remain viable if the relevant business operations generate a profit, either for re-investment or to reward prudent risk-taking. At the same time, a profit that is generated at the expense of the environment or to the detriment of society cannot be considered environmentally sustainable. Satisfying all three demands is called the triple …

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Why Should B2B Businesses Use Social Media

At a recent conference a presenter on Marketing for manufacturing businesses confined his discussion entirely to the topic of Marketing Communications. This was not much of a surprise, as the two disciples are often used interchangeably. What was more surprising was the fact that over half the presentation was devoted to Social Media. Despite this, most effective techniques for manufacturers …

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Get Better Product-Service Pricing with Conjoint Analysis

Every day most of us make several complex trade-off decisions based on our preferences, often sub-consciously. Each morning some of us either choose to drive ourselves to work, walk, cycle, take the bus or call a cab or even hire a chauffeur-driven limousine. At lunchtime we may choose to dine at an exclusive restaurant, visit …

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7 Lessons from the 50 Most Innovative Companies

Rather unsurprisingly, the 50 companies that Boston Consulting Group recently ranked as the most successful at innovation were global players, with a top 7 comprising the Technology/Telecommunications giants; Apple, Google, Samsung, Microsoft, Facebook, IBM and Sony. However, an interesting development has been the rise of Industrial Products and Process companies. Most of the industrial companies that …

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Four Pricing Tools to Capture Value

In an expanding market, organic growth and a steady supply of new customers will often provide a healthy cash flow and revenue growth even if one’s market share remains unchanged. The B2B pricing concerns during a business growth phase comprise; balancing inflationary pressures, growth of market share and price positioning for re-investment decisions. B2B pricing …

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