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Author Archives: Greg
Successfully Selling Through a Price Increase
Increasing prices is a necessary but challenging part of successfully managing a product line of business. Once you've made the determination to increase prices, these tips can help you achieve buy-in on new pricing agreements with your customers.
Posted in Marketing, Strategy Tagged Marketing, negotiation, pricing, profitability, sales, toolkit Leave a comment
Innovation in Aftermarket Offerings for Industrial Marketers
Often the most profitable, yet most neglected, portion of an industrial equipment company’s portfolio is its range of aftermarket solutions, such as replacement parts and repair services. Typically a captive market, aftermarket parts and services offer significant profit margin potential, yet the attitude most often in place at industrial equipment firms is that such sales “just happen” and there is not much that can be done to influence them. This attitude overlooks the great improvement that even a small increase in aftermarket sales can provide to the bottom line.
Posted in Marketing, Strategy Tagged aftermarket, industrial, Marketing, profitability, sales, Strategy Leave a comment
Book Review – Beating the Commodity Trap
Beating the Commodity Trap: How to Maximize Your Competitive Position and Increase Your Pricing Power provides some outstanding advice and case studies on using value equivalence lines (or price-benefit lines) to understand pricing dynamics in your industry and craft strategies to respond to commoditization pressures.
Seven Leadership Lessons from the Marathon
One’s approach to their personal hobbies says a lot about their approach to professional pursuits and passions. Here are seven lessons from training for a marathon that apply to leadership development.
Posted in Leadership, Running Tagged career, development, Leadership, marathon, Running, training 8 Comments
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