• Running

    You can learn a lot about how people approach their careers by looking at how they approach their hobbies. Running is such an important part of my life that I have created a separate blog for it, Predawn Runner. Whether you are recreational or competitive, I welcome you to join me there in discussing how we fit running into an already-full life.

Category Archives: Marketing

Successfully Selling Through a Price Increase

By Greg | Published: July 14, 2010

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.

Also posted in Strategy | Tagged , , , , , | 1 Comment

Innovation in Aftermarket Offerings for Industrial Marketers

By Greg | Published: June 25, 2010
You may wish to make your spare part kit a little better organized than this (Photo used under Creative Commons License: http://www.flickr.com/photos/coweater/ / CC BY-SA 2.0)

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.

Also posted in Strategy | Tagged , , , , , | 1 Comment

Book Review – Beating the Commodity Trap

By Greg | Published: May 26, 2010

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.

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Strategic Pricing Using Value Equivalence Lines

By Greg | Published: April 15, 2010

To improve on your outdated cost-plus pricing approach, consider developing and using Value Equivalence Lines (VELs) to help set you positioning and pricing strategies in a given market.

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Spreading More Crumbs of Cogitation

By Greg | Published: March 26, 2010

In recent guest posts on other blogs, I discuss why Six Sigma is a bad idea for startups, how to extend your brand presence at trade shows, the impact of demographics on business, and leadership tips from Jack Welch.

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