Mastering Services Pricing



9

Learning from industry

Pricing across the lifetime of a product

Penetration pricing

Learning from airlines

Add-ons and after care – double the profit

Unexpected extra costs and penalties

Insurers and the pool

Price matching promises to (accidentally) stop competition

Power by the hour – changing the supply dynamic

In this chapter I’m going to look at the wide variety of pricing strategies and tactics of very disparate businesses. They might be consumer facing, transport, technology or industrial and I want to see if there are lessons that we can learn from the approaches that they have developed in order to survive and prosper.

Some of the most interesting lessons are about how you might deliberately ...