What we think

November 30, 2016

Key Value Item Series II: a KVI to whom?

This post is part II of our series on Key Value Items, or KVIs.  Read Part I here, and other pricing work here. Identifying KVIs as […]
May 15, 2016

A tactical guide to finding your Key Value Items (KVIs)

In prior posts we’ve discussed the varying definitions of the Key Value Item (KVI) in retail.  Setting aside the important differences, the core principle remains: KVIs […]
October 21, 2014

Empty Threats, Brinkmanship, and MAP

Many of our clients have Minimum Advertised Price (MAP) clauses in their vendor contracts, and we pay attention to developments in the space.  When Amazon breaks MAP, […]
December 23, 2013

Key Value Item Series I: (Re)Defining the KVI

This post is part I of our series on Key Value Items, or KVIs.  Read Part II here.  If you’re looking to get a better handle on […]
October 9, 2013

“Fairness” in Pricing

A recent HBR article titled “Understanding Fairness is the Key to Keeping Customers” caught our eyes this week. From the headline we expected another rant on […]
August 7, 2013

A Rule of Thumb in Pricing

Pricing is complex, which is why we love it.  But we also love those rare instances where we can use simple rules of thumb as a […]
August 7, 2013

The Six Analytic Capabilities of Retail Pricing Excellence

The current state of retailer pricing sophistication is all over the map. Some, with little investment and low organizational adoption, stay in the low-value early stages […]