Value-based Pricing Saves the Day
CEO Refresher
May 2002

Abstract:
Hammered by competitive thrusts and pressured by customer demands for lower prices, companies are increasingly finding prices in a downward spiral. Today many firms face slowing sales and growth. With many industries struggling with overcapacity, price wars are likely to both continue and intensify. Marginal competitors will use price to avoid failure, while better managed competitors will use price in an attempt to hold position.
And, making it even worse, customers have become emboldened - they actively seek price competition among their suppliers.

Read the Article