The “Retailization” of Funeral Service
How “The Hawthorne Effect” got us off focus The formal casket and vault merchandising systems so common today in funeral homes are a relatively new innovation. But their impact is disproportionate to...
View ArticleHow To Stop Customers From Fixating on Price: Part 2
Part 2: “Using Price to Clarify Your Advantage” Increasingly, funeral markets are being commoditized. This series is adapted from an article in Harvard Business Review entitled “How to Stop Customers...
View ArticleHow To Stop Customers From Fixating on Price Part 3
Part 3 Willfully Overpricing to Stimulate Curiosity Last week we discussed the commoditized customer and the second of 4 pricing strategies: “Using Price Structure to Clarify Your Advantage.” If you...
View ArticleHow To Stop Customers From Fixating on Price Part 4
Partition Prices to Highlight Overlooked Benefits This is the 4th and last in a series on pricing strategy based on an article from Harvard Business Review of the same title. The purpose of this...
View ArticleA Different Way To Think About Packaging
for the past 4 weeks I have been attempting to spark a conversation about Pricing Strategy against the backdrop of a recent Harvard Business Review article: “How to Stop Customers From Fixating on...
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How To Stop Customers From Fixating On Price
Equalize Price Points to Crystallize Personal Relevance. This is the first recession to show a measurable impact on DeathCare. Most surprising have been the many reports from rural and “rustbelt”...
View ArticleHow Do You Handle Price Shoppers?
As I was preparing this week’s article my friend, Dale Clock, posted this question and a followup on his blog Dale Time. (please click on the highlighted words and read his full comments) This is a...
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EXPERT OPINION: HOW TO CALCULATE YOUR SHARE-OF-WALLET
Scott Meierhoffer A few years ago we came to the realization that there was a real necessity to review our system. Not all calls are equal in service type, in merchandise and in revenue. The old...
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A Broken Business Model: Wringing More Money Out of Your Best Customers Is...
This image illustrates so well the folly of our more than century old pricing model. All was good until the market changed about 30 years ago. Because we didn’t know anything else (and neither did...
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“If You Find You Are Riding A Dead Horse The Best Strategy is…
to dismount.” Archimedes once said, “Give me a lever long enough and I will move the world” For the last 30 years we have been pushing harder and harder on one and only one lever with diminishing...
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