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 didn’t think I was certifiable last week there is a good chance you will be thinking about sending me for treatment this week. Please remember: [...]
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 from Fixating on Price.” You can purchase a pdf copy directly by clicking on the link. In the article the authors point out that: “Most [...]
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 their value. The industry began experimenting with formal merchandising systems sometime in the late 1960’s. I don’t know whether it was Buddy Hunter [...]
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 phenomenon that has become all too familiar and one that deserves discussion and feedback. How do you handle price shoppers? [...]
Why it is so important that you practice Critical Thinking I am concerned that we, as a profession, are making vital decisions about our future largely on the basis of opinion and conjecture. Worse, we are allowing ourselves to be influenced by strong personalities or companies who have a need to fit their product into our solution. [...]
Wise words from Coach Nick Saban, Football Coach, University of Alabama Are you in danger of becoming irrelevant? It's easy, you know? Countless organizations have achieved this dubious distinction. Here are the warning signs: Facilities are outdated and tired looking Staff are disengaged, marking time and unmotivated More time is spent whining than doing Customers [...]