He Who Hesitates May Pay More

The following post was originally published in April 2011. Ticketmaster announced recently that it will be moving toward a “dynamic pricing” model.  Sometimes called ‘rational’ pricing, this model seeks to maximize revenue from a finite capacity product.  It is the same pricing strategy that the airline and hotel industries have turned into a science.  Let’s Read more about He Who Hesitates May Pay More[…]

The Rake with a 25-Year Warranty but a 24 hour Shelf Life.

This post was originally published in October 2009. Fall is my favourite time of the year…except for the fact that raking leaves seems to be an effort in futility. Recently, I decided to follow my neighbour’s lead and get one of those plastic fan rakes that has twice the fan size as a normal rake.  Light, Read more about The Rake with a 25-Year Warranty but a 24 hour Shelf Life.[…]

What Does My Oily Skin Have to do with my new Lawn Mower?

The following post was originally published in September 2009. Have you ever completed one of those Warranty Registration cards?  You get these cards when you buy a television or a clock radio or a basic kitchen appliance.  Recently, I purchased a lawn and garden tool that had the longest Warranty Registration form I’d ever seen.  Considering we do Read more about What Does My Oily Skin Have to do with my new Lawn Mower?[…]

Add Ons and Tuck Unders

The following post was originally published in May 2010. In a recent interview with Forbes magazine, billionaire entrepreneur Mark Cuban offered his insights into the future of media.  His thesis is that media can create a world outside of Google’s reach using Facebook, Twitter, and custom apps, then “potentially start charging for content.”  What most Read more about Add Ons and Tuck Unders[…]

Would You Like Fries with that…Sundae?

The following post was originally published in August 2009. Perhaps the poster child for cross-sell revenue enhancement is the foodservice industry.  From “would you like fries….?” to combo offerings, to super-sizing, the industry has long found ways to get us to buy one more item than we might have otherwise.  I tend not to frequent the drive-through burger chains, Read more about Would You Like Fries with that…Sundae?[…]

Is this really Self-Serve convenience?

The following post was originally published in July 2009 Gas stations are particularly dependent on cross-sell marketing and revenue enhancement programs.  Yet, as ‘pay at the pump’ has become increasingly popular and cigarette merchandising has become more and more restricted (in Canada), petroleum companies are feeling the profit pinch.  As a result, many are looking for solutions Read more about Is this really Self-Serve convenience?[…]

Cut the Fat

The following post was originally published in September 2009. Not so long ago, I had the opportunity to lead the strategic growth agenda for a diversified weight loss and nutrition company.  A franchised retail health business, the company had experienced tremendous start-up growth before hitting an inevitable sales plateau.  Despite an industry-leading weight loss ‘success rate’ and Read more about Cut the Fat[…]