The Problem with Low Pricing
Seth Godin wrote in the Purple Cow “a low price strategy is the last refuge of a marketer who is out of great ideas.” [Purple Cow, page 106].
When destruction companies lower their price to barely cover costs and then hope the commodity resale value of the paper will make it up for them, they are sadly mistaken. Paper prices will return to prices lower than $135/ton somewhere in the future. Then you are stuck with a customer who doesn’t want to pay for increased prices and you are losing your shirt.
So rethink your approach. One of the best ways is positioning. Positioning creates value, where everyone wants you. And when they want you, you no longer live the pricing game. One of the best ways to position yourself is to create a niche market. So don’t worry about being all things to all people. The essence of positioning is that to be inclusive is to be exclusive. Niche is about picking an under-serviced segment that the large, competitive brethren are ignoring, and attacking it with an unassailable position and value proposition. Price at that point becomes meaningless.
Fifteen years ago I ran a chain of private menswear stores. We were carrying the same clothing lines as our national competitors and they were priced significantly lower than us. But we positioned ourselves. We learned that women buy men’s clothes more then men do, so we created the men’s store for women shoppers. And instead of lowering our prices, we raised them. And they kept returning. Down the hall in the mall they could buy the same clothes, but women loved our store.
The question then becomes…. how can you position yourself within a niche that allows you to increase your price?
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November 4th, 2007 at 7:17 pm
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November 19th, 2007 at 4:12 am
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November 19th, 2007 at 6:12 am
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November 19th, 2007 at 10:56 pm
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November 20th, 2007 at 1:13 am
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December 12th, 2007 at 6:18 am
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December 12th, 2007 at 2:17 pm
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December 14th, 2007 at 12:01 pm
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nolos nom .nomad nomadism nomads nomarch qua tang pha le
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December 19th, 2007 at 6:53 am
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December 21st, 2007 at 3:49 pm
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December 24th, 2007 at 12:24 am
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