In the current TV and radio ad sales environment, you’re under constant pressure to increase sales, without increasing the size of your sales team. You’re likely also feeling pressure from agencies and advertisers to lower prices and CPMs, while Wall [...]
As made famous in the best-selling book and Oscar-nominated film Moneyball, sabermetrics, an advanced analytical approach used to measure a player’s in-game performance, helped launch the Oakland Athletics to the playoffs in 2002 and 2003. This approach [...]
Companies are inherently expected to increase revenue growth year over year. So when there’s a slowdown in growth or, worse, negative growth, shareholders invariably pressure the CEO to demonstrate a thorough understanding of the problem and a [...]
The Finance & Insurance (F&I) department of any major car dealership deals with the on-going problem of trying to sell add-on financing and insurance options after a customer has already agreed to a vehicle purchase price. This can lead to an [...]
When does increasing prices go too far? That is the question one replacements auto parts manufacturer asked themselves amid a recent string of record organic revenue and profits and the answer should serve notice to the rest of the auto parts industry.
The ability to accurately estimate the customer lifetime value (CLV) of a customer represents one of the most promising – and profitable – advancements in Pricing and Revenue Management. Yet relatively few companies in the B2B space are doing it [...]