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Welcome
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S-Market Strategies News has been developed
to help expand your knowledge, keep you in touch with current
trends and help you look at your services marketing and sales
challenges from new perspectives. Each issue brings you the kind
of real world solutions that can help you improve your effectiveness in
developing effective strategies, tactics and implementations that your
business needs to be successful today and into the future.
Please confirm that you would like to receive this
newsletter. To do so, click on the "Update Profile/Email Address"
link at the bottom of this newsletter. Although we would like to
better understand your needs by having you complete the form, as a
minimum please fill out the required fields .
Feel free to contact us if you need additional services marketing and sales support to take your business to the next level . |
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| Increasing Services Prices Can Grow Sales! |
 By
nature, increasing prices to grow sales of services or products sounds
fundamentally wrong. It is certainly normal to assume that your prices
are too high in reaction to inadequate or slumping sales. Marketers
responsible for pricing of tangible or intangible products inherently
think that they have hit the proverbial price elasticity curve and that
their customers/clients are trying to tell them that they must cut
prices to increase or maintain sales levels.
When marketers
succumb to price reduction as an immediate fix for sales performance
problems, they are often surprised that it had little or no impact. To
make matters worse, they have sacrificed a significant portion of their
revenue and cut profits in the process.
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| What Happened to Premium Pricing of Services? |
What
happened to the high margin premium pricing of services? Why are they
eroding and what made the marketplace change? Why do I have to discount
more each year when the services haven't changed?
My first
impression of this critical circumstance that many are observing in
their services pricing is a bit of a Déjà vu. The services marketplace
is sounding very much like the commodization of hardware products that
has taken place in many markets during the past ten years.
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| Jim Payne to Speak at European Conference |
S-Business European Services Leadership Conference
April 19-21, 2007
Renaissance Hotel, Zurich, Switzerland
Jim
Payne will be presenting and facilitating an interactive
session at the 9th Annual S-Business European Services Leadership
Conference. This annual event features a select group of speakers
(including a member of the Swiss Parliament), key corporate executives
and several of the world's top consultants in the services and support
industry. The event will be held at the prestigious Renaissance Hotel
in Zurich, Switzerland
Download Event Brochure
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| Jim Payne to Speak at SSPA Conference |
SSPA Conference 2007
May 6-8, 2007
Sheraton San Diego Hotel & Marina, San Diego, CA
Jim Payne will be facilitiating
an open discussion session on services marketing on May 8th,
11:00am-12:00pm. He will also be presenting "Selling
Services Through the Channel is Simple" on May 8th, 1:30-2:30pm. This
presentation is based on his award-winning article on Selling Services Through the Channel, Not a Rut for Manufacturers.
Visit the SSPA website
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| Webcast |
Jim Payne will present "Selling Services Through the Channel"
More details and sign up to follow soon
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| Up Coming Articles |
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Long Warranties Are For Losers
(Cover Story, May/June 2007, AFSMI's Sbusiness Journal)
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Branding Your Services
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Packaged Services (Services Inside a Box)
Have a great day!
Jim Payne-President
S-Market Strategie |
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