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Element 7. Compelling Pricing Possible > Score Elevation Tactics

Score Elevation Tactics

To elevate a poor score, streamline the production and delivery of your product now, up front, in nontraditional ways. Examine the distribution patterns of the substitutes. Research the ancillary products required to satisfy fully the customers’ needs. If you are selling trailers, does there need to be a vehicle for pulling the trailer? Does it make sense to build trucks to pull them? Can the ancillary products be intertwined in your product mix? Can you afford an introductory price that tends to preempt the market?[2]

[2] This is one of the luxurious moments of entrepreneurship. As you gain a solid understanding of the new business or industry, costs that are sacred cows of the industry will fall out because you are not stuck with honoring them. You can employ dramatic shortcuts in your production or operational processes that do not sacrifice quality. Southwest Air and JetBlue qualify for the Compelling Pricing Hall of Fame.


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