What is the ‘right’ price for your product?
This is one of the most common questions asked, particularly when configuring a new product. The 'right ' price will be the pricing model that delivers superior value to customers while delivering optimal returns to the seller. Developing a pricing model...
Why are supermarkets so hard to deal with?
Anyone dealing with Australia’s two supermarket gorillas knows how hard it is. You know the old adage: Question: Where does a 400 kg gorilla sleep? Answer: Anywhere they bloody like! Over the 45 years I have rubbed up against them, beginning as a young bloke...
Colesworth: Is it collaborative gouging or ruthless collaboration by oligopolies.
Collaboration between competitors is illegal, but tough to prove. It is also the natural state of affairs in an oligopoly. When a competitive market evolves over time into an oligopoly, the focus of management attention of the remaining oligopolists...
12 barriers to a successful grant application
Recently at a meeting of SME's, I found myself in a conversation about accessing government grants, initiated by a guest speaker. She was a very impressive woman with significant experience delivering grants from the Department of Industry. The notable...
Is your market research project just a crutch?
Every market research proposal must answer a duo of critical questions before it proceeds, if it is to be of any value. What is it for, and how will it be used? Market research is done for all sorts of reasons. Many commissioned projects have little to do with the...
4 critical strategies for FMCG profitability.
Price promotion is just a price subsidy to consumers, and margin subsidy to retailers in disguise. . In consumer goods, most volume that comes from a price promotion is just bringing forward sales that would have happened anyway, just over a longer time-frame....
Cash flow as the lifeblood is only half a metaphor.
Cash flow is often described as the lifeblood of a business. While it is correct, it leaves a lot on the table. If cash flow is the lifeblood, you also need a heart to pump it around the body. The leaner and more efficient the body in which the heart...
Have Covid and AI been extreme Darwinian catalysts to change?
Covid was a Darwinian catalyst, at least in my view. A decade of slow change was supercharged into 6 months as businesses, institutions, and individuals, struggled with the need to change rapidly, and radically. It also unleashed an unprecedented...
How much has marketing really changed?
If you asked a room full of marketers if marketing had changed in the last decade, you would get most of them telling you it had changed radically. On the surface it has, the digital revolution has taken marketing by the neck and given it a great big...
Will Generative AI replace people?
The astonishing ability of the new AI tools to increase productivity relies on being able to 'learn' by mining pools of data, then detecting and projecting responses based on statistical outcomes of that mining. The next step, Generative AI, Generative...