Cost Efficiency Price Pricing 
Paul Gillin
AUGUST 29, 2012
The new Dry Max line featured an absorbent gel that improved diaper efficiency while cutting materials and costs by 20%. The thinner diapers addressed the number one complaint of diaper customers, which was bulk, while also reducing cost and environmental impact. As complaints piled up, a conspiracy mentality took hold.
Paul Gillin
JUNE 24, 2010
EMC is a premium-priced provider whose philosophy is to always go the extra mile to take care of the customer. Return is payoff as measured in revenue generated or costs avoided. Let’s say the new rep carries a fully loaded cost of $100,000 and delivers $2 million in incremental annual sales revenue at a 10% net profit.
Expert insights. Personalized for you.
50 
Let's personalize your content