HAMILTON E-NEWSLETTER
August 26, 2002

One Price for All Can Be the Wrong Price for Everyone
Over the years, we at Hamilton have found that pricing policy can be one of the most powerful levers for improving performance-both in profitability and in customer acquisition. In this article, we highlight the usefulness of differentiated pricing for different value segments of customers as a tool for optimizing overall profit.

Maximize Coverage and Minimize Cost by Mapping Your Hybrid Marketing System
In this classic article from 1990, Rowland Moriarty and Ursula Moran lay out a framework for developing a channel strategy that is properly aligned with key sales and marketing tasks. The explosion of the Internet as yet another vibrant sales channel dramatically reinforces the need for this kind of approach to channel strategy.

When Reacting to Disruptive Market Shifts, Seek the Middle Ground
In this recent article from Harvard Business Review, Clark Gilbert and Joe Bower warn about the consequences of extreme management reactions to disruptive changes in the market. Charting a middle course, they argue, that sees changes as both opportunities and threats enables a company to avoid turning the disruption into a full-blown disaster.

CLICK ON THE HEADLINES to view the full text of Hamilton's article or the summary of the article above.

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