> -----Original Message-----
> From: IBM Mainframe Discussion List On Behalf Of Steve Comstock
> [snip]
>
>
> We have the same problem in pricing training. In fact, just
> about any non-monopoy business has difficulty setting the
> "right" price for their products or services.
>
> We are fanatic about keeping our courses current and in
> developing new materials as fast as our resources allow. Our
> competitors don't do that, generally speaking. Instead, they
> compete on price. And in a market mentality that price is
> everything, we will lose even if we have the better, more
> appropriate offering.
>
> For years we have only offered discount prices in very
> special circumstances, feeling our prices are fair and
> competitive. But we find, as one poster in this thread
> pointed out, management loves to get a "discount" - real or
> perceived. So we are considering re-structuring our prices
> then offering discounts, so that the net is about the same
> but the training coordinator can boast about the discount
> they got! It's a bit of a sham, but perception is reality
> today. [Any comments on this strategy?]
The automobile industry has been doing that for years with their
"rebates", which is just a more palatable term than "bribes". But it
seems to be an acceptable (and accepted) business model, so "go for it."
-jc-
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