{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F2046dc0b-e158-420a-96d0-a56df85d9230","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"<iframe style=\"width: 100%; height: 200px;\" title=\"SBP 018: Confessions of a Pricing Man, with Prof. Hermann Simon\" frameborder=\"0\" scrolling=\"no\" allow=\"clipboard-write\" seamless src=\"http://player.captivate.fm/episode/2046dc0b-e158-420a-96d0-a56df85d9230\"></iframe>","title":"SBP 018: Confessions of a Pricing Man, with Prof. Hermann Simon","description":"<p>On this week's episode of the Sleeping Barber Podcast, we are excited to welcome Prof. Hermann Simon to the show. Prof. Simon is a bestselling author of more than 40 books and is a leading authority in pricing. His accolades include being inducted into the Thinkers50 Hall of Fame and having a Chinese business school named after him in Shouguang.&nbsp;</p>\n<p>We had the pleasure of discussing&nbsp;various topics, like defining the three drivers of profit, good v. bad market share, profit killers, and much more. It was an incredibly enlightening conversation we know you'll enjoy.&nbsp;</p>\n<p>Enjoy the show.</p>\n<p>____________</p>\n<p><strong>Our Guest:</strong></p>\n<p>Follow Prof. Hermann Simon: https://www.linkedin.com/in/simonhermann/recent-activity/posts/.</p>\n<p>Follow Simon-Kucher and Partners: https://www.linkedin.com/company/simon-kucher-&amp;-partners/.</p>\n<p>Thinkers50 Profile: https://thinkers50.com/biographies/hermann-simon/&nbsp;</p>\n<p>Confessions of the Pricing Man: https://www.amazon.ca/Confessions-Pricing-Man-Affects-Everything/dp/3319203991/ref=sr_1_1</p>\n<p>____________</p>\n<p><strong>The Sleeping Barber Podcast:</strong></p>\n<p>Follow our updates here: https://www.linkedin.com/company/sleeping-barber/</p>\n<p><strong>Get in touch with our hosts:</strong></p>\n<p>Marc Binkley: https://www.linkedin.com/in/marcbinkley/</p>\n<p>Vassilis Douros: https://www.linkedin.com/in/vassilisdouros/</p>\n<p>____________</p>\n<p><strong>Literature and Links:</strong></p>\n<ul>\n <li>The Pricing Man Summary: https://jamesclear.com/book-summaries/confessions-of-the-pricing-man</li>\n <li>Hermann Simon Articles: https://hermannsimon.com/articles/</li>\n <li>Herman Simon Books: https://hermannsimon.com/books/&nbsp;</li>\n</ul>\n<p>____________</p>\n<p><strong>Timestamps</strong></p>\n<ul>\n <li>0:48 - &nbsp;Intro to Hermann Simon</li>\n  <li>2:46 - Price, the neglected stepchild of the 4Ps</li>\n  <li>4:29 - Cost plus, the most frequent pricing mistake</li>\n  <li>7:00 - Why profit, not volume, is the only meaningful goal of a business</li>\n  <li>9:45 - Why the airline industry is prone to price wars</li>\n  <li>12:15 - Profit killers: overcapacity &amp; market share</li>\n  <li>14:56 - How to counteract price war</li>\n  <li>17:19 - Why do marginal costs define the lower price limit</li>\n  <li>19:06 - The three drivers of profit &amp; which is most effective</li>\n  <li>23:08 - Why companies should orient to price, not volume</li>\n  <li>26:49 - Reconciling shareholder return vs. profit maximization</li>\n  <li>29:15 - Good v. bad market-share</li>\n  <li>32:02 - Pricing and where does it live</li>\n  <li>36:00 - The two categories for salespeople. Value sellers and price sellers.&nbsp;</li>\n  <li>41:22 - Price and its effect on product development</li>\n  <li>45:00 - Understanding pricing models</li>\n  <li>52:45 - Subscriptions-based pricing model</li>\n  <li>56:30 - Customers' willingness to pay</li>\n  <li>1:05 - Post pod discussion with Marc and V</li>\n</ul>\n<p><br></p>\n<p><br></p>\n","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/5e94e016-34e4-4d11-9abf-a7ead07f60bd/21697713-1669231596749-908dda2c8f83.jpg"}