Chapter 7. Pricing the Cycle and Managing Credit and Accounts Receivable


“Knowing the elasticity of demand for your products … is a key to determining pricing strategy.”

James Stotter, founder, Busimetrics

“… when money is abundant, consumers will accept almost any price increase for popular products; but when money is short, demand for many products becomes price elastic. Cost-plus pricing, which ignores [how price elasticities change over the business cycle], has proven disastrous.…”

Professor Edward Cundiff, Journal of Marketing

To understand how the Master Cyclist executive “prices the cycle,” it is useful to first come to understand more ...

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