SELF TEST 20B: Evaluating Competition and Their Knowledge, Capacity and Will

Test #1:

How do we assess the likelihood that a competitor will follow us in a price change, either up or down?

Test #2:

What is a Peer?

Test #3:

What prices do Peers receive compared to one another?

Test #4:

What is Price Leverage?

Test #5:

Where might you expect to find Price Leverage in a customer relationship?

Test #6:

What is Price Information?

Test #7:

Compare Price Leverage to Price Information.

Test #8:

How does the competitor’s knowledge of our price move affect our pricing plans?

Test #9:

How do you Win customer volume on price?

Test #10:

What determines a competitor’s capacity to counteract our price change?

Test #11:

What is a Leader’s Trap?

Test #12:

How do we evaluate the will of a competitor to counter our price move?

Test #13:

Are competitive pricing tactics predictable?

Test #14:

What does it mean if a competitor has more Positive Volatility on price than average in the industry?

Test #15:

What does it mean if a competitor has higher than average Negative Volatility due to price?

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