Lessons in Pricing: The Fallacy of Incremental Volume
The large paper companies have lots of smart people. Financial people. Marketing people. Engineers.
Lots of MBAs.
We can learn a lot from these smart people…from the mistakes they make.
Accountants will tell you that every order should cover full cost or it loses money. Makes sense. But paper company accountants also figured out how much downtime costs. Idle paper machines cost you a lot of money.
- Categories:
- Business Management - Marketing/Sales
Jack Miller is founder and Principal Consultant at Market-Intell LLC, offering Need to Know™ market intelligence in paper, print and packaging. Previously, he was senior consultant, North America, with Pira International.
Known as the Paper Guru, Jack is the former director of Market Intelligence with Domtar, where he also held positions as regional sales manager, territory sales manager and product manager. He has presented at On Demand, RISI’s Global Outlook, PRIMIR, SustainCom World and at various IntertechPira conferences. Jack has written for Printing Impressions, Canadian Printer, Paper 360, PaperTree Letter and Package Printing, along with publishing a monthly e-newsletter, MarketIntellibits.
He holds a Bachelor of Arts degree in Economics from The College of the Holy Cross and has done graduate studies in Statistics and Finance.
