Value-Based Pricing Quotes

I think one of the things people don't understand is we can build more shareholder value by lowering product prices than we can by trying to raise margins. It's a more patient approach, but we think it leads to a stronger, healthier company. It also serves customers much, much better.

The way we have looked at pricing at Merck is we've always said we want to be responsible, which means we want to optimize profitability and patient access.

Differentiate with value or die with price.

In the domain of pharmaceuticals, we need a metric for health impact, and with this metric we can then assess the value of the introduction of a new product and pay its innovator accordingly, say on the basis of the product's measured health impact during its first ten years on the market. In exchange, innovators must of course renounce the usual rewards they are otherwise entitled to, namely the patent-protected markup on the price of their product.

Learning to charge properly is a vital key to abundance. Affirm that you will never devalue yourself by charging less than what you feel you are worth.

Money is a function of value creation. The more value you create for other people, the higher the sales of your organization.

The single most important decision in evaluating a business is pricing power.

It's a Japanese way of thinking, that I give value for my merchandise. So I don't want to sell unnecessarily expensive dresses and make just 10 or 20 and then feel satisfied. I want to design for real women who can afford my dresses.

Never count on making a good sale. Have the purchase price be so attractive that even a mediocre sale gives good results.