Studies and White Papers

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Ocean Freight Mystery Shopping Study - Discounts dominate, not value selling

The price is the deciding factor in the global ocean freight business, a current Simon-Kucher study reveals. The majority of carriers and forwarders rely on high discounts, not on value-driving sales activities, to generate business. Fewer price battles would do the industry some good.

Everyday payments in the digital world - a break from tradition?

For decades, credit cards have been a major source of revenue growth in retail banking. Today, the situation is different. The credit crisis has led to severe and unsustainable levels of consumer debt and consumers are now turning to ‘pay-now’ alternatives (cash and debit cards) to help manage their cashflow. While traditional card companies are making major investments into electronic cash-payment alternatives, such as contactless, leadership in digital payment innovations that enable payments to be made from mobile devices and via the internet, resides with non-traditional payment companies. We are on the verge of a new era in consumer payments and traditional payments providers are playing catch-up.

How to successfully manage tenders and big deals in medtech

Medtech companies can manage tenders and large contracts more effectively. This article, which has been published in the trade magazine Clinica, explains how.

Closing branches

How to judge which branches to close and how to improve the profitability of those remaining.

Ringing up Higher Profits: 4 Pricing Secrets Retailers Can Rely On

Retailers can realize millions in additional profit by taking advantage of four key pricing secrets:
1. Make the fight for shoppers about more than price
2. Use your private label to drive share through differentiation and trade-up, not low prices
3. Realize additional profit through rule-based pricing and assortment
4. Design and run more effective promotions