Issue: Will Differential
Pricing Help Increase Penetration, Revenues?
pricing, often considered the Holy Grail for extracting true value from
the small-business marketplace, is re-emerging as Yellow Pages publishers
are pressed to reinvigorate the core print Yellow Pages product. Verizon
Information Services, for example, will roll out value pricing next year,
once a merger-related systems integration is completed. The Verizon model,
not yet finalized, will likely feature tiers of headings, with assigned
values, that will be premium-priced or discounted, based on how they are
categorized. In Italy, SEAT Pagine Gialle has been using value-based pricing
with reported success for the past two years. Sweden's Eniro will soon
implement a similar program. Other publishers have privately expressed
a keen interest in value-based pricing..