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The Kelsey Report® Advisory

The Resurgence of Yellow Pages Value Pricing
Charles Laughlin,Neal Polachek , 9/24/2001

Issue: Will Differential Pricing Help Increase Penetration, Revenues?

News: Value-based 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..

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