Human Part of Pricing: The Business Case of Curiosity in Relation to Pricing with Ebrahim El-Ebiary

<strong>Ebrahim El-Ebiary</strong> is a Pricing Manager at <a href= "http://www.goodyear.com/"></a><a href= "http://www.goodyear.com/">Goodyear Tires</a>. He’s been with Goodyear for six years now, having worked in Revenue Management at FedEx before that. Ebrahim is a Professional Certified Coach and he's genuinely interested in people and how they think. <p>In this episode, Ebrahim talks about the importance of curiosity and good relationship to your pricing practice as you continue to make money through helping your customers do the same.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Learn about what revenue management is and the relationship it has with pricing</li> <li>Understand why it’s important that pricing people understand their customers’ future while having the customers take part in the creative process</li> <li>Find out about the benefits of having a good relationship with your customer and keeping that relationship until it lasts</li> </ul> <p> </p> <p><strong>“Before launching a very detailed analysis, ask the question, ‘how will this be used?’”</strong></p> <p><em>– Ebrahim El-Ebiary</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:11 – How Ebrahim got into pricing</p> <p>01:59 – Revenue management’s relationship with pricing and yield management</p> <p>03:48 – Does Goodyear have revenue management?</p> <p>04:40 – Defining a coach and what a coach does; Is Mark a coach?</p> <p>06:05 – Pricing and coaching as different sides of the same coin</p> <p>07:50 – Why curiosity is important in keeping relationships with customers</p> <p>09:27 – Questions to ask in order to better understand a customer’s future</p> <p>11:53 – Why it’s important for tires to be talking to each other</p> <p>14:26 – Where the idea of communicating tires came from</p> <p>15:42 – Having the customers take part in the creative process and keeping that relationship with them</p> <p>19:08 – Being in a zero-sum game situation of price negotiation</p> <p>23:12 – Expressing co