All articles by COLIN TOURICK


Pricing – it’s time to optimise

Making the most of optimal pricing takes time, analysis and long-term commitment, says Professor Colin Tourick. Many lessors altered their businesses in response to recent economic turmoil, but few improved their pricing methodology

Lease pricing – a long way to go

Colin Tourick explains how lessors can set optimal prices for every product, lease term and payment profile. In recent years, my colleagues and I have probably discussed pricing with around 300 leasing company executives. Some tell us their salespeople have great market knowledge and are even shown competitors quotes.