Wellpoint’s Paul Caron is an old hand at tinkering with pricing to maximize his bottom line. How do you test the upper limits of price resistance without driving customers away? Every good businessman has this skill to some extent, but for onsite operators, it must often be learned behavior. One operator who has internalized— indeed mastered—the price-is-right game is Paul Caron. We profiled Caron as “The Survivor” in our May 2004 issue. At the time he was a self-op holdout in a B&I ...

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