As input prices rose astronomically, margin leakage followed for many companies. This is because the legacy tools and processes being used to pass through cost changes were completely inadequate to deal with inflationary pressures. Our current wave of volatility - embodied by slowed growth, high interest rates, and potential recession – is applying pressure in the opposite direction. Companies equipped to know where, when, and by how much prices may need to decrease will be in the best position ...
Aug 29, 2023•22 min
This conversation sheds light on a new book by the CEO and Founder of Rapid Pricer, Kiran Gange, and is centered around analytics based pricing approaches for maximizing margins for retailers.
Aug 10, 2023•11 min
A discussion covers what was received and experienced at our a workshop, spear-headed by Hillary Gretton, that took place during our 2023 Spring pricing and workshop conference. Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a compan...
Jul 31, 2023•14 min
Scott Sinning has a passion for pricing and learned about leading pricing projects during his years of experience as VP of Pricing Strategy for Graybar Electric, a $10B wholesale distributor. Like many of you listening, he’s sat in the pricing leader hot seat. He now runs his own consulting firm focused on helping companies and their pricing leaders achieve success faster. Scott has also been a frequent speaker at PPS conferences and is a Certified Pricing Professional.
Jul 16, 2023•21 min
Michael Compton is Director of Firm Strategy and Leader of the new Pricing function at Edward Jones. He has 16 years’ experience in the Full Service Financial Advisory industry in various product profitability, pricing and analytics roles. He specializes in translating business strategies into pricing recommendations and helping define pricing capabilities. He recently started his journey towards earning the CPP in 2022 and he has an MBA from the University of Georgia.
Jun 22, 2023•18 min
Let’s face it—the moment of truth in pricing and sales is how well your sales force can negotiate and defend the prices you’ve set. Many organizations fall short of profit potential due to misalignment between price setting teams and price getting teams. In this session, we’ll dive deep to understand and navigate the intersection of pricing and sales to empower your commercial team to defend both price and value. Pete Morelli is a Vice President at Holden Advisors and leads the company’s sales c...
Apr 11, 2023•23 min
Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics...
Mar 16, 2023•9 min
Artificial intelligence is making an impact on many industries and pricing is one among them. While a completely automated pricing solution for B2B is still far away there are many innovations that have already been built specifically for B2B pricing professionals. These innovations can be leveraged today and our workshop will cover on how to do this. Kiran is the CEO and founder at Rapid Pricer, an Artificial Intelligence based company in Amsterdam that specializes in reducing food waste throug...
Mar 16, 2023•16 min
With inflation, costs are going up, margins are being squeezed, companies need to raise prices, but many are scared. They may have already had a price increase and are afraid of another. What should they do? Mark Stiving is an educator at heart and a pricing enthusiast by education and experience. He has led, coached, and taught businesses about value-based pricing for 30 years. Mark has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. He start...
Mar 16, 2023•16 min
As the economic outlook continues to be murky, plenty of companies are making cuts. But you can’t cut your way to prosperity. There are often-overlooked opportunities to grow the top line — a lot and fast, even in the face of a down market. Jason McDannold and Yale Kwon lead the private equity commercial transformation practice at AlixPartners and would like to discuss several key tactical opportunities on how to sustain growth in a downturn economy. AlixPartners is a results-driven global consu...
Mar 01, 2023•25 min
Beating Inflation explores how inflation affects all aspects of a business. This is not a pricing book, but it dives into all areas of the operations of a business and how they need to respond differently to inflation. Adam Echter is a Partner and Head of the Silicon Valley office at Simon-Kucher. For 17 years, Adam’s career has focused on value-based sales. He gained 12 months of focused sales training at The Timken Company and then worked in outside industrial sales for the next five years. Du...
Feb 22, 2023•26 min
SaaS companies have historically overlooked pricing as a lever for growth, focusing instead on customer acquisition. But with many customers tightening their belts and investment capital harder to access, the fundamentals are more important than before. New pricing strategies such as Usage Based Pricing are coming into the spotlight. Experimenting with and implementing metering and hybrid pricing strategies in 2023 can not only help SaaS companies retain customers and survive, but an innovative ...
Feb 15, 2023•20 min
Per is a thought-leader in all things pricing with a specialization in teaching companies how they can use pricing to drive higher growth, sales volume, and profits. He is a sought-after speaker for major conferences, appears regularly on podcasts and business radio shows, and is regularly quoted in the financial and business press. His new book, “The Price Whisperer - A Holistic Approach to Pricing Power” is available at booksellers nationwide and online.
Jan 09, 2023•24 min
This episode will be geared towards introducing the audience to the best practices in pricing processes from around the world which can be implemented immediately. We will conclude this episode with a look ahead on how some of the latest technologies can be implemented into the pricing frameworks of the future. We will answer questions like: -Can I use any best practices for quick wins with pricing? -How does pricing work differently in times of high inflation? -What is the difference between pr...
Dec 02, 2022•16 min
Business-to-Business companies are facing an unprecedented number of challenges now including pressure from customers’ purchasing departments, uncertain supply chains, raw materials cost changes, turbulent times, and more. This podcast will discuss best practices that you and your company can use to capitalize on your opportunities. Instead of academic theories, we will review real-life examples where companies used business acumen and the value they provided to the marketplace to thrive despite...
Dec 01, 2022•21 min
Speakers Matt Johnston, Founder and CEO of EPIC Conjoint, and Robert Ribciuc, Managing Partner of EBITDA Catalyst, provide answers to pressing pricing questions centered around democratizing access to better pricing methods. They address concerns such as: 1. Why expanding access to better pricing tools and insights to more actors in the economy matters. 2. How Epic Conjoint is creating faster, more accessible solutions for pricing research. 3. How EBITDA Catalyst is using its Mission-Driven Pric...
Nov 23, 2022•26 min
Simon-Kucher consumer and retail expert and Partner, Shikha Jain, discusses the expectations and best practices for this holiday shopping season, including trends in consumer behavior and spending, the impacts of inflation on shopping carts and budgets, where and when you will see shoppers, and the effects of rising inventory glut. Jain answers questions such as: - Discuss the Holiday Shopping study and what it exposes about inflation and other economic trends in 2022. - How can retailers respon...
Nov 14, 2022•31 min
Customers expect their vendors to offer them a seamless omnichannel buying experience across all sales channels. Omnichannel selling creates a dilemma for B2B pricing teams due to inherent product and price complexity and the widespread practice of negotiated pricing. How do you offer the right price, accurately and immediately, whether a customer interacts with a visiting sales rep, a service rep at a branch counter, a call center rep or your web shop?
Sep 29, 2022•19 min
Robert Ribciuc by Professional Pricing Society
Apr 15, 2022•25 min
Salespeople always seem to ask for discounts. Do we really need to approve them? They are told to sell value, but if they don’t even know what value means, how can they? Let’s talk with Mark about how we can help salespeople win more deals, at HIGHER prices.
Mar 21, 2022•12 min
The value-based pricing model as well as the respective tools like conjoint analysis are still building on the assumption that customers behave like the famous ‘Homo economicus’ – perfectly informed selfish and rational decision makers with stable preferences. In other words, value-based pricing is leaving significant margins on the table, as it is not really capturing the psycho-logics and predictable mistakes in human purchase decisions. Behavioral Pricing is equally well equipped to develop a...
Nov 23, 2021•27 min
We are living in a period characterized by inflation and volatility. Over the past year, the increase of commodities and business expenses have put a strain on the bottom line. This problem is exacerbated by the fact that customers are struggling with the same input cost shifts and seismic changes in demand making it difficult to simply pass on cost increases. Through practical examples, participants will be armed with a blueprint of how to take immediate action.
Sep 29, 2021•22 min
Configure, Price, Quote “CPQ” is a business process supported by software technology and includes much more than just what the names suggest. It is an old methodology from the 1970’s that has become a hot topic today. It is not just the software, it is a total business process approach. If you want to learn how CPQ works, what it really means and why it is the most powerful tool for any corporation please join us for this podcast. As an added bonus, we will cover how to avoid the major pitfalls ...
Feb 23, 2021•15 min
Most pricing professionals agree that they are not using rebates effectively, because it makes their pricing strategy overly complex and the permutations and combinations on rebates themselves become unmanageable. Simple questions such as, what rebate is a customer eligible for – or is likely to become eligible for – based on their performance, in a month, quarter, or year –are all too hard to answer. Enter- Machine learning. When pricing and rebate management processes are seamless and intellig...
Sep 24, 2020•13 min
Businesses face unprecedented pricing pressure as a direct result of sophisticated procurement organizations. Pricing, sales and finance leadership across all industries are engaging in challenging negotiations with highly trained procurement professionals. This course provides specific actionable negotiation strategies, as well as examples and tactics to refute even the most difficult procurement group. Help your sales, pricing and finance teams up their game and capture more of the value that ...
Aug 25, 2020•16 min
Diversity, inclusion, and equity matter deeply to businesses, but even more to the pricing function. How can equity drive smarter pricing decisions and grow your bottom line? In our latest Pricing Podcast, Hillary Gretton, MBA, CPP, Associate Director, Commercial Data Strategy with Greenwich Biosciences is sharing how she approaches Human Capital in Pricing. Check it out here. Would you like to hear more and ask Hillary your questions about Human Capital in Pricing? Join us for the 2020 PPS Virt...
Feb 18, 2020•8 min
Complex systems are a challenge to price due to many components, but mainly that no two solutions are the same. So how do we avoid the pitfalls of margin percentages and measurements that have nothing to do with our customers perceptions of value or the competitors offer? The solution is a methodical approach to consistently deriving an understanding of market pricing. This session covers a thorough-level review of the approach refined over 29 years. Visit pricingsociety.com to register!
Feb 10, 2020•13 min
Did you know that complex organizational structures can make or break your pricing journey? The navigation of these structures is a required skill. So how would you spend the first 6 months of a pricing transformation journey? In our latest Pricing Podcast, Stephan Liozu of Thales is sharing how he approached their transformation under his leadership. Do you want to learn more and ask Stephan your questions about Pricing Transformation? Join us for the 2020 PPS Virtual Summit on March 4 to hear ...
Feb 07, 2020•15 min
As pricing technology becomes more and more sophisticated, incorporating complex data analysis and using AI and Machine learning to optimize and deploy pricing, we’re seeing a wider acceptance of Dynamic Pricing. Industries like airlines, hospitality, and ride-sharing have led advances in dynamic pricing, but other industries are now opening up to the possibilities. Both B2C and B2B companies are looking at incorporating Dynamic pricing into their strategies. We’ll talk about less obvious indust...
Apr 09, 2019•16 min
Lisa and Praks discuss the layout of the future pricing organization and new technologies being launched and how that translate for the pricing function.
Oct 16, 2018•11 min
