It’s been about 4 years since we last wrote about website valuations, continuing the work of a project we started 8 years ago. One of our readers recently commented that valuations have risen. He’s absolutely …
Continue readingBalancing Cost vs. Value in Pricing Strategy Consulting
While this advice is admittedly self serving, I’ve grown very skeptical of the recent trend of B2B Pricing Consultants pairing off with B2B Pricing Software Companies as “strategic partners”. The issue isn’t the pricing software. …
Continue readingHow To Calculate Wholesale Price (Speaking As A Distributor)
Sometimes you want to set the record straight. So speaking as someone who has led pricing at four companies, three of which were wholesale distributors – most of what is written about how to calculate …
Continue readingHow To Ensure Your Distribution Pricing Consultant Is Successful
If you’re managing a decent sized distributor, you’ve probably been approached by at least one consulting firm to talk about pricing. The concept sounds good on paper: use a few targeted price increase campaigns to …
Continue readingBy Product Pricing – Treasure From Trash!
Many manufacturing processes, especially in basic industries, produce more than one output. For example, chemical plants often produce a basket of chemicals. This is a result of breaking chemical compounds into smaller molecules. These other …
Continue readingWhen To Use Competitor Oriented Pricing
A competitor oriented pricing objective sets prices in response to competitor pricing decisions. This type of pricing strategy is common in hierarchical markets, where there is a good / better / best ranking of potential …
Continue readingTurnaround Strategy: Survival Pricing
You may safely assume that if I am in your conference room, I’m not there to hand out the Jack Welch award for business excellence. I specialize in turnaround management. Specifically the commercial parts. This …
Continue readingWhen To Use Sales Oriented Pricing
A sales oriented pricing is a pricing objective that aims to facilitate sales and market share growth. The goal is to use pricing as a tool to help drive “smart growth”. Thus, companies using this …
Continue readingCareer Paths: What Does A Pricing Analyst Do?
Curious about what a pricing analyst does? We break it down by the different types of pricing analyst roles that are available.
Continue readingPricing Audit – Unlocking The Value
A pricing audit is often a good first step towards unlocking the value of your pricing opportunity. There is often significant value in asking an experienced pricing leader to review a company’s current pricing processes …
Continue readingLaziness: A Strategy for “Winner Take Most” Games
We live in an 80 / 20 world. In most major areas of economic life, it is a fact that 80 percent of the value is created by 20 percent of the participants. Most startups …
Continue reading