It is estimated that only 3-5% of all businesses have captured the profit margins they truly deserve by addressing their pricing challenges and opportunities. This statistic indicates a lot of untapped potential given the typical improvement of 2-4 points realized when a company begins approaching pricing from a strategic view. Our price consultants experience supports […]

We have seen well managed manufacturing and distributor companies spend a significant amount of time and money in building pricing strategies. We have also watched these companies invest heavily in technology to help them optimize prices to improve margin. All too often, these companies fail to realize the price improvement that was originally targeted. Execution […]

Discounting prices is a common every-day occurrence for many manufacturing and distribution companies. But, excessively discounting prices kills margins. In some industries, discounts are expected as a part of doing business on every transaction. The discount culture is manifested over years of practice by industry participants. To a great extent, as suppliers to a marketplace, […]

How often do you experience one of these situations? •  You have a customer who is promising to purchase a large volume in the upcoming year. Over the next 12 months, they intend to buy a significant amount of product over several orders. Of course, they want your very best price. You sharpen your pencil […]

For manufacturers and distributors driving toward margin improvement through pricing realization, the road to success passes through the sales team. The best pricing strategies, and the most robust pricing technologies will go nowhere unless the sales team is on board. Pricing execution at the sales level is key to realizing price improvement. Three Key Criteria […]