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Hold Your Ground on Price Increases

Do you experience this situation? One of your largest and best customers hasn’t had a price increase from your firm in a long time. Maybe it has been 3, 4 or even five years or more. You may have made attempts in the past only to get shot down by the buyer over and over […]

5 Tips for Driving Price Performance

Is price performance on your radar screen? If you are like most companies, your pricing management efforts fall short of a strategic pricing process in that they are limited to periodic analyses of historical practices and pricing events. A more proactive approach to strengthening your pricing performance includes data analysis, pricing policies and implementation, among […]

Strategic Pricing Quantity Break Schedule

For most wholesale distributors and manufacturers it is common to offer pricing discounts based on the quantity of an item purchased. For example, a single widget might sell for $10 but an order of 20 widgets might be priced at $9 each. Our pricing consultants see many companies that have set clear structures in place […]

When is it Too Long Between Price Increases?

When was that last time you increased your prices? Many wholesale distributors and manufacturing companies make it an annual event and create a pricing culture within the industry to expect timely increases. But for some companies, the time between price increases is just too long. Take for example, the specialty chemical manufacturing company that waited […]

Pricing Granularity Trumps Price Lists

For many wholesale distributors and manufacturing companies the accepted means of communicating prices is often through published price lists. Price lists allow the buyer a quick reference for prices and discount schedules. Many buyers have come to expect price lists from suppliers in certain industries like packaging and shipping supplies. Our pricing consultants find that […]

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