In today’s episode, Jared Weisel, SVP at Revenue Analytics, joins us to break down how PE-backed manufacturing and distribution businesses can use pricing to drive serious EBITDA gains. We dive into why most firms ignore pricing, how to avoid customer churn while raising prices, and why a 3–7% increase can deliver outsized impact. Jared shares the biggest mistakes PE firms make, how to build long-term pricing strategies, and why this lever is the most underutilized tool in the value creation plan.
[00:03] Jared explains his role at Revenue Analytics, focusing on pricing strategy for PE-backed manufacturing and distribution firms.
[00:29] Discusses pricing as a lever for EBITDA improvement with minimal customer loss.
[00:58] Pricing is often underused; Jared emphasizes using data to drive targeted decisions and compliance.
[01:54] PE firms overlook pricing in VCPs, relying on cost-cutting. Jared argues for ongoing pricing strategies, not one-time actions.
[03:44] Sales reps often quote inconsistently due to lack of tools. Structure and guardrails lead to better pricing outcomes.
[05:02] Visibility is key—track changes, product mix shifts, and enforce compliance to prevent leakage.
[06:25] Raw Selection offers salary reports via YouTube—useful for benchmarking comp in PE and portfolio roles.
[06:54] Jared warns that pricing based on gut feel or fear of customer loss leads to missed value. Start with the pain.
[09:47] Jared outlines pricing plays across the investment lifecycle—diligence, early wins, long-term optimization, and positioning for exit.
[12:12] A 3–7% price increase typically sees no customer churn—if done surgically, not blanket increases.
[14:01] Recommends Pricing Brew, Professional Pricing Society, and books like Revenue Management and Pricing: The New CEO Imperative.
[16:28] CEOs hesitant on pricing should compare pricing impact vs. other ops improvements—pricing wins big.
[18:21] Jared’s recommendations: Bain's Dry Powder, Adam Coffey’s Private Equity Playbook, Dan Cremons' Winning Moves.
[19:39] Contact Jared at jwiesel@revenueanalytics.com or on LinkedIn.
[20:36] Alex thanks Jared for the focused and actionable conversation on pricing.
Connect with Jared Wiesel on LinkedIn. Thanks for tuning in.
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Got feedback or questions? Email Alex at alex.rawlings@raw-selection.com. Until next time—keep smashing it!
