Let's Talk Pricing Podcast

Segmenting customers then differentially treating and/or pricing them is a critical aspect of driving both growth and profits. Yet, it’s easier said then done. This workshop provides practical approaches and best practices for avoiding the hidden pitfalls and challenges. Joanne Smith, President of Price to Profits Consulting, is the author of The Pricing and Profit Playbook, The Price Negotiation Playbook and Pricing in a Crisis. She is the former DuPont Corporate Head of Marketing, Pricing and Customer loyalty. With more than 20 years of global business, marketing and pricing expertise, she now works with global companies in chemical and industrial industries to help them develop world class pricing and profit strategies, pricing transformations, pricing improvements and pricing skills.

When growth is stagnant, companies often adjust prices for more revenue. Without a strong understanding of pricing power relative to market alternatives, this can result in the opposite effect: customer churn. In this session, we’ll walk through drivers of pricing power, how to assess them, and strategies to employ before your next price increase.  Attendees will learn: - How to assess your pricing power relative to market alternatives - The 3 most important levers for building and protecting your pricing power - Top go-to-market tactics under each lever to improve price realization

Pricing is not only about money charged but also about how customers perceive the value a product, which changes over time. In today's connected and competitive world, effective pricing requires flexibility, strategy, and a scientific approach. By using technology to gather insights about customers and develop data-driven pricing strategies, businesses can enhance the customer experience, improve vendor management, keep an eye on competitors, and ensure market efficiency.

Let's be real. It's much easier to defend and raise your prices when strong marketing has your back. But often times, marketing and revenue growth teams work in silos. How can you as pricers deliver informed marketing feedback or suggestions for forward momentum to support your pricing initiatives, collaboratively? E.V.A.L.U.A.T.E. Angie Jackson joined PPS as the Director of Marketing, Communications, and Key Accounts in 2021. Angie has nearly 20 years experience in sales, marketing, education, and project management both locally and internationally. Prior to joining PPS, Angie served as a positioning strategist with CRANE Atlanta specializing in analyzing audience trends, managing creative teams, collaborating with clients, and developing innovative and integrated marketing strategies to distill clients’ unique value propositions.

In this conversation, John Moss, Chief Executive Officer of Flintfox International, discusses the challenges of the current business landscape and how intelligent pricing solutions can help businesses to shore up their bottom line amid volatility. John is the CEO of Flintfox International, the intelligent pricing software provider with world-class IP in pricing and revenue management. An Engineering graduate from Oxford University, John went on to become an Economist in the energy industry before moving into the tech space where he has held a series of senior leadership roles. John is also trained to use explosive and radioactive devices. With almost four decades of experience, spanning 35 industries and 130 countries, Flintfox provides businesses with a smarter way to manage, streamline and automate their pricing.  By consolidating pricing, settlements, claims, deductions and more into one automated, accurate and easy-to-use solution, Flintfox helps businesses protect their margins and maximize revenue.  Flintfox is a powerful pricing engine and straightforward application, capable of processing huge data sets at blistering speeds and supercharging ERPs.  The era of spreadsheets and their costly errors is officially over. Turn complexity into opportunity with the Flintfox effect – delivering a 20% increase in rebate revenue cash flow and more than a 50% reduction in deduction leakage.   

The topic of pricing can be complex, abstract, quantitative, and dry. That makes it difficult to write about, especially when you are trying to persuade someone to adopt a new strategy or take specific actions. This podcast will look at several ways that pricing practitioners can improve their writing and tell persuasive pricing stories. Frank Luby has over 25 years of experience in pricing and over 40 years as a writer. After an 8yr run as partner at Simon-Kucher and Partners, he co-founded Present Tense LLC in 2014 to help business professionals improve their communication. He has served as a writing partner on award-winning and best-selling books, including Game Changer and The Invisible Game. He is co-author, together with Hermann Simon and Frank Bilstein, of the book Manage for Profit, Not for Market Share. Frank also will be at our fall conference in Las Vegas, Frank will conduct his highly rated writing workshop once again.

We are inundated with news of Artificial Intelligence, but how can it really be applied in our daily Pricing lives to help us? This highly interactive workshop addresses how to make AI work for you by providing a practical, step-by-step approach to respond to request for proposals or quotes (RFP, RFQ). Many data components can be quickly executed by AI and can be rerun nearly instantaneously to address changes

Markets, competitors, and customers are always changing – and last year’s pricing may be stale based on today’s circumstances. Pricers must have the skills to keep up with the dynamic nature of value drivers in order to help drive pricing power for their organization. In this podcast, we’ll do a deep dive on how to monitor dynamic value drivers and their impact on keeping your pricing strategy fresh.

Join us in this engaging podcast episode as we explore the dynamic world of B2B pricing with Vivek Anand, a seasoned expert of AI and Data Science. Delve into real-world applications, from crafting robust segmentation solutions to addressing complex pricing challenges. Learn how Vivek has measured the tangible value of their solutions for Fortune 500 companies and successfully driven adoption within sales teams. Discover the broader landscape of B2B commerce where AI and data science play pivotal roles and gain insights into potential concerns with the increasing use of AI, particularly in the context of Gen AI. This conversation promises to be a deep dive into the transformative power of technology in reshaping the B2B pricing landscape.

President of the Professional Pricing Society, Kevin Mitchell, steps into the PPS Podcast to share with us what he believes to be the hottest topics of the year for the pricing profession and what "pricers" in the new year. Attendees Will Learn: What’s New and What’s Next for Pricing Professionals in 2024 How to Use “Arts and Sciences” to Gain Traction Inside and Outside of your Organization How to Use Analytics and Insights for Profitable Growth The Latest Offerings PPS is Bringing to Its Members