Let's Talk Pricing Podcast

Kevin Mitchell, founder of Professional Pricing Society, and Jeet Mukherjee of Holden Advisors discuss the concept of pricing power and its measurement. They explore the complexity of pricing, incorporating behavioral economics and psychology. The importance of pricing power is emphasized, along with the need for a comprehensive go-to-market strategy. They also highlight the significance of considering the total cost of ownership in pricing decisions.

The podcast discusses strategic and effective price management, covering topics like pricing strategies, segmentation, perceived value, commercial policies, elasticity, optimization, and governance. It also explores value-based pricing and upcoming conferences on the topic.

Learn about effective pricing strategies for B2B companies to navigate economic downturns, including the challenges and nuances in managing price decreases, adapting pricing goals and tactics during inflationary and deflation periods, the consequences of delaying price adjustments, and specific industries where decreasing prices over time are the norm.

This podcast discusses a new book on retail pricing by the CEO of RapidPricer, covering analytics-based approaches, target audience, regional relevance, and the application of retail pricing concepts to B2B pricing. They also explore available pricing resources and alternative sources for knowledge on pricing.

A discussion covers what was received and experienced at our a workshop, spear-headed by Hillary Gretton, that took place during our 2023 Spring pricing and workshop conference. Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”

Scott Sinning has a passion for pricing and learned about leading pricing projects during his years of experience as VP of Pricing Strategy for Graybar Electric, a $10B wholesale distributor.  Like many of you listening, he’s sat in the pricing leader hot seat.  He now runs his own consulting firm focused on helping companies and their pricing leaders achieve success faster.  Scott has also been a frequent speaker at PPS conferences and is a Certified Pricing Professional.

Michael Compton is Director of Firm Strategy and Leader of the new Pricing function at Edward Jones. He has 16 years’ experience in the Full Service Financial Advisory industry in various product profitability, pricing and analytics roles. He specializes in translating business strategies into pricing recommendations and helping define pricing capabilities. He recently started his journey towards earning the CPP in 2022 and he has an MBA from the University of Georgia.

The podcast discusses the importance of aligning pricing and sales teams for effective price realization. They address challenges such as lack of alignment, volatile market pricing, and communicating price increases. Strategies include using 'give gets' and involving sales early in the pricing process. Collaboration between pricing and sales teams in B2B industries is also emphasized.

Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”

The guest on this podcast is Kiran, CEO and founder at Rapid Pricer. They discuss the impact of AI in B2B pricing and how individuals without programming expertise can leverage it. They also explore the future of AI in pricing and building an organizational structure for AI solutions. Finally, they highlight the expanding utilization of AI in B2B pricing and offer a workshop on the topic.